Regional Sales Manager

Less than 5 years experience  • 

Salary depends on experience
Posted on 03/21/18
Tampa, FL
Less than 5 years experience
Salary depends on experience
Posted on 03/21/18

Job ID: SEL001191

Description

Position Summary



Achieve annual sales strategies and goals through the management of
sales representatives. Develop area sales plans in conjunction with the
Director of Sales Core Histology Consumables, to support all of Leica
Biosystems business and related customers. 





Major Responsibilities



  • Achieve and exceed region’s quarterly and annual sales quota, strategic
    and unit sales mix objectives, profit goal and market share goals while
    implementing strategies and goals through management of sales representative
    field support specialist staff.
  • Provide the direction, leadership, coaching and mentoring for direct
    sales representatives. Advance the professional development, professional
    conduct, sales effectiveness and efficiency of staff.
  • Recruit, develop, and train sales representatives and specialists with
    clearly communicated sales and overall performance standards.
  • Forecast monthly revenue projections utilizing the company CRM
    (Salesforce.com).
  • Drive standard work to funnel review process in Salesforce.com.  Follow and implement account management
    through Salesforce.com and provided reporting.
  • Develop sales plans and strategies to increase market penetration
    within Area.  Participate in annual sales
    strategy and OPEX planning. Develop annual sales quotas for sales representatives.  Manage and control department expenses at or
    below budgeted levels.
  • Develop team to drive, solidify and maintain high-level relationships
    within key accounts to coordinate the team in working with the IDN team
    (including NA Top 10) in assigned geography. 
    These relationships should include Senior Hospital Management (C-Suite),
    Laboratory Administration, Department of Pathology, Purchasing and/or Materials
    Management, Contracts Administration and other key departments and/or
    personnel.
  • Perform monthly funnel reviews in person or via WebEx and phone with
    each report and as directed by Director of Sales Core Histology Consumables.
  • Develop and implement actions plans for responsible ERD’s through
    periodic meetings with ERD principals/owners (minimum: quarterly per year) and
    traveling with ERD sales representatives.
  • Approve pricing and discounts, within authority, for new and
    demonstration instrument sales.
  • Maintain strategy, support and pricing consistency between sales
    territories for National/Regional Accounts and National contracts.
  • Plan and coordinate semi-annual Area Sales Meetings. Attend and staff
    national or local sales meetings.
  • Ensure direct sales representative, specialists and ERD’s achieve and
    exceed individual quarterly and annual sales quota, strategic and unit sales
    mix objectives.
  • Travel with sales representatives providing individual coaching and
    professional development to each member of the regional selling team (target 3
    days per week or 60% of available time).
  • Complete Field Sales Management Reports and distribute report for each
    field visit.
  • Develop and facilitate territory and regional sales plans in
    conjunction with the Director of Sales Core Histology Consumables, to support
    Leica’s customers.
  • Maintain a working knowledge of consumable products, customer
    applications and key customer needs and requirements for the Histology
    market.     
  • Maintain a working knowledge of competitor‘s product and their methods
    of selling as a means to assist direct sales representatives, specialists and
    ERD’s in competitive selling situations.
  • Maintain relationships with key customers and influencers at major
    institutions in Area.

  • Qualifications

    Education: 



    • BA/BS Degree in Life Science 
    • 5 plus years’ experience in salesPreferred
    • 3 plus years’ sales management experience in selling capital equipment
    • Experience in distributor management a plus
    • MBA/Master’s Degree in Life Science desired
    • Histology/Cytology/Immunohistochemistry market knowledge
    • Salesforce.com, Funnel management & forecasting

 

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