Job Description
Position Summary
The Regional Sales Director (RSD) is responsible for leading his/her regional selling organization to achievement of revenue goals through the implementation of both strategic and tactical sales activities. RDs develop, implement, and closely monitor sales strategy, field sales effectiveness, processes, and sales plans to achieve the growth and financial goals of the Recovery Sciences Business Unit. This position will also be responsible for developing, coaching and directing other Sales Managers, Dealers, and Sales Representatives within the defined market(s).
Essential Functions
Business and Financial Planning
- Based on overall business plan and understanding of accounts and territories, develops strategic plans and sets priorities to achieve monthly, quarterly and annual sales and revenue goals.
- Attains quarterly and annual business plan, revenue, and gross profit objectives.
- Manages budget/spend to ensure monthly, quarterly and annual spending is within financial plan.
- Carefully reviews expense reports and provides guidance on appropriate use of Company funds and resources.
- Ensures regional expense reporting is accomplished in a timely manner.
- Performs sales analysis trending and tracking.
- Completes field sales cadence requirements and ensures reports do as well.
- Reports and tracks information as requested by management.
- Prepares and submits accurate weekly, monthly quarterly and annual forecasts.
- Links the operations of the region’s Sales department with key Marketing internal resources to maximize overall business efficiency.
- Monitors strategies and marketplace developments and communicates regarding such matters to business partners and the internal organization.
- Provides input to Marketing and Senior Leadership on market trends, competition and field sales execution to analyze, direct and review product offerings, competition and market strategies and programs.
- Communicates key distribution and supply chain needs to business partners in order to meet customer objectives.
- Ensures that effective communication is established, maintained and enhanced with the Sales, Corporate Accounts and Marketing teams.
- Works collaboratively across functions aligned towards broader organization goals.
- Manages a region and leverages other departments such as Sales Operations, Marketing, DJOHS.
- Deploys Company processes and procedures and drives accountability for compliance.
- Conducts Quarterly Business Reviews with all entities.
- Analyzes, recommends, and develops effective sales strategies.
Leadership
- Develops and manages a team responsible for executing strategies and tactics to drive sales and gross profit.
- Develops talent and determines appropriate staffing levels to achieve objectives.
- Ensures the proper hiring, training and development of all members of the sales organization within the assigned region.
- Provides one-on-one training, coaching/mentoring, development and team building.
- Leads staff performance management activities to improve capabilities and skills using regular objective setting and review process, performing appraisals and coaching of individuals on development plans.
- Conducts one-on-one field visits to assess and address development needs with team members.
- Performs updates, reporting and communication with Field Sales Organization and Sales Management as defined by Company sales processes.
- Works collaboratively across functions aligned towards broader organization goals.
- Proactively identifies, establishes and maintains strong working relationships with key decision makers and constituents.
- Proactively communicates new technology and competitive activity to Senior Management and all relevant cross functional areas.
Customer Relationship
- Proactively identifies, establishes and maintains strong relationships with key customers and Key Opinion Leaders (KOLs).
- Aligns internal and external resources for a comprehensive approach to the customer.
- Works with DJO employees, outside referral partners, and Dealer network in order to gain access in competitive accounts and grow organic business.
- Prepares and reviews financial models to recommend strategies to meet customer’s needs.
- Assesses customer needs and prepares strategic plans to optimize customer satisfaction and the Company’s business goals.
- Understands customer needs and establishes specific business plans and solutions that meet those needs (short and long term) while driving business objectives.
- Proactively recommends changes to ensure the effectiveness and efficiency of the sales organization.
- Demonstrates proper use of products and communicates the Company value proposition.
Compliance
- Demonstrates commitment to the DJO Compliance & Ethics Program, the DJO Code of Conduct, the DJO Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.
- Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
- Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
- Other duties as assigned.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Experience
- Minimum of 5 years B2B Sales experience, capital equipment sales or related field equivalent required.
- Minimum of 2 years of experience in a people management role required.
- Demonstrated experience managing field based sales teams.
- Experience in healthcare industry or medical sales strongly preferred.
- Experience working with distributors preferred.
- Knowledge of healthcare insurance and third party reimbursement preferred.
Education
- Bachelor’s Degree in Business, Marketing or related healthcare field required.
Other
- Must possess a valid Driver’s License and current automobile insurance.
General Skills/Competencies/Specialized Knowledge
- Contract Knowledge – Maintains and understanding of contract terms and procedures.
- Analytical – Researches and analyzes various different types of data information at the territory, region, area and national levels.
