Regional Sales Manager, Trauma and Emergency Medicine - Southeast Region

Position Summary

As a critical member of the Trauma & Emergency Medicine sales team, the focus of the Regional Sales Manager (RSM) (Southeast) is on the acute care hospital market ensuring the sales of our life-saving Arrow® EZ-IO® Intraosseous Vascular Access System and Z-Medica hemostatic products (QuikClot®, QuickClot Control+®) medical devices and that they meet Teleflex and client/customer needs with a high standard of excellence, urgency, and predictability. This manager will apply disciplined execution in the orientation towards a process-focused, decisive course of action. This role interfaces closely with the Director of Sales in driving profitable revenue and achieving assigned market share growth targets within the region. It further requires partnership across organizational lines and ability to work cooperatively with Sales Training, Marketing, Sales Operations and Corporate Accounts leaders and team members, providing field sales / clinical insight.  

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.    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.
3.    Demonstrate critical judgement using an evidence-based approach to analyze situation and problem solve
4.    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.
5.    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.
6.    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.
7.    Use positive influence to maintain high levels of performance and clearly and consistently communicate objectives, holding self and team members accountable to goals.
8.    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.    Demonstrate strategic agility through analysis of the business unit to find improvement opportunities. Execute sales strategy and improvement plans and collaborate with DoS to support/drive execution of account penetration for new and existing products within the continuum of the Emergency Medicine (EM) market portfolio, ensuring that change is managed through adoption and utilization to create value. 
10.    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.
11.    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. 
12.    Strong business acumen with and knowledge of Teleflex’s business, industry segments and external marketplace. Apply understanding of business principles with a demonstrated growth mindset.
13.    Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures and housekeeping standards.

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

Education / Experience Requirements

•    Bachelor’s degree (BA/BS) from a four-year college or university.
•    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.
•    Experience selling products and managing teams in Emergency Department, ICU, and Operating Room.
•    Demonstrated skills in management, strategic selling and negotiating.
•    Able to work collaboratively and independently and ability to handle multiple projects concurrently & function in a fast paced, high growth environment. 
•    Strong communication skills both written and verbal. 
•    Problem solving/analytical skills with the ability effectively and appropriately confront performance issues, resource constraints and other obstacles. 
•    Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint), including iPhone and iPad platforms.
•    Ability to operate within a matrix structure, prior experience working in large corporate environment, or a diversified, complex organization is required.
•    Full clean driving license.
•    Aligns to Teleflex Core Values.

Specialized Skills / Other Requirements

•    Sets tone and norms for Teleflex/Demonstrates a sense of purpose and inspires others
•    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.
•    Planning and organization
•    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: 70% often with short notice - Field travel with sales representatives 3 weeks/month as a minimum requirement.

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