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Hernia Regional Manager Southeast

Orlando, FL 32806
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Hernia Regional Manager Southeast


Florida, United States

Requisition #:


Post Date:

Sep 11, 2020

**Careers that Change Lives**

Minimally Invasive Therapies Group strives to enable earlier diagnosis, better
treatment, faster complication-free recovery, and enhanced patient outcomes
through less invasive surgical solutions.

**SURGICALINNOVATIONS** sets the standard for Minimally Invasive
Surgery (MIS) by creating innovative surgical products and services that focus
on obesity and diseases and conditions of the gastrointestinal tract, lung,
abdominal wall, pelvic region, and the head and neck.

**ADay in the Life**

Hernia Regional Manager of sales is responsible for supervising Sales
Representatives within their assigned region and achieving sales objectives for
that region, while representing Medtronic in accordance with Company policies
and AdvaMed guidelines. Regional Managers hire and develop new Sales
Representatives in their sales territory, work with Sales Representatives in
their sales territories on a regular basis, and review individual Sales
Representatives' performance. The Regional Manager is expected to demonstrate
High Performance Practices and key Regional Manager competencies as they meet
and exceed objectives for this role. This position will report to National Sr.
Director of Sales |Hernia


**OverviewSales Representatives selling activities**

1. Manage and communicate individual territory sales
quotas annually. Oversee consistent quota achievement of each Sales
Representative within the Region.

2. Work with Representatives regularly to formulate,
monitor and improve selling plans and all sales-related activities, in
alignment with the strategic imperatives of the business.

3. Drive new product sales; act as a field resource to
the Marketing Department during product development, new product introductions
and evaluations.

**Createand execute on strategic objectives for Region**

1. Align with SalesLeaders (AVPs and VPs) to prioritize Representatives' time and focus on keyopportunities

2. Focus and assist othersurgical sales representatives on most significant growth opportunities

3. Assist surgicalsales representatives in establishing relationships and creating environment todefend preserve existing sales

4. Attend quarterlyplanning calls with Sales Leaders and Representatives. Plan / coordinate otherappropriate regional sales meetings

5. Reportfacility-level information impacting account targets to Sales Leaders (e.g. newopportunities, changes in procedure mix, etc.)

**ManageSales Rep recruiting and training**

1. Interview, hire and develop new Sales

2. Conduct a 2-3 day field ride with each
Representative at least once per quarter to observe performance.

3. Evaluate Representative performance, and develop /
execute action plans for improvement. Follow up with written evaluation reports
to the Representative through Focus on Representatives'
development to ensure availability of quality talent pool for promotion.

**Ensurecompliance with company policies**

1. Manage and monitor regional sales expense budget.
Maintain an ongoing assessment of expense-to-budget performance.

2. Attend required national trade shows; attend and
staff local trade shows within the region as deemed appropriate. Coordinate as
necessary with the Marketing Department.

3. Administer company policies and procedures to
Representatives in the region. Ensure compliance with The Medtronic Guide to
Business Conduct, Good Manufacturing Practices, and safety policies. Promote
Total Quality Management and foster a "teaming" environment.

4. Support a safe and healthy work environment. Follow
the established rules, policies and practices of environmental, health and
safety with specific attention to the Medtronic Cardinal Rules.

5. Perform all other duties as required by the AVP and
V.P. Sales Marketing.


**Createand maintain key relationships**

1. Selectively maintain relationships with VAC
influencers at key facilities; if facility-level VAC exists, call on clinical
and economic members.

2. Conduct frequent account planning visits,
interacting on a recurrent basis (once per quarter at least) with key economic
and clinical customers.

3. Actively monitor facility compliance (specifically
within decentralized/centralizing IDNs); focus Sales Representative on accounts
out of compliance

**Coordinatewith Directors of Strategic Accounts and peer SSG RMs**

1. Coordinate and collaborate with Director of
Strategic Accounts and peer SSG RMs on upcoming opportunities for products
across divisions

2. Promote the use of wrap agreements covering multiple
classes of trade and improving Medtronics overall business

3. Support Integrated Health Network (IDN) strategy
planning, providing input to IDN- and facility-level opportunity assessments in
collaboration with Director of Strategic Accounts.

4. Provide facility-level operations knowledge at
IDN-level business reviews.

5. Communicate with DSAs on account's compliance level
and coordinate actions in case account is out of compliance.

**HerniaChannel FUNCTIONS:**

**Maintaindetailed knowledge of Hernia products**

1. Maintain / gain thorough understanding of Hernia
portfolio to include all other strategic focus products and key new products to
be introduced.

2. Understand and effectively deliver AST (Hernia
focus) and COT-level messages to all key stakeholders within a customer

3. Focus messaging on clinical / technical benefits to
aid in clinical selling.

**Articulateand promote clinical advantages**

1. Promotes execution of existing educational programs
within the region and evaluates effectiveness.

2. Build relationships with clinical members of the
VAC and other clinical decision-makers.


**Maintaindetailed knowledge of SS products**

1. Maintain / gain thorough understanding of Surgical
Solutions products within the Hernia Portfolio.

2. Understand and effectively deliver Surgical
Supplies and COT-level messages to economic key stakeholders within an
organization (OR directors, Material Manager, VAC members)

**Developrelationship and skills to perform economic sales**

1. Research and understand hospital economics and key
economic conditions / issues at major accounts.

2. Partner with Sales Representatives to build rapport
with important purchasing decision-makers in each account

3. Conduct account planning visits, particularly with
contracting and purchasing.

4. Collaborate with Sales Directors to manage
facility-level conversions as contracts are won.

**Must Have: Minimum Requirement**

+ Bachelors degree required

+ Minimum of 5years medical device sales experience

**Nice to Have**

+ 3 years of Medtronicsales experience

+ Experience indirect management of employees is desired

+ Successfulcompletion of a Medtronic leadership development program, such as EmergingLeaders Development

+ and successfulcompletion of a Regional Manager training program.

+ Knowledge ofEnergy and Surgical Device markets

+ Ability toanalyze regional and sales potential

+ Leading andcoaching experience

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.

Physical Job Requirements

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.


Posted: 2020-09-15 Expires: 2020-10-23
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Orlando, FL 32806

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