Regional Business Director

Come join a team where People make the difference!  As a part of Marmon Holdings, Inc., a highly decentralized organization, we rely heavily on people with the aptitude, attitude, and entrepreneurial spirit to drive our success, and we're committed to attracting and retaining top talent.

Job Scope

The Regional Business Director (RBD) achieves sales goals through the recruitment, training, and motivation of a world class sales channel within an assigned region.  He or she implements targeted sales strategies which align distributor sales goals with Acumed’s strategic plan by Business Unit, partners with distributors to understand their business development activities and ensure their clear understanding of sales goals and selling practices; drives selling process and supports sales activity for major accounts. S/he provides monthly metrics on progress to goals and manages equipment/materials within assigned region in compliance with corporate policies and practices.

Duties/Responsibilities

• Develop strategies to increase market share in a defined territory
• Effectively demonstrate business management and sales leadership behaviors with selling entities
• Locate, review, and analyze sales groups in order to hire those that best fit within Acumed’s growth and product distribution objectives.
• Ensure the efficient use and deployment of inventory in the field in line with company policy and metrics
• Achieve sales revenue and ASP targets by Business Unit product portfolio
• Develop and maintain effective relationships with key surgeons and customers.
• Manage pending order run rate effectively as a percentage of overall sales
• In collaboration with the National Accounts Team engage in the contracting process for new and existing accounts
• Work in partnership with the National Accounts Team to determine pricing structures for new and existing hospital accounts that align with the company’s ASP and profit goals
• Conduct and capture regular formal business review discussions with each selling entity in the territory
• Hold ISC/Direct selling entities accountable for their performance to quota, implementing corrective actions/measures where appropriate
• Develop the strategic and tactical plan for each BU portfolio with each of the ISC/Direct model selling entities
• Forecast sales revenue by selling entity on a monthly basis.
• Identify key dates for contract renewals with ISCs and take the lead role in all contract discussions with sales partners
• Must be able to travel (fly and drive) at least weekly.
• Seek out and communicate to the Area Vice President any new strategic opportunities for the company.
• Develop and maintain product line technical expertise.
• Participate in conventions, professional exhibitions, and training courses to maintain company image.
• Identify training needs for field sales teams and ensure those needs are met by engaging the relevant stakeholders internally
• Participate in Sales Agency Sales Meetings.
• Deliver The Acumed Mission and Values to the sales force.
• Work with targeted hospitals and healthcare professionals to provide product research updates, innovations, and other key information.
• Develop and manage effective relationships with new and existing sales groups.
• Gather data on competitors and analyze market.
• Report out when required by management on territory performance vs established KPIs

Qualifications

• BA/BS in Business or related field required, master’s in business administration preferred.
• 10+ years of experience with Medical products or medical devices highly preferred with 5+ years in medical device sales management of independent agents/distributors and direct teams.
• Solid understanding of region market and business practices
• Strong interpersonal and relationship management skills, demonstrated ability to interact with other professionals to gather and disseminate information
• Demonstrated ability to handle customer product questions and objections in a way that is consistent with sales training methodology
• Ability to demonstrate proper surgical use of our product
• Exceptional problem-solving skills
• Ability to think strategically and to contribute to a team