Regional Sales Manager Coronary & Structural Heart Western

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life

MAIN PURPOSE OF JOB

• This role is responsible for strategically leading the Regional sales organization. Develop and implement a business strategy to accomplish the revenue and profitability of the region. Accountability for recruitment, assessment, development, and retention strategies for regional field personnel. Builds, grows, and leads a best-in-class sales organization. Coordinates sales activities across the assigned region to enhance the customer experience and drive revenue goals.
• Manage and implement the necessary change management strategies in areas such as talent management, territory alignment, sales and sales management practices. Work under the leadership of the Regional Sales Director in conjunction with the Health System Strategies (HSS)/ Strategic Partnership Manager (SPM) organization and other shared services within Medtronic of Canada to create and execute long term strategies that will drive the full potential of the business in the Canadian healthcare market.
• Responsible to train and coach Account Managers and Clinical Specialist to bring focus, excellence in execution as well as being an agent of change to ease the introduction of new value proposition within the marketplace.
  
  
  

MAIN JOB DUTIES/RESPONSIBILITIES (may include the following and other duties may be assigned):

• Plans, directs, and monitors the activities of a sales team within a specified region/district/geography to achieve established sales targets.
• Develops and/or implements business strategies for existing and potential accounts.
• Manages the day-to-day activities of a sales team in order to implement the organization's overall sales strategy for an assigned region/district/geography.
• Develops and maintains strong relationships with all key account personnel and relevant functions in order to support selling, market development, service efforts and clinical programs.
• Identifies opportunities and develops new programs to meet the organization's sales plans to increase market share.
• Assesses need for the addition of new selling programs and processes, conducts competitive analysis, and implements strategies.
• Coaches sales representatives on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
• Responsible for reporting complaints and Adverse Drug Reactions (ADR)
• Develop annual and strategic sales plans for the region to meet revenue, margin, profitability, and market penetration goals. Develop and manage sales forecasts and revenue plans.
• Partner with appropriate cross-functional partners such as Marketing, Service, Finance, Human Resources, Supply Chain, and clinical staff to implement strategies and tactics to address issues and meet goals. With Marketing, formulates sales and marketing plans and programs to achieve business goals.
• Hire, develop, and retain field personnel for the sales organization. Provide ongoing coaching and feedback to direct management and support staff through field visits, observation, and measurement of results. Provide coaching and performance evaluations for direct staff and ensure these practices are implemented effectively throughout the organization. Effectively allocate resources to meet established short- and long-term goals.
• Lead, guide, and coach direct reports to set and achieve business targets, improve selling and negotiation skills and productivity, implement effective account strategies and tactics, and build sustainable customer relationships
• Strategically coordinates sales activities and develops and ensures execution of programs across region to enhance the customer experience and drive revenue goals and optimize the service and support activities by leveraging all available technologies to improve it at better cost.
• Develop and maintain a thorough understanding of the client base.
• Ensure a working relationship between Medtronic and key accounts is maintained.
• Maintain a high degree of customer contact/interaction in an attempt to enhance the customer experience, build customer understanding of corporate vision and goals and supporting local team in strengthening relationships. Diverse Customers include: physicians, nurses, end consumer.
• Ensure that the company’s ethical position is maintained and effectively communicates and manages the company business conduct policies. Ensure the field is educated and understands and ensures adheres Medtronic operating policies, including the Business Conduct Standards.
• Effectively monitor and control expenses to ensure the organization meets financial goals established by the organization.
• Ensure that Medtronic’s ethical position is maintained and effectively communicates and manages the compliance, education and adherence of the regional cardiovascular team to all Medtronic operating policies, Business Conduct Standards, systems and processes.
  
  
  

CAREER STREAM:

Management and supervisory sales professionals focus on direct sales and operational activities for one or more specified business units. Levels within the sales management career stream typically have multiple direct reports. The majority of time is spent overseeing their area of responsibility, managing performance, talent development, diversity and inclusion, communication business and operational developments, planning, prioritizing and / or directing the responsibilities of employees. Goal achievement is typically accomplished through performance of direct and / or indirect reports, but may involve direct sales participation as appropriate.

