Regional Sales Manager, Trauma and Emergency Medicine - Southwest Region

Position Summary

The Regional Sales Manager (RSM) is a critical member of the Trauma & 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, this RSM is based in the Southwest.  Responsible for effectively inspiring and leading up to nine sales representatives, the RSM’s goal is to drive profitable revenue and achieve assigned market share growth targets within the region. This person will work collaboratively with sales leadership and marketing to recommend pricing strategy, develop, and effectively implement sales strategy and tactics to achieve quota. Additional core responsibilites include developing and maintaing an engaged sales organization through selection, training, development, planning, coaching, and directing efforts of field sales representatives to achieve personal, regional, and corporate goals. A sincere appreciation for people and how they are each uniquely motivated is the foundation for designing and implementing interactive communication and decision-making processes. Knowledge and skill in how to successfully influence and persuade others by understanding how their individual needs and motivations link to goals is essential. 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.  The ability to understand, quickly react and motivate others to adapt to the changing organization environment is a critical key to success. 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.   

Region covers: CA, OR, WA, and Pacific NW 

Principal Responsibilities

1.    Lead and inspire a highly productive sales team, engaging their commitment.  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. 
2.    Motivates team to view challenges as opportunities and demonstrates innovation and creativity when problem solving and overcoming objections.  Coaches team in problem solving techniques.
3.    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.
4.    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.
5.    Perform regular field travel to coach team members and accelerate regional growth.
6.    Understand, lead and coach to Balanced Seller sales process.
7.    Effective time and resource management – ability to organize, prioritize, and efficiently utilize resources within a dynamic environment.

Principal Responsibilities Cont..

8.    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.
9.    Cross functional collaboration to effectively utilize internal and external business partnerships to accomplish goals through collaborative efforts.

10.    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.
11.    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.
12.    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.
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.    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. 
15.    Review sales representatives expense reports to assure compliance with company policies and the proper use of company resources.
16.    Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures and housekeeping standards.
17.    Excellent interpersonal communication skills with strong emotional intelligence.

This position requires direct contact with an implantable device.      ☐ Yes     ☒ No 

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.

TRAVEL REQUIRED: 70% often with short notice
 

#LIMC1  #LI-remote

Working Conditions / Physical Demands

The pay range for this position at commencement of employment is expected to be $245,000.00 (inclusive of commissions) however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.  Commissions will also vary depending on individual performance.  The total compensation package for this position will also include benefits such as medical, prescription drug, dental and vision insurance, flexible spending accounts, participation in 401(k) savings plan, and various paid time off benefits, such as PTO, short- and long-term disability and parental leave, dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
 
If hired, employee will be in an “at-will position,” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.