Regional Business Manager
Confidential
Edmonton, AB

Abilities:

  • Evaluates market/customer trends within region and identifies opportunities to expand sales and margin revenues
  • Seeks ways to drive innovation into the region
  • Strong interpersonal skills, the ability to work on their own and as part of a team.
  • Strong computer skills and conversant with all contemporary software and systems platforms
  • Capability to work on multiple long term and complex projects
  • Is comfortable discussing clinical procedure and techniques with clinical teams, end-users and Key Opinion Leaders.
  • Bilingualism in French and English essential.

Planning and Decision Making:

  • Direction is given by the General Manager consistent with North American strategy.
  • Manages his/her time in the field effectively, responsible for setting own travel agendas.

Impact and Scope:

  • Develop and maintain relationships with key customers and distributors in the region
  • Act as a liason between company and all Health Care Customers, GPOs and distributors
  • Work is constrained by corporate policies and procedures, including ethics policies, trade compliance and legal policy,credit and pricing policies.

Key Internal and External Relationships:

  • This position's primary focus will be to manage the regional sales business function for the Acute Care channels as well as Alternate and Home Care Channels where specified for the complete range of medical devices to achieve quarterly and annual sales, expense and profitability targets.
  • Provide leadership in the form of specific and clear direction to regional Account Managers, Clinical Specialists and Strategic Business Managers where applicable ensuring the creation of annual business plans, meticulous territory management plans and creation and fulfillment of individual development plans (IDPs). The RBM will be responsible for ongoing performance feedback, coaching and documented performance reviews twice annually.
  • Field work with all personnel is essential and at the discretion of the RBM where ongoing individual development should be ongoing. Initiatives pertaining to the development of customer and strategic partnerships should be a priority to enhance the region’s competitive position and meet customer needs, in coordination with business plans identified.
  • The role involves the coordination of sales and marketing strategies as per the annual Marketing Plans and Sales Play Books to ensure quarterly and annual commercial direction is followed. Establishes, defines and manages a clear strategic direction and tactical implementation of growth plans, distribution partnerships and routes to market.
  • Provides regular updates, revisions and modifications to the plan to the Global Director and upper sales management
  • Involvement and participation in GPO and other customer RFP submissions will be required as requested to ensure accurate and timely submissions.
  • RBMs will be required to assist with clinical implementations from time to time as requested by Clinical Specialists and the Commercial teams.
  • Work cross-functionally with other internal departments to maximize sales potentials.
  • Proactively monitors and reports on issues affecting the region, including pricing, competitive pressures, distribution, market / industry movements and other business and / or customer challenges that impact regional performance.
  • Uses effective metrics to track regional performance
  • Identifies and act upon opportunities to drive top and bottom line
  • Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers.
  • Facilitates a culture of teamwork and excellence among the Regional Sales and Clinical team, promoting best practice.
  • Implement company policies within assigned region
  • Maintain communication with all stakeholders, headquarters staff and General Manager on relevant issues.
  • This position requires a high degree of travel (30-50%)
  • This position is required to assure compliance of Company operations to all applicable laws, regulations and standards, good business practices and company documented procedures.
  • Engage others, promote, and participate in Environmental, Health, and Safety initiatives, focusing on continuous improvement.
  • Bachelor’s degree in Business, Marketing, Sales or related field.
  • Seven to ten years sales experience, with at least five in the medical industry.
  • Demonstrated track record for sales growth and new business development
  • Deep domain knowledge and experience selling pertinent medical product franchises. In depth knowledge of products/procedures and market preferred.
  • Entrepreneurial in approach to sales management. Driven by growth opportunities and challenges inherent with building a strong and effective sales team.
  • Believes in taking logical and comprehensive approach to the sales process. Builds and works from regional sales plans.

Job Type: Full-time

Experience:

  • Regulations: 1 year (Preferred)
  • Bilingual: 1 year (Preferred)
  • Sales Management: 1 year (Preferred)
  • Basic Computer Skills: 1 year (Preferred)
  • Business Development: 1 year (Preferred)

Job Type: Full-time

Experience:

  • Regulations: 1 year (Preferred)
  • Bilingual: 1 year (Preferred)
  • Sales Management: 1 year (Preferred)
  • Basic Computer Skills: 1 year (Preferred)
  • Business Development: 1 year (Preferred)