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Regional Sales Manager - Louisville/Cincinnati -

Medtronic
Cincinnati, OH 45217
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Regional Sales Manager - Louisville/Cincinnati -

Location:

Cincinnati, Ohio, United States

Requisition #:

210001S7

Post Date:

Jan 22, 2021


Careers that Change Lives:


We believe that when people from different cultures, genders, and points of view come together, innovation is the result and everyone wins. Medtronic walks the walk, creating an inclusive culture where you can thrive.


**SURGICAL INNOVATIONS** 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.


**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.


Whatever your specialty or ambitions, you can make a difference at Medtronic - both in the lives of others and your career. Join us in our commitment to take healthcare Further, Together.


The 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.


**CORE RM FUNCTIONS** **:**


**Overview Sales 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.


**Create and execute on strategic objectives for Region**


1. Align with Sales Leaders (AVPs and VPs) to prioritize Representatives time and focus on key opportunities a. Focus and assist Separate Bag Representatives on most significant growth opportunities


b. Assist Combined Bag Rep in establishing relationships and creating environment to defend preserve existing sales


2. Attend quarterly planning calls with Sales Leaders and Representatives. Plan / coordinate other appropriate regional sales meetings


3. Report facility-level information impacting account targets to Sales Leaders (e.g. new opportunities, changes in procedure mix, etc.)


**Manage Sales Rep recruiting and training**


1. Interview, hire and develop new Sales Representatives


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 Salesforce.com. Focus on Representatives development to ensure availability of quality talent pool for promotion.


**Ensure compliance 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.


**ACCOUNT MANAGEMENT FUNCTIONS** **:**


**Create and 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


**Coordinate with 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 accounts compliance level and coordinate actions in case account is out of compliance.


**AST FUNCTIONS:**


**Maintain detailed knowledge of AST products**


1. Maintain / gain thorough understanding of AST products (i.e. Ligasure, Sonicision, TriStaple, other strategic focus products and key new products to be introduced).


2. Understand and effectively deliver AST and COT-level messages to all key stakeholders within a customer organization.


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


**Articulate and 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.


**SURGICAL SUPPLIES FUNCTIONS:**


**Maintain detailed knowledge of SS products**


1. Maintain / gain thorough understanding of Surgical Solutions products (Access and Instrumentation, Wound Closure, Electrosurgery and all new products to be introduced)


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


**Develop relationship 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.


**MINIMUM REQUIREMENTS** **:** _Education required_


Bachelors Degree


_Experience:_


5 years medical sales / marketing experience, At least 3 years of experience in direct management of employees is desired, but not required.


_Nice to have:_


Successful completion of a Medtronic leadership development program, such as Emerging Leaders Development, and successful completion of a Regional Manager training program.


, At least 3 years of experience in direct management of employees is desired, but not required.


_Skills/Competencies:_


Business Acumen, Knowledge of Energy and Surgical Devices markets and COV performance in these markets, ability to analyze regional sales potential, leading and coaching abilities, Drive for Results, Ethics Values, Evidence-based Medicine, Functional Technical Skills, Integrity Trust, Interpersonal Savvy, Listening, Negotiating, Priority Setting, Problem Solving


_Other Skills:_


MS Office, excellent verbal and written communication skills, strong organizational and motivational skills to lead others


**ORGANIZATIONAL RELATIONSHIPS/SCOPE:**


Reports to: Area Vice President


With frequent communication to: Sales representatives, Sales Operations, Energy specialists, Marketing National Account Directors, Professional Affairs and Clinical Education, Human Resources, Contracts / Credit / Finance, and Customer Service.


Responsibility to oversee: $12-20M in annual sales for AST, 6-8 Sales Representatives mixed between Combined bag and Separate bag Representatives


**EEO STATEMENT:**


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.


This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees


**DISCLAIMER:**


The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
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.

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Posted: 2021-01-26 Expires: 2021-03-05
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Regional Sales Manager - Louisville/Cincinnati -

Medtronic
Cincinnati, OH 45217

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