Regional Sales Manager, Emergency Medicine, Atlanta

Date: Jul 21, 2021

Location: Atlanta, GA, US

Company: Teleflex

Expected Travel: More than 50%

Requisition ID: 4200

 

About Teleflex Incorporated

Teleflex is a global provider of clinically effective medical technologies designed to improve the health and quality of people’s lives. We apply purpose driven innovation – a relentless pursuit of identifying unmet clinical needs – to benefit patients and healthcare providers. Our portfolio is diverse, with solutions in the fields of vascular and interventional access, interventional cardiology, surgical, anesthesia, cardiac care, interventional urology, urology, emergency medicine and respiratory care. Teleflex employees worldwide are united in the understanding that what we do every day makes a difference. For more information, please visit teleflex.com.

 

Anesthesia and Emergency Medicine - At Teleflex, we promote the use of advanced anesthesia and emergency medicine techniques to help improve outcomes and reduce healthcare costs. We equip clinicians with some of the most advanced medical devices on the market today, from our world-class brands including: 

•    LMA® and Rüsch® airway management devices designed to help reduce the risk of airway-related complications
•    Arrow® pain management products designed to improve patients’ post-operative pain experience 
•    The Arrow® EZ-IO® System that helps address the time-critical challenge of emergency vascular access, and 
•    QuikClot® and QuikClot Control+® hemostatic devices, used by hospitals, EMS, and the military for hemorrhage control in a broad range of bleeding situations.  

Join a dynamic, growing team that offers healthcare providers advanced medical technology solutions that make a difference in patients’ lives.

Position Summary

The Regional Sales Manager (RSM) is a critical member of the Emergency Medicine sales team, ensuring the sales of our life-saving Arrow® EZ-IO® Intraosseous Vascular Access System and Z-Medica hemostatic products (QuikClot®, QuickClot Control+®) medical devices.  Reporting directly to the Director of Sales.  The RSM is responsible for effectively inspiring and leading up to nine sales representatives to drive profitable revenue and achieve assigned market share growth targets within the region.  This person is responsible for working collaboratively with sales leadership and marketing to  recommend pricing strategy and develop and effectively implement sales strategy and tactics to achieve quota.  The RSM has core responsibilites of developing and maintaing an engaged sales organization through selection, training, development, planning, counseling and directing efforts of field sales representatives to achieve personal, regional, and corporate goals.  The RSM serves as a liaison between the field and corporate identifying and communicating local insights and competitve activities in order to influence marketing plans, tactics and product development.  Core competencies include motivation and leadership, team and individual development, business acumen and strategic planning, business partnering and time and resource management.  Planning and conducting regional and national meetings is an ongoing responsibility and administrative duties include expense report review to assure compliance with company policies and regular utilization of salesforce.com.   

Principal Responsibilities

•    Lead and inspire a highly productive sales team.  Demonstrates expertise in the ability to influence and impact others to drive results.  Uses persuasive leadership skills, positive influence to maintain high levels of performance and clearly and consistently communicates objectives, holding self and team members accountable to goals.
•    Motivates team to view challenges as opportunities and demonstrates innovation and creativity when problem solving and overcoming objections.  Coaches team in problem solving techniques.
•    Creates a culture of open and honest communication.  Utilizes active listening skills to identify employees concerns and needs.  Individualizes coaching style.  A credible, valued resource that establishes and maintains trust.
•    Creates a compelling team vision and selects, coaches, and develops a highly motivated sales team. Minimizes field disruption through effective onboarding.  Proactively recruits from multiple channels to maintain talent pipeline.
•    Perform regular field travel to coach team members and accelerate regional growth.
•    Understand, lead and coach to Balanced Seller sales process.
•    Effective time and resource management – ability to organize, prioritize, and efficiently utilize resources within a dynamic environment.
•    Demonstrates flexibility and adaptivity when faced with change.  Effectively adjusts plans when priorities shift and focuses team’s efforts during times of change to minimize disruption.
•    Cross functional collaboration to effectively utilize internal and external business partnerships to accomplish goals through collaborative efforts.
•    Responsible for key customer development.  Conducts high level business and product discussions with key influencers and is sought out as a valuable resource.  Continually expands network of customer champions.
•    Work collaboratively with corporate accounts and sales reps to drive regional contracting strategy.  Demonstrates knowledge of provider landscape and company pricing/contracting structure.  Expert in negotiation skills.  Utilizes business reviews to drive customer compliance and uncover additional business opportunities.  Recommend pricing strategies and advise sales representatives of pricing guidelines. Identify contract expirations.
•    Impeccable business acumen and strategic planning.  The ability to leverage customer and account knowledge to optimize business results and develop and implement executable business plans.
•    Coaches team members on how to effectively use analytical tools to develop business plans.  Prepares, reviews and analyzes reports to monitor sales representatives’ activities and offer direction and motivation when needed. Coaches team members to predict monthly/quarterly/yearly forecast within 5% +/-.  
•    Develop sales strategy and tactics with DoS to support/drive execution of account penetration for new and existing products within the continuum of the Emergency Medicine (EM) market portfolio. 
•    Review sales representatives expense reports to assure compliance with company policies and the proper use of company resources.
•    Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures and housekeeping standards.
•    Excellent interpersonal communication skills with strong emotional intelligence.
 

Education / Experience Requirements

•    A bachelor’s degree in business, management or marketing is required, with an anticipated experience level of 5-10 years as an individual contributor sales representative and 2+ years as a regional sales manager for external candidates.  For internal candidates, prior sales leadership experience is a plus, but in absence thereof, candidates should be able to demonstate a progressive and clear development plan that outlines preparedness for sales leadership. Additionally internal candidates must be listed as promotable and part of the BU’s succession plan.  Prior sales and sales leadership experience must yield a demonstrated track record of success in the medical device industry.
•    Familiarity in calling on hospital personnel (emergency physicians, trauma, interentionalists, physician’s assistants, nurses,as well as members of the hospital procurement / value analysis teams) is a requirement.
•    Experience in leading teams with disruptive technology through the complex multi-department OR and hospital selling environment is critical.
 

Specialized Skills / Other Requirements

•    Field travel with sales representatives 3 weeks/month as a minimum requirement.
•    Strong public speaking, written communication skills and organizational/project management skills required.
•    Proficiency with computer technology and Microsoft Office suite (Teams), including IPhone and IPad platform.
•    Full clean driving license.
•    Aligns to Teleflex Core Values.
 

Teleflex, Inc. is an affirmative action & equal opportunity employer. D/V/M/F. Applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status. If you require accommodation to apply for a position, please contact us at: 262-439-1894.

Teleflex is the home of Arrow®, Deknatel®, Hudson RCI®, LMA®, Pilling®, Rüsch®, UroLift® and Weck® – trusted brands united by a common sense of purpose. Teleflex, the Teleflex logo, Arrow, Deknatel, Hudson RCI, LMA, Pilling, Rüsch, UroLift and Weck are trademarks or registered trademarks of Teleflex Incorporated or its affiliates, in the U.S. and/or other countries.

© 2021 Teleflex Incorporated. All rights reserved.


Nearest Major Market: Atlanta