DIFFERENTIATING FACTORS:

Autonomy: Manages experienced sales professionals who exercise latitude and independence in handling accounts, providing direct sales, tactical and / or operational leadership. Leverages internal processes in support of sales representatives and selling activities.

Organizational Impact: Establishes direct sales and operational plans with direct impact on function results, including target revenue, resource allocation, expenditures, and future business opportunities. Is accountable for execution and implementation of a number of significant business transactions or projects. Ensures individual and team progress are monitored and reviewed.

Innovation and Complexity: Provides market or operational insights. Problems and issues faced are complex, difficult, and undefined, and require detailed information gathering, analysis and investigation to understand the problem. Makes moderate to significant improvements of processes, policies and/or products to enhance performance of entire sales team.

Communication and Influence: Communicates with internal and external customers and vendors regarding ongoing operations. Uses information exchange, influence, and active persuasion without direct exercise of command to gain cooperation of other parties. May interact on issues that have externally shared objectives.

Leadership and Talent Management: Manages at least one small to mid-sized team consisting of supervisors and / or experienced sales professionals. Leads, directs, and reviews the work of a sales team who exercise latitude and independence in handling accounts. Authorizes hiring, firing, promotion, and reward within own area.

Required Knowledge and Experience: Requires practical sales, business development and management knowledge in leading and managing the execution of processes, projects, and tactics for one or more products. Typically has advanced knowledge and skills within the sales discipline, with understanding of the impact of work on other areas of the organization. Requires a Baccalaureate degree and minimum of 5 years of relevant sales experience or advanced degree with a minimum of 3 years of relevant sales and leadership experience.

REQUIRED QUALIFICATIONS

KNOWLEDGE/EDUCATION

• Bachelor’s degree, or
• Advanced degree
  
  
  

JOB EXPERIENCE

• Minimum of 5 years of relevant experience, with bachelor’s degree or
• Minimum of 3 years of relevant experience, with bachelor’s degree
  
  
  

SKILLS/COMPETENCIES

• Demonstrate a clear grasp of the fundamental drivers of the organization’s financial success
• Demonstrate an understanding of business principles, industry dynamics and market trends
• Strong ability to develop organizational plans and deployment strategies which encompass market dynamics
• Demonstrated ability to proactively gage the external/macro environment, to then derive meaning and determine and assess internal changes if necessary
• Be able to establish tactical plans within the region
• Provided and received coaching and feedback; demonstrated empathy and approachability in encouraging others to show candor - challenge your ideas
• Acted as a role model for difficult change
• Ability to communicate the value, urgency and need for change that engages employees in the process
• Be able to provides needed resources to ensure that the change will be successful
• Proven builder of cohesive teams
• Ability to lead & embrace changes that are customer responsive & market driven.
• Ability to build solid business relationships with physicians & societies.
• Ability to work with minimal supervision
• Ability to maintain a highly visible role within the customer base and the business unit leaders
  
  
  

DESIRED/PREFERRED QUALIFICATIONS

KNOWLEDGE/EDUCATION

• Knowledge of the Medical Device industry is an asset
  
  
  

JOB EXPERIENCE

• Minimum of 3 years of relevant sales and leadership experience
  
  
  

SKILLS/COMPETENCIES

• Negotiation and conflict resolution
• Bilingual, oral/written (English/ French)
• Change Management training and experience
  
  
  

PHYSICAL JOB REQUIREMENTS

• Travel periodically within assigned region
• The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer and communicate with peers and co-workers.
  
  
  

Medtronic Canada strives through our vision to build a culture of inclusiveness through our commitment to employment equity and diversity. Discrimination is prohibited on any grounds protected under Canadian Human Rights legislation. Employment applications are encouraged from all members of our community. Upon request, candidates with disabilities will be accommodated during the recruitment process.

Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. 

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package

A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.

About Medtronic

We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.

Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 90,000+ passionate people.

We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.

Learn more about our business, mission, and our commitment to diversity here