Regional Sales Manager

Job Description

Job Description

Summary:

The Regional Sales Manager is responsible for executing Chemence’s sales strategy within the assigned region for medical devices focused on wound closure and seal, particularly topical skin adhesives. This role oversees regional sales activities, motivates and manages sales representatives and independent rep groups, ensures CRM adoption (HubSpot), and supports clinical and commercial initiatives to accelerate Chemence’s revenues at a double-digit rate. The manager will act as a key driver of regional growth, GPO/IDN sales execution, and clinical adoption.

The ideal candidate is a results-driven sales leader with proven experience in medical devices—particularly in operating room (OR), emergency room (ER), and wound care settings—who thrives in an entrepreneurial, fast-scaling environment.

Territory : Texas

Key Duties and Responsibilities:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Develops strategy and tactics to meet or exceed sales targets for the assigned region by acquiring and retaining customers.
• Establishes sales quotas, incentive programs, and monitors performance of sales representatives and 1099 rep groups.
• Provides product and sales training to external salesforce, distribution partners, and healthcare providers.
• Establishes target lists of prospects with contact information and communicates new opportunities under GPO/GPO Aggregation and key IDN contracts.
• Provides price quotes and cross-references to develop new opportunities. 
• Conducts prospecting, clinical in-service and product evaluations activities to drive conversions.
• Manages new vendor onboarding process at healthcare providers, including trials and conversions.
• Records contacts, key communication, and pipeline in CRM (HubSpot).
• Analyzes sales data and generates reports on regional results and opportunities for management review.
• Provides recommendations and manages incentive programs such as commissions, President’s Club and end-of- the-year rebates.
• Gathers market intelligence on hospitals, surgery centers, competitors, pricing, contracts, and bid cycles.
• Monitors sales KPIs and leads business reviews with sales groups to identify risks and improvement areas.
• Establishes a culture of core values, accountability, collaboration, and business growth.
• Provides leadership, hiring, coaching, and mentoring to regional sales reps.
• Reviews and analyzes sales performance and profitability, identifying potential new customers.
• Maintains up-to-date knowledge of the wound closure and topical skin adhesive market, and best practices in sales execution.
• Collaborates with marketing, customer service, and clinical education teams to support cross-functional initiatives.
• Performs other duties as assigned.

Expected Contributions:

• Sales Leadership:
  Develop and execute regional sales plans that align with company objectives and deliver 15%+ YOY revenue growth.
• Rep Network Management:
  Recruit, train, and manage independent (1099) sales representatives and distributor partners to ensure optimal coverage and performance across all accounts.
• Performance Management:
  Set sales quotas, monitor rep performance, and implement incentive programs aligned with corporate objectives.
• Customer Development:
  Cultivate relationships with key hospital systems, IDNs, surgery centers, and clinicians to drive adoption and conversion.
• GPO/IDN Execution:
  Leverage national and regional GPO contracts to accelerate product penetration and secure new regional accounts.
• Training & Education:
  Provide product training, clinical education, and ongoing field coaching to sales reps and clinical staff.
• Data & CRM:
  Ensure accurate reporting and forecasting via CRM tools (HubSpot/Salesforce) and contribute to national business intelligence dashboards.
• Market Insights:
  Monitor competitive activity and provide market feedback to marketing and product management.
• Collaboration:
  Partner cross-functionally with Customer Service, Marketing, and Clinical Education to ensure seamless customer experience and support regional initiatives.

Qualifications, Education and/or Experience Required:

• Minimum 5 years of experience managing key healthcare accounts and field sales representatives in the medical device sector.
• Proven knowledge of medical/surgical device applications, preferably clinical features and benefits of wound closure and topical skin adhesives.
• Strong track record of securing and managing IDN accounts, hospitals and surgery centers, with existing industry contacts preferred.
• Excellent communication, negotiation, and presentation skills with the ability to influence surgeons, ER physicians, and purchasing stakeholders.
• Ability to analyze sales data, develop strategies, and translate insights into actionable sales plans.
• Established network within the medical device industry that can be leveraged for business growth.
• Proficiency in Microsoft Office Suite and CRM systems (HubSpot preferred) and contact databases (e.g. Definitive Health).
• Willingness to travel extensively for customer visits, clinical evaluations, and conferences.
• Bachelor’s degree in Business, Marketing, Finance, or related field; OR equivalent professional experience.

• 30 Days: Deliver an assessment of immediate business opportunities across top GPOs/IDNs; implement tactical account support plans with sales partners.
• 60 Days: Achieve full CRM adoption; establish reporting dashboards for opportunity pipeline and regional performance.
• 90 Days: Present a regional GPO/IDN growth strategy, including a prioritization of accounts for topical skin adhesive conversions.
• 180 Days: Optimize independent rep networks and direct sales force allocation to high-potential accounts/markets.
• 12 Months: Deliver 15% year-over-year revenue growth in the assigned region and secure measurable increases in market share in wound closure.

• Sales Revenues – Year-over-year sales growth: minimum 10%, target 15%.
• Budget Control – Sales Expenses versus Sales Revenues: maximum 13%.
• Territory Coverage – by W2 employees or independent representatives: minimum 85% of the states in the region.
• Customer Acquisition and Retention – Ratio of new accounts acquired versus lost: minimum 1.5.
• GPO Growth – Ratio of contracted sales in total sales: minimum 35%.
• Conversions – Rate of customer conversion for the major GPO opportunity: min 20% of the total potential based on the current spend data.
• CRM Utilization: 100% adoption, with accurate and timely pipeline reporting

Language Skills:

• English required, bilingual (Spanish) a plus.
• Reasonable accommodations can be made, up to and including translation services

Physical Demands:

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Must be able to regularly travel throughout region as the job requires.

Work Environment:

• Climate controlled office space, OR remote working at an approved home office location. 

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

AAP/EEO Statement:

CHEMENCE® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.