JOB SUMMARY : The Regional Commercial Director is responsible for leading a team of Field Sales and Clinical Representatives towards achieving sales and profit goals for the respective region of the company through development and execution of account plans, sales strategies, programs, and a consistent sales methodology.
This leader will need to effectively work with a wide network of distributors in Argentina, Chile, Uruguay, Paraguay, Bolivia, and Peru to optimize and improve the commercialization of Hill-
Rom products in the region. This position will be responsible to work together with the distributors on strategies and plans to support market demand and help increase this demand by promoting products via their own sales representatives.
It is part of the job to oversee the relationships with these in-country distributors, managing activities such as product pricing, order management, territory and account assignment, training, etc.
ESSENTIAL DUTIES AND RESPONSIBILITIES : Other duties may be assigned :
Develop sales strategies and execute programs that are necessary to achieve the sales and profits goals for the region
Manage, mentor and define activities for the direct sales team as well as the distributors’ sales force : Develop personnel establish development opportunities and identify training needs;
coach and develop strengths Establish sales territories, quotas and goals Ensure competency training records are up to date Conduct performance reviews Interpret and enforce company policies and practices Account planning and territory strategic planning Opportunity Management process and salesforce.
com engagement Funnel Management discipline and financial forecasting Foster One Hill-Rom team culture
Work with Marketing to develop and implement sales and marketing campaigns to achieve goals
Hold sales meetings, ensure company is well represented at regional sales conferences, and represent the company at key regional industry related events and government agencies
Negotiating distributors’ pricing, supporting order placement, and ensuring availability of Hill-Rom products in the regions
Educates key hospital personnel (including nurses, residents and fellows) and develop relationship with hospital CEOs and Administrators to understand clinical needs and ensure Hill-
Rom products are considered to meet those needs
Review market analyses to determine customer needs, market potential, price schedules and contracts
Coach, develop and execute consistent sales methodology across the team
Foster senior level relationships (varies by province)
Identify and develop strategic partnerships with key customers / distributors
Achieve regional sales targets
Consistently update management and marketing on evolving market and competitive product data and how they impact Hill-Rom
EDUCATION, EXPERIENCE AND QUALIFICATIONS :
Bachelor’s degree from an accredited university required, MBA preferred
10 + years of experience with 7 years of distribution management and direct sales and 3-5 years sales management experience overseeing sales reps
Knowledgeable in Medical Device products and applications
Ability for 50% travel via car or plane
Demonstrates a strong bias toward service, quality and customer satisfaction
Strong orientation to achieving results, especially in a matrixed operating environment
Exceptional communication, interpersonal, presentation, and project management skills
Healthcare and / or medical device experience strongly preferred
Proven track record of the ability to influence and lead change at senior levels within an organization
Self-starter who will takes initiative, has the ability to work independently as well as in a team environment, is results-
oriented and can drive projects from start to finish