Regional Business Manager, Quebec
CONMED · Canada
Job Title: Regional Business Manager, Quebec, General Surgery
Reports To: Business Unit Director, Sales & Marketing, General Surgery
Location: Montreal, Quebec
As a member of the CONMED Extended Leadership Team, the primary responsibility of a Regional Business Manager (RBM) will be to lead, develop and manage the Region’s General Surgery team of sales professionals with a focus on growth, market share gain and strategic customer relationship management.
Duties and Responsibilities:
Drive Regional Sales Growth, Strategy and Customer Engagement
- Lead & Manage all Individual Team Members in the Region for the General Surgery Portfolio.
- Drive incremental win rate and market share growth within region.
- Partner with marketing to drive pre and post RFP activity within the region to ensure a high win rate on Regional and National RFPs.
- Actively participate in Regional and National RFP response processes to help in producing impactful and winning proposals.
- Lead the development and execution of a regional sales strategy that is aligned to national marketing plans.
- Collaborate with marketing to ensure region is executing on marketing plans, initiatives and providing required regional market information to shape national marketing and commercialization strategies.
- Collaborate with the marketing team to execute programs specific to the regional customer base and to drive sales and customer engagement.
- Coach direct reports on the development and implementation of annual territory sales plans and sales strategies by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel, physicians, provincial SSOs and GPOs.
- Collaborate with Sales Leadership and Finance on the creation of annual territory quotas for the region ensuring that quotas are created in fair, equitable and transparent ways that drives overall growth, performance and quota achievement for the region.
- Provide accurate regional forecasts monthly and work with direct reports to improve accuracy where required.
- Responsible for developing and maintaining key SSO and GPO relationships (ie. MMC, HealthPRO, etc).
- Responsible for developing and leveraging strategic distributor relationships to maximize revenue within that channel.
- Responsible for developing and maintaining relationships with regional surgeon KOL’s.
- Support the regional sales team with key account management, proposal, and contract negotiations.
Build and support a team of top performers focused on sustained growth.
- Recruit, select, develop, and coach top-tier sales talent.
- Lead on-boarding initiatives for new sales hires within region.
- Instill and encourage a culture of team collaboration.
- Performance management where necessary.
- Provide guidance in relation to navigating the hospital and OR environment.
- Educate with respect to the procurement landscape in the region.
- Educate on the consolidation in the region (i.e., SSOs, Has, CISSS/CIUSSS, GPOs).
- Facilitate any handover of key accounts or decision makers.
- Host mid-year and annual performance reviews and take part in ConMed’s annual Talent Review Process.
Provide leadership through connectivity with direct reports and colleagues on ELT.
- Open communication: communicate on a regular and constant basis with direct reports.
- Provide feedback on any activities, challenges or items brought forward by the sales force to the Business Unit Director.
- Assist in redirecting sales teams to the appropriate sales, marketing, operations, or management personnel to help expedite responