Regional Sales Manager - Rehab/Fall Prevention

Job Summary

Our Medline Acute Care sales team serves as the main interface for various segments in the hospital such as OR, Cath Lab, ICU, Labor and Delivery, Emergency Department, Materials Management and C-suite. Our engagement with clinical and industry leaders allows us to deliver a robust product portfolio and patient-care solutions. We optimize care with quality hospital supplies and customized solutions which is why our customers continue to choose us as their trusted business partner - we make healthcare run better.

Job Description

Regional Sales Manager (RSM) oversees and manages the sales activities of the market for the Western half of the country. The RSM will implement and drive sales plans to increase incremental sales growth within existing markets, and will execute strategies, objectives, policies and procedures that conform to broad division objectives through the Rehab/Fall Prevention Sales Specialist

Responsibilities

• Achieve regional sales objectives and other performance metrics related to incremental regional sales and collections growth, as well as operating income targets as directed.  Develop sales growth objectives for market areas (where applicable) and present to sales leadership as required.  Lead in the development of regional sales market plans, execute category device awareness/in-service activities as well as pre/post analysis.

• Responsible for regional recruiting, on-boarding, account assignments, field training, and guides day-to-day of local sales operations of the Rehab/Fall Prevention Sales Specialist Team in designated territory/region.  Lead, guide and develop Regional Sales Specialists with education and program awareness schedules at the account level.  Collaborates with Field Sales Trainer in execution of regional sales training needs, and performance feedback as directed by Director of Sales.

• Act as liaison between regional service and field acute care sales teams to promote a strong cohesive environment that drives sales and device collection results within respective region.

• Research opportunities and set strategies for future business growth while working with sales, marketing, service operations, and management to assemble the tools needed to achieve goals.

• Manage on-going evaluation of Strategic Programs performance and communicate results to sales leadership.

• Protect and grow Medline’s sales by negotiating sales and by introducing Medline programs as a means to gain additional contracts and to grow sales.  Work with our Account Reps to grow Medline sales within their accounts all while maintaining compliance with contract T+C’s.

• Recommend pricing strategies and promotional programs for key customers in assigned territory.

Management Responsibilities

• Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments]

• Day-to-day operations of a group of employees

• May have limited budgetary responsibility and usually contributes to budgetary impact

• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies

• Provide general guidelines and parameters for staff functioning

• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

Required Experience

• Bachelor’s degree and at least 4 years of sales experience within Acute Care, OR High School Diploma or equivalent and at least 8 years of sales experience within Acute Care

• 2-3+ years of people management experience

Preferred Experience

• Experience with Rehab and/or Fall Prevention Sales

KNOWLEDGE/ SKILLS/ ABILITIES

• Solid understanding of critical collection metrics and their impact on the business and customer relationships.  Directly apply feedback and metrics to propose process improvements that drive customer satisfaction with our service platform.

• Analytical and process-oriented, highly motivated with results driven leadership abilities.

• Effective written and verbal communication skills as well as highly developed analytical and organizational skills, preparation and report presentation.

• Excellent attention to detail and the ability to research and analyze information and draw valid conclusions.

• Experience presenting to and communicating with various audience