Remote Sales Manager, Anesthesia

Position Summary

The Remote Sales Manager reports directly to the Director of Sales (DoS). This role involves developing and executing a successful sales strategy for rapid revenue growth and profitability within the assigned Anesthesia market. The position requires significant activity, independent initiative and utilization of solid business skills while working within the existing remote sales team environment. 

In concert with the sales leadership team, provide technical expertise to the sales team in the promotion and introduction of focused product technology to achieve company sales revenue targets while maximizing full product portfolio opportunities. Exhibit excellent selection skills in recruiting and hiring top talent, talent development and retention of salespeople. Comfortable calling on various health care providers, co-traveling, mentoring, and delivering direction to the remote sales team members. Responsible for providing inspiring leadership, strategic direction and tactical execution plans to our Anesthesia Remote Sales team. 

Principal Responsibilities

1.    Develop sales strategy and tactics with DoS and support/drive execution of account penetration for new and existing products within the continuum of the Anesthesia market portfolio. Develop, present, and execute regional sales plan to achieve and/or exceed assigned goals within assigned region. 
2.    Interface with remote sales representatives by training, planning, counseling, and directing their efforts in selling and properly following up with accounts to achieve personal, regional, and corporate goals; formulate sales objectives for each representative. Maximize growth opportunities with existing customers and prospect new accounts, as assigned. Identify and communicate local insights and competitive activity to influence marketing plans, tactics, and regional product development.
3.    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.
4.    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.
5.    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.
6.    Perform regular field travel to coach team members and accelerate regional growth. (4 days/month)
7.    Understand, lead and coach to Balanced Seller sales process.
8.    Effective time and resource management – ability to organize, prioritize, and efficiently utilize resources within a dynamic environment.
9.    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.
10.    Cross functional collaboration to effectively utilize internal and external business partnerships to accomplish goals through collaborative efforts.
11.    Responsible for key customer development. Conducts high level business and product discussions with agency/ organizational partners and key market related influencers and is sought out as a valuable resource.  Continually expands network of customer champions.
12.    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 and contract expirations. 
13.    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% +/-.  
14.    Responsible for ensuring proper utilization of SF.com customer database to include leads, sales funnel and sales quotation functions.
15.    Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures and housekeeping standards.

Education / Experience Requirements

•    A bachelor’s degree in business, management or marketing is required, with an anticipated experience level of 5+ 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 demonstrate a progressive and clear development plan that outlines preparedness for sales leadership. Prior sales and sales leadership experience must yield a demonstrated track record of success in the medical device industry.
•    Experience in leading teams with disruptive technology through the complex multi-department remote and in-person selling environment is ideal.

Specialized Skills / Other Requirements

•    Clinically knowledgeable – with a strong history of utilizing basic A&P  and clinical resources as a major part of driving a sale forward. Demonstrated knowledge of medical device industry.
•    Analytical skills – gathers and analyzes information skillfully and develops alternative solutions as needed
•    Presentation skills – must be able to present numerical data as well as strategic policy effectively and edit presentation based upon the audience.  Excellent communication skills.
•    Management/Supervisory skills – includes staff planning, decision making, facilitating process improvement, and taking responsibility for subordinates’ work activities by setting expectations and monitoring delegated activities as well as continuing to encourage growth by providing regular performance feedback.
•    Leadership skills – provides the vision to the organization, inspires, and motivates others to perform well, inspires respect and trust and guides others to fulfill the vision.
•    Business Acumen – understands business implications of decisions, displays orientation to profitability, demonstrates knowledge of market and competition and aligns work with strategic goals.  Also, works within approved budget, develops, and implements cost saving measures and contributes to profits and revenue.
•    Strategic thinking – develops strategies to achieve organizational goals, understands organization’s strengths and weaknesses, analyzes market and competition, identifies external threats and opportunities, and adapts strategy to changing conditions.
•    Proficiency with computer technology and Microsoft Office suite, including IPhone and IPad platform.
•    Full clean driving license.