Regional Sales Manager - Medical Device Mfg

Primary Duties & Responsibilities

Deliver Sales Plan

• Plans and manages inventory such that repeat customers experience a minimum of delivery delays.
• Manages quotations and order intake such that product mix matches fabrication ability and shop floor loading.
• Communicates order entry, expediting and customer delivery information accurately and expeditiously.
• Surveys, analyzes, and periodically reports on competitive products, services and pricing.
• Maintains direct responsibility for new business in region.
• Strategic plans are developed and implemented to maximize growth and customer satisfaction.
• Relationships with key decision makers at strategic accounts are built and maintained.
• Identifies new opportunities based on customer business needs.
• All RFQs and proposals maximize II-VI’s opportunity to win the business and are delivered on time and with a high degree of accuracy.
• Pricing strategies are developed to maximize market share and profits in both the short and long term.
• All new orders/contracts are provided to the sales operations group in a timely and complete manner.
• Delivery issues and updates are provided to customer in a timely manner.
• Key customer issues and critical pricing situations are communicated to manager.
• Cross-functional team of sales, engineering and manufacturing is coordinated to deliver high
• performance, cost effective solutions to targeted accounts.
• Pricing decisions made with a high level of intuition in terms of competitor response and impact on profitability.

Business Development

• Revenue, bookings and growth targets achieved.
• Suggests and promotes new line products that fulfill customer requirements.
• Accurate short and long term sales forecasts are established and maintained.
• Business opportunities within assigned markets are identified and qualified.
• Communicate and link key value propositions and differentiators to customer with solutions.
• Gross margin on new business is maximized.
• Surface new ideas, products applications and solutions to Business Units.
• Cross-functional team of sales, engineering and manufacturing is coordinated to deliver high
• performance, cost effective solutions to targeted accounts.
• Attend trade shows, events and promotions.
• Competitive information is communicated to the organization.
• Continuously evaluates pricing policy and consults management as needed when critical pricing situations arise or when prices need to be adjusted.

Forecasts and Analyzes Sales Performance

• Develops bookings forecasts by market segment and product type.
• Continually surveys, analyzes and reports on key accounts and key developments in each market segment.
• Periodically visits key accounts to maintain close contact and solid relationships with key customer contacts.

Market Research

• Market analysis is done to identify application, customers, product value and lifetime.
• Core market trends are tracked and reported to the organization.
• Market and competitive assessments are current and accurate including product trends, market size and potential customers.
• Estimates of total market sizes and available market opportunity are developed.
• Competitors and their strengths/weaknesses are identified

Education & Experience

Minimum of 9 years related experience with a bachelor’s degree in technical discipline (engineering, physics, or optics preferred) or equivalent experience.

• Experience in account management, sales, or business development; product management experience; ideally in lasers/components for industrial and consumer applications
• Previous experience selling to customers in respective geography 
• Experience working in multi-site and multi-culture environments a plus

Skills

• Strong sales/relationship and account management experience. 
• Consultative selling approach.
• Ability to work with customers and develop strong relationships.
• Ability to think strategically across numerous product lines.
• Good understanding of the optical industry specific business issues and drivers.
• Good understanding of client’s business and ability to create a winning value proposition to address client needs.
• Ability to create and maintain alignment with operations and business leaders and to deliver a strategy for new business penetration.
• Ability to analyze and interpret technical documents, government proposals, market reports and business trend analysis.
• Excellent interpersonal, communication and