- Technical Skills – Demonstrates necessary eagerness to acquire necessary technical knowledge, skills and judgment to serve customer needs and accomplish goals. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Quality Management – Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Communicates changes and progress.
- Leveraging Resources – Efficiently uses Company resources such as time, money, materials and people. Demonstrates awareness of goals of other organizational units and makes requests or decisions in support of this awareness.
- Communication – Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships.
- Interpersonal Skills – Ability to professionally interact and build constructive and effective relationships with all levels and functions within the Company. Ability to effectively interface with others on behalf of the organization. Influences key business partners and customers to achieve mutually beneficial results.
- Presentation Skills – Demonstrated ability to present in both 1:1 or in group settings. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Delivers a clear and compelling message tailored to the needs of the audience.
- Initiative – Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals and tasks consistent with the department and corporate objectives. Ability to manage conflicting priorities in an effective and efficient manner.
- Drive for Results – Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to continuously build knowledge and skills.
- Problem Solving – Gathers and analyzes information skillfully. Probes all sources for answers. Looks beyond the obvious. Applies appropriate theory and principles, expert judgment, and cross-functional expertise to address a broad range of complex problems.
- Decision Making – Includes appropriate people in decision-making process. Identifies and resolves problems in a timely manner. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.
- Strategic Agility – Anticipates future trends and consequences. Creates competitive and breakthrough strategies/plans. Sets priorities wisely and knows how to make tough resource allocation decisions. Continuously finds ways to forward strategic initiatives. Develops strategy, demonstrates flexibility and responds to changing and future business needs.
- Trust and Integrity – Interacts with others in a way that gives them confidence in one’s intentions and those of the organization. Accepts responsibility for one’s own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest and trustworthy.
- Customer Orientation – Demonstrates a keen understanding of various customers’ (internal or external) needs and utilizes a variety of DJO resources to provide solutions and a compelling value proposition. Demonstrates a strong bias toward service, quality and customer satisfaction.
- Teamwork – Builds high performing teams and interacts productively with internal and external partners. Works collaboratively and cooperatively with many teams cross-functionally. Energetic and willingness to work closely with all team members to achieve success.
- Motivating Others – Creates motivating environment. Empowers others. Builds cohesive teams, bringing out the best from peers while fostering teamwork and collaboration.
- Negotiation/Influence – Ability to persuade others. Builds consensus and gains cooperation from others to obtain information and accomplish goals.
- Leadership – Communicates a compelling and inspired vision or sense of purpose. Leads and influences inside and outside of the organization to accomplish goals. Demonstrates effective leadership and a sustained record of success.
- Managing Others – Responsible for direct reports and accomplishing work through outside resources. Demonstrates change management skills. Demonstrated strengths in organization development, planning and communication. Provides team members with the opportunities for learning and personal career growth. Takes timely action to address performance issues.
- Process Management – Ability to figure out the processes necessary to accomplish business objectives. Organizes people and activities. Understands how to separate and combine tasks into efficient work flow. Knows what to measure and how to measure it.
- Project Management – Ability to plan, organize and manage resources to bring about the successful completion of specific project goals and objectives.
- Business Acumen – Understands business implications of decisions. Has a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends.
- Financial Management – Ability to understand financial processes and skilled at monitoring expenditures. Uses cost benefit thinking to set priorities. Ability to read, analyze and interpret financial data, understand P&L accounting, and exhibit proficiency in spreadsheet development and analysis.
- Computer Skills – Proficient computer system based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet software. Experience with Salesforce.com required.
TRAVEL REQUIREMENTS/WORK ENVIRONMENT And PHYSICAL DEMANDS
Travel
- Must be able to travel up to 75% of the time.
- Typical work related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required.
- Position requires car and air travel on a routine basis.
- Works in the field with customers, Regional Sales Managers, and Sales Representatives, a minimum of 60% of the work week.
Work Environment And Physical Demands
- Field based (i.e. physician’s offices, hospitals, clinics, etc.).
- The noise level in the work environment is usually moderate.
- Physical Demands: Must frequently lift and/or move up to 20 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
About Enovis
Enovis Corporation (NYSE: ENOV) is an innovation-driven medical technology growth company dedicated to developing clinically differentiated solutions that generate measurably better patient outcomes and transform workflows. Powered by a culture of continuous improvement, global talent and innovation, the Company’s extensive range of products, services and integrated technologies fuels active lifestyles in orthopedics and beyond. For more information about Enovis, please visit www.enovis.com.
EOE AA M/F/VET/Disability Statement
All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, religion, color, national origin, sex, protected veteran status, disability, or any other basis protected by federal, state or local laws.
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