Regional Sales Manager - Vancouver, Canada - ICU Medical, Inc.

ICU Medical, Inc.

Verified Company

Vancouver, Canada

2 weeks ago

Posted by:

Sophia Lee

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Description

Position Summary -

The Regional Sales Manager is responsible for leading Area Managers and Clinical Nurse Consultants and directing sales activities through a complex medical device sales process associated with achieving sales results and driving growth in the respective region.

This position increases revenue and profitability by expanding utilization of ICU Medical products throughout new and existing accounts.

In addition, the Regional Sales Manager directs representatives to extend stakeholder relationships into existing and new accounts to increase year over year growth.

The Regional Sales Manager must ensure all Regional, Territory, and Account Planning is complete, updated, and executed on a regular basis.

Essential Duties & Responsibilities -

Meet or exceed sales targets for the region while ensuring appropriate profit margins are maintained. Develop and grow ICU Medical's complete line including Consumables, Infusion Systems, and Specialty business units with existing customers while continually cultivating new customers for our products.
Develop and execute annual Regional business plans across Consumables and Infusion Systems; support the Regional Sales Manager
Channel Partners to ensure portfolios represented by Specialty Distributors are executed within Region
Ensure that Territory Business Plans and Account Plans are developed, current, and being executed by the Area Manager, Device Sales Specialists, and Clinical Nurse Consultants, with support from National Pharmacy Specialist, Marketing, and ICU Medical management
Ensure Regional short term and longterm territory opportunity pipelines are current and being managed to drive growth
Monitor and maintain Regional RFP and Contracts from SSO's or Provincial procurement; leverage ICU Medical resources as required to proactively strategize and influence existing and competitive business opportunities
Support the Regional Sales Manager / Distribution Partner Manger to manage Regionalspecific 3PL initiatives or requirements
Support the GPO manager to ensure national GPO strategies are executed at a Regional level
Develop and maintain executive and stakeholder relationships with at a National, Regional, and key account level
Ensure planned Regional implementations are coordinated and executed accordingly
Lead and develop a high performance sales team.

Manage direct reports' key performance indicators, including but not limited to:
sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.

Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets. Target team performance, obstacles, needs, marketing trend information, and competitive pressures.
Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing fieldlevel execution of tactical marketing programs.
Updating product knowledge on ongoing basis
Work on special assignments as they arise.

Knowledge & Skills -

Strong managerial skills and the ability to lead a team
Strong coaching skills and a focus on retaining and developing talent
Excellent interpersonal skills; professional demeanor and attitude
Strong business and financial acumen
Strong organizational skills
Strong negotiation skills
Excellent verbal and written communication skills
Able to work independently with mínimal supervision
Able to multitask in a fastpaced environment
Proficient in Excel, Word, Powerpoint and Outlook

Minimum Qualifications, Education & Experience -

Must be at least 18 years of age
Bachelor's degree from an accredited college or university is required; MBA/MHA an asset
Minimum 8 years of sales experience and a proven track record of sales growth in Consumables and Med Device
Must have proven success in closing complex, multishareholder deals in the Canadian Acute Care Hospital market.
Minimum 5 years of experience managing and developing highperforming sales teams on a regional level

- "Strategic-mindset" with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decision within the clinical community

Proven ability to drive sales growth and deliver results through processoriented datadriven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)

Work Environment -

This job is a fieldbased role.
Work may be performed in a home office using standard office equipment, as well as onsite at customer locations
Position requires active and current compliance with all credentialing requirements, including COVID19 vaccination, to perform the essential