Regional Manager

Regional Manager (Continence Care) - West Region

Location: Phoenix, AZ, US

Job Family: Sales

Country/Region: United States

The Regional Sales Manager is responsible for recruiting, coaching, developing and managing a regional sales team for effective regional coverage and to optimize sales execution to attain sales and profit targets. This position is also responsible for developing and communicating sales plans, strategies and objectives as well as identifying and building rapport with key customers and IDNs. The regional sales team will target acute care and alternate site customers by representing Coloplast’s portfolio of Continence Care product lines. Candidates residing in Scottsdale, Los Angeles, Inland Empire & San Diego will also be considered.

Major Areas of Accountability

• Drives Results - Provides clear direction and defines priorities for the team; meets or exceeds organizational key performance indicators, sales targets and quotas for sales region; monitors account performance and redirects efforts when goals are not being met; champions change efforts to increase sales effectiveness; negotiate contracts with customers at highest level as needed; makes tough, pragmatic decisions when necessary.
• Plans, Organizes and Administers Sales Region - Translates business strategies into clear objectives and tactics; creates realistic plans including budget, staffing and account responsibilities; has top line sales and bottom line profit responsibility for a sales region including operating income/expenses; plans, prepares and follows up on sales forecasts, budgets, AP activities and departments operating costs; anticipates problems and develops contingency plans; establishes and implements effective and efficient procedures for getting work done; reviews and updates sales databases on a regular basis; make recommendations on sales quotas for each sales representative.
• Builds Strategic Customer Relationships - Encourages sales team to build customer loyalty and multiple relationships within the customer’s organization; identifies strategic business opportunities; establishes effective relationships with key customers and employees externally and internally; puts a high priority on customer interests when making decisions; leads by example and responds quickly and competently to customer issues; continually searches for ways to improve customer service; develops own relationships with key customers to augment selling effort.
• Motivates and Influences Others - Establishes high standards and challenging goals for the team and holds them accountable to achieving those goals; conveys trust in people’s competence to do their jobs; recognizes people for good performance; acknowledges and celebrates team accomplishments; acts as a liaison between the sales force and other functions in the organization including Marketing, Customer Service, Logistics and Commercial groups in order to develop appropriate product support, pricing, etc.; influences and shapes the decisions of upper management; provides compelling rationale for ideas; works toward win/win solutions whenever possible.
• Staffs and Develops the Team - Accurately identifies the critical skills and knowledge required for successful job performance; staffs team with highly competent, experienced and ethical people; champions the promotion of the best contributors; aligns resources according to strategic objectives of the sales region; provides sales team of varying skill levels with the tools, assistance/support, and leadership needed to do their jobs; consistently monitors staff performance; provides specific and constructive feedback; coaches staff in the development of their skills/abilities/knowledge; provides disciplinary actions as needed for non-performing staff.
• Shapes Sales Strategy - Develops and implements sales plans and strategies for the assigned sales region consistent with the company’s sales policies and sales service capacities through a deep understanding of the market; adapts sales channels as markets change; considers both global and local trends/opportunities when establishing sales strategies; identifies creative opportunities to maintain the organization’s competitive edge; consistently monitors pricing strategy relative to market value of products and services; shapes decision making within the company through personal drive supported by strong logic and facts.
• Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.
• Other job duties as assigned

Basic Qualifications

• BA or BS degree
• 5+ years successful sales experience
• 3+ years of medical sales management experience with proven success
• Willingness and ability to travel, including overnight -- 50% - 75%
• Lives within the Sales Region they are responsible for
• Candidates must possess a valid driver’s license as driving is a requirement for this position.
• Employees must possess a valid driver’s license, as driving will be required for this position
• Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system

Required Knowledge, Skills and Abilities

• Masters degree in Business Management or equivalent
• Track record of successfully building long term relationships with Supply Chain executives.
• Ability to positively coach sales teams in a complex and lengthy sales process and develop a Passion to Win
• Ability to adapt and willingness to change
• Strong business acumen and analytical skills
• Reporting, strategic planning and project management skills at account and regional level
• Strong knowledge of Ostomy care products
• Knowledge of current and new industry trends, technologies, competitors and place in the market
• Pro‑active; high-performance and results orientation
• Ability to consistently work, manage and lead with ethical integrity
• Ability to nurture relationships with internal and external customers by consultative methods
• Excellent written and verbal communication skills with the ability to listen, articulate and advocate
• Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases

Benefits

• Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events and generous paid parental leave for both birthing and non-birthing parents.
• Financial Security: A competitive 401(k) plan with company match that vest immediately, financial planning services to help you secure your future, and corporate discount programs for goods and services.
• Work‑Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
• Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
• Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
• Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
• Competitive Compensation: The compensation range for this position is $210,000 - $290,000. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.

Equal Employment Opportunity Statement

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.