RMSG is recruiting a National Sales Manager for our well-known and highly respected medical device and equipment manufacturer.
Reporting to the Business Unit Director, the successful candidate will be responsible for planning, developing and leading business initiatives with key customers within the Surgery portfolio. This individual will be responsible to hire, develop, coach, train and motivate team members to achieve personal excellence and to manage the base business and growth opportunities across key customers. Liaising with multiple internal and external stakeholders, the National Sales Manager will develop and execute plans through their teams that achieve both customer goals and company goals.
Achieve and manage sales targets through the effective management of base business and growth opportunities.
Validate and accelerate growth through active management of the sales pipeline and the management of key opportunities.
Plan, update and drive progress to achieve new product objectives and national sales targets.
Ensure all sales associates are meeting or exceeding all revenue based and market development objectives.
Drive forecast accuracy through rigorous management of the sales funnel and performing regular territory reviews. RFP execution of the Pre, During and Post phases by collaborating with sales teams and Corporate Account Director to set strategies and drive sales to achieve sales growth objectives.
Ensure all appropriate Bid, Tender and Contract information is directed to Contracts and Customer Service. Ensure alignment between marketing initiatives and sales execution.
Interpret and explain business and marketing policies and programs to associates in order to maintain consistency and responsiveness to customer needs.
Develop and maintain strong partnerships with all key stakeholders in order to support selling, market development, service efforts and clinical programs.
Recruit, interview, and hire talented sales professionals.
Ensure new hires receive appropriate orientation and training to set them up for future success.
Coaching: Coach, lead and develop the regional sales team in sales execution, Way of Selling, the sales process, pipeline and opportunity management and divisional, market and competitive intelligence.
Provide coaching and feedback to sales associates through field visits, and phone contact.
Provide an evaluation of performance after sales calls, presentations, etc., in order to improve technical and selling skills of sales associates.
Oversee performance management process and provide regular constructive feedback to the team.
With a thorough understanding of the customer and products, represent our value propositions to our customer base.
Customers: Interface with clinical, economic and technical stakeholders, 1 to 2 levels from the clinical users of our products to align selling and marketing efforts to customers’ goals.
Strategic Planning: Representing the designated region, align the long term and short term organizational objectives with our customers’ goals and communicate the plan message.
Maintain sales data and records on each territory in order to understand market trends, provide direction to associates, and communicate competitive data.
Effectively monitor and manage selling expenses for the division
Adhere to all Company policies and procedures.
Bachelor’s Degree required, Business or Science field preferred. MBA preferred.
Must possess a minimum of 7-seven years’ experience in the healthcare, MedTech and or medical device industry, with at least 5-five years’ experience selling medical devices to acute care facilities. OR/Surgical implant/Soft tissue/endo-mechanical sales experience is considered a strong asset.
Must possess at least 2 years of leadership experience, with the demonstrated ability to lead and serve as an effective team member in a large organization including planning, developing, organizing, directing, managing, and evaluating personnel. Proven track record of leading sales teams, driving team and individual performance, coaching sales execution and developing teams and associates.
Bilingual in French considered an asset.
Knowledge, Skills & Abilities
Deep knowledge and strong understanding of key stakeholders within the Canadian healthcare market
Proven track record of high-level sales successes
Proven track record of selling to mid to high levels of clinical, technical and economic stakeholders in healthcare. (Hospital, SSO, GPOs)
Subject matter expert on divisional customers and national GPOs, along with their buying process in order to better influence purchasing decisions.
Significant experience in driving growth and profitability, strategic planning, and managing sales targets, budgets and forecasts.
Proven problem-solving skills.
Uses logic and methods to solve difficult problems with effective solutions.
Strong Communicator and above-average presentation skills in a variety of presentation settings: one-on-one, small and large groups, with peers, and with senior leadership.
Strong business and financial acumen and analytical skills with a proven understanding of how strategies and tactics work in the marketplace.
Strong negotiation skills tested in tough situations with external stakeholders.
Ability to influence decisions, set priorities and follow through with actions.
Must possess excellent communication (both written and verbal), allowing the effective communication of complex information to a wide variety of audiences and leveraging for the best outcome.
Must be a collaborative facilitator and leader, building consensus while championing business initiatives; can influence without authority.
Demonstrated project management and organizational skills which foster the growth of both associates and grow sales.
Demonstrated proficiency in pipeline management, data analysis and use of standard systems.
Ability to read, analyze, and interpret complex data and documents.
Position requires travel across Canada, approximately 25-50% overnight travel.
Selling Skills – Has the energy and ability to drive the sales process. Exhibits courage and curiosity. Demonstrated track record of success. Shows hunger to learn and keep up to date on products and procedures. Communicates clearly and fluently.
Results Orientation – Passion to win, is a self-starter and has a sense of urgency to achieve results. Competitive and works hard to exceed targets. Persistent even after setbacks and learns from mistakes.
Customer-Centric – Combines first-hand customer experiences with deep fact-based insights to identify customer needs and takes action to address them. Continually seeks information on the customer, and market trends to respond and stay ahead of future needs
Empathy – Listens to customers (internal or external) to understand their needs and objections. Influences customer decisions to gain commitment. Is a confident and skilled speaker. Persuasive about the portfolio and service
Trust and Respect – Operates with integrity, openness, honesty and ethics to build long term relationships with customers. Establishes trust with customer and becomes the preferred sales rep in providing solutions. Positive attitude and a team player.
Planning and Accountability – Creates plans to achieve targets. Develops account plans and opportunity plans to realize customers potential. Leads and coaches sales team in account and opportunity planning to see objectives through to the end and deliver against plans. Delivers on commitments.
Sales Leadership – Motivate, manage and develop sales team taking into account the perspectives of others.
Inspires others by demonstrating a model of excellence and consistent achievement.
Communication – Regular communication of business objectives. Works with sales reps and provides continuous coaching to ensure business objectives are met and sales competency is improved. Sensitive to diverse viewpoints and able to coach great performance out of all sales team members.
Talent Recruitment and Induction – Ability to identify, assess and recruit talent. Provides appropriate training on a timely basis. Ensures integration in the country team and organization.
Business Planning – Understands sales processes throughout the territory managed. Makes choices about rep deployment, key products and ensures focus on priorities. Can set strategy whilst understanding the detail.
Measuring and Monitoring Performance – Ensures sales team consistently perform – praising and reinforcing positive sales behaviours and managing closely those that need improving. Ensure the adoption of business technologies, tools and initiatives to improve the effectiveness of the team.
High six-figure base plus uncapped commissions and bonus.