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Regional Manager - Jacksonville, FL

Medtronic


Location:
Jacksonville, FL
Date:
12/11/2017
2017-12-112018-01-10
Job Code:
28804
Categories:
  • Customer Service
  • Management
  • Manufacturing / Production
  • Marketing
  • Healthcare
  • Sales / Business Development
Medtronic
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Job Details

Company Medtronic
Job Title Regional Manager - Jacksonville, FL
JobId 28804
Location: Jacksonville, FL, 32232, USA

Description
Regional Manager - Jacksonville, FL

Location:

Jacksonville, Florida, United States

Requisition #:

170009LI

Post Date:

May 24, 2017

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.

**CORERM FUNCTIONS** **:**

**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 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.)

**ManageSales 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.

**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.

**ACCOUNTMANAGEMENT FUNCTIONS** **:**

**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 Medtronic’s 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.

**ASTFUNCTIONS:**

**Maintaindetailed 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.

**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.

**SURGICALSUPPLIES FUNCTIONS:**

**Maintaindetailed 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)

**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.

**MINIMUM REQUIREMENTS** **:** _Education required/ preferred:_

Bachelor’s
Degree

_Experience:_

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

_Qualifications_

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

_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

_OtherSkills:_

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

**ORGANIZATIONALRELATIONSHIPS/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

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