Regional Sales Manager, Anesthesia - West Region

Position Summary

As a critical member of the Anesthesia sales team, the Regional Sales Manager (RSM) (West) will lead a team of eight sales representatives. Reporting to the Director of Sales, Anesthesia, the focus of the RSM (West) will be achieving assigned quota in the specified region, coaching and developing the Southeast team, interacting with key customers and KOL’s, and upholding the Teleflex core values. This role will ensure the sales of our market-leading brands (LMA®, Hudson RCI®, Rusch®, and Arrow®) and ensure they meet Teleflex and client/customer needs with a high standard of excellence, urgency, and predictability. The RSM will apply disciplined execution in the orientation towards a process-focused, decisive course of action. 

The RSM will ensure a commitment to building people capabilities, ensuring the right people are in the right roles and individuals feel empowered and supported to reach their potential. Leading a regional team of Sales Representatives, this sales manager will demonstrate a clear purpose, clearly communicate performance expectations, and will know how to inspire their team to meet challenges, achieve ambitious goals and grow the business. 

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.   

Principal Responsibilities

1.    Lead and inspire a team to meet challenges and achieve ambitious goals with a clear sense of direction and purpose in an ever-changing environment.
2.    Achieve regional sales quota and forecast region performance appropriately.
3.    Build performance based relationships by creating a culture of open and honest communication.  Utilize active listening skills to identify employee concerns and needs.  Individualizes coaching style.  A credible, valued resource that establishes and maintains trust.
4.    Formulate territory sales objectives and assess progress on a routine basis to support the success of each representative.
5.    Interface with Marketing to collect and analyze market data and trends reagarding emerging risks and opportunities that affect the business.
6.    Use positive influence to maintain high levels of performance and clearly and consistently communicate objectives, holding self and team members accountable to goals. Conduct performance management and provide feedback to ensure professional and timely review of set objectives with each member of the team.
7.    Leverage differences, motivate the team to view challenges as opportunities and demonstrate innovation and creativity when problem solving and overcoming objections.  Coach team in problem solving techniques. Recognize and value diversity, creating a culture of inclusion and involvement. Prepare, review, and analyze various reports to monitor sales representatives' activities and offer direction and motivation when needed.
8.    Maximize new product evaluations. Responsible for key customer development. Gain customer/client insights through time spent with clients, customers, and others in the marketplace to understand the underlying, unmet needs that Teleflex can address. Perform regular field travel to coach team members and accelerate regional growth. Conduct business and product discussions with key influencers and be sought out as a valuable resource.  Continually expands network of customer champions.
 

Principal Responsibilities Cont..

9.    Promote a climate of respect and cooperation, rolemodeling ability to partner across organizational lines within and outside one’s own team in order to best serve and exceed client needs. Work collaboratively with corporate accounts and sales reps to drive regional contracting strategy.  Demonstrates knowledge of provider landscape and company pricing/contracting structure. Recommend pricing strategies and advise sales representatives of pricing guidelines. Identify contract expirations and formulate strategic next steps. 
10.    Interact with home office personnel and serve as liaison between home office, field sales representatives and customers. 
11.    Attend quarterly business reviews and sales meeting to set strategic plans for the region. Create and effectively communicate a compelling strategy around the direction of the business and, in turn, generate energy and confidence within the teams. Utilize business reviews to drive customer compliance and uncover additional business opportunities.
12.    Plan and conduct regional sales meetings with an emphasis on assessing individual sales performance and to confirm territory’s strategic plan for growth 
13.    Strong business acumen and knowledge of Teleflex’s business, industry segments and external marketplace. Apply understanding of business principles with a demonstrated growth mindset. Understand product portfolio and be able to make impactful sales presentations when necessary.
14.    Accurately assesses and address business and team developmental needs. Create a high performing team with a compelling vision, playing an active role in acquiring, developing, and retaining talent for the organization. Demonstrate the ability to influence and impact others to drive results. Develop talent and successor, interview, and qualify potential new sales representatives.
15.    Ability to remain focused on the task at hand in the face of ambiguity and apply past experiences and expertise to consistently pull through results. Understand , lead and coach to Balanced Seller sales process. Coach team members to predict monthly/quarterly/yearly forecast within 5% +/-. 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.
 

Education / Experience Requirements

•    BA/BS Degree or equivalent combination of education and experience.  An MBA is a plus.
•    10 years of sales experience, within the medical device area 
•    2+ years’ experience in a sales management role within Medical Devices with proven demonstrated track record of success and positive impact over sales managers in the medical device industry
•    Ability to travel 50%+
•    Full clean driving license
•    Demonstrated knowledge of basic P&L principles 
•    Proven historical success in managing a team and exceeding objectives
•    Proven leadership and communication skills
•    Proven and successful experience relative to driving the sales process throughout an entire hospital system
•    Proven experience of selling to Hospital Administration to include the “C Suite”
•    Proven experience in maximizing GPO/IDN related opportunities
•    Complete computer systems and business software competency, including all current office tools such as Outlook, Excel, PowerPoint and equivalent

Specialized Skills / Other Requirements

•    Aligns to Teleflex Core Values
•    Sales quota achievement
•    Embodies core values
•    Medical industry knowledge / acumen / competitor knowledge
•    Sense of Urgency
•    Region administration
•    Collaboration with internal team
•    Sets clear, consistent goals and expectations, takes ownership
•    Demonstrate critical judgement
•    Communicate openly and directly
•    Promotes a climate of respect and cooperation
•    Build and sustain relationships
•    Strategic planning, selling skiils, and organizational skills
•    Create value for the customer
•    Demonstrate Continuous improvement
•    Creates a culture of inclusion and involvement
•    Develops & empowers people
•    Builds high performance people and teams
•    Demonstrates growth mindset

TRAVEL REQUIRED: 50% 
 

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Working Conditions / Physical Demands

The pay range for this position at commencement of employment is expected to be $225,000.00 (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.