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Regional Sales Manager, Acute Care Division

Regional Sales Manager, Acute Care Division

ID 
2017-1620
Job Location 
US-Remote

More information about this job

Overview

Identifies, evaluates and closes new revenue and business opportunities within an assigned region and/or market segment in order to achieve annual sales quotas, while retaining current base of business.  Primary sales function will be to manage the independent and or direct sales representatives in the region along with directly managing open territories.  Primary market segments include but not limited to acute care, long term care, home care, wound centers and distribution relationships.  This position serves as the subject matter expert for the footwear and wound care product markets, effectively communicating the PBE value proposition with targeted prospects.

 

 

Responsibilities

  • Meets and exceeds minimum quota assignments on a monthly, quarterly and annual basis.
  • Primary responsibility is managing the sales organization within the region by closing new business in all the above market segments.
  • Responsible for all aspects of prospecting and territory/market segment development through the sales reps in the region or directly for open territories.
  • Researches and recommends new opportunities.
  • Develops strategic sales plans for each rep/account/market/territory to achieve sales goals.
  • Closes sales and develops relationships with key and prospective client stakeholders through professional consultative sales activities, including meaningful analysis of current needs, utilization and issues, guidance on target improvements, and product application. Develops relationships with distribution representatives to achieve goals and objectives.
  • Teaches and trains sales reps to develop above relationships in PBE target markets.
  • Provides and/or coordinates in-service presentations and education to customers with sales reps and prospects, utilizing PBE’s clinical and account management support team as needed to achieve sales plan milestones.
  • Manages the proposal process, including budget and pricing development, proposal writing, contract negotiations, client presentations, the coordination of complex decision-making process, and overcoming objections to closure.
  • Identifies product improvements or new products by remaining current on industry trends, market activities and competitors.
  • Works closely with the clinical team in the cooperative onboarding of clients to ensure sustainable client relationships.
  • Prepares accurate periodic or ad hoc reports detailing pipeline status, sales activities, sales volume and forecasts, issues, proposed client base expansion, etc. Reviews and analyzes sales performances against plans to determine effectiveness.  Revises as necessary to achieve sales quotas.
  • Supports internal activities by providing reports, information, insights and recommendations for servicing assigned clients. Participates on task and project teams as needed to affect superior product and service quality.
  • Represents PBE at trade association meetings to promote company products and value proposition. Identifies speaking opportunities for the clinical staff at trade shows with a goal of reaching more clients as customers. 
  • Develops and maintains a strong knowledge of the footwear and wound care product markets. Monitors competitor products and sales and marketing activities with a goal of expanding the knowledge of the team.  This information will be reported back to the Director of Sales as well as marketing.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking best-in-class industry practices; and participating in professional associations.

Qualifications

  • Bachelor’s degree preferred. In lieu of degree, eight years of relevant sales management experience.
  • Eight years of outside sales experience including sales to C-suite decision makers and experience selling to the long-term care market highly desired.
  • Sales experience of wound care products preferred.
  • The ability to communicate effectively, both verbally and in writing, with co-workers and internal and external customers
  • Excellent organizational skills
  • Excellent computer skills in MS Office (Word, Excel, PowerPoint, and Outlook)
  • Knowledge of CRM
  • Ability to travel up to 70%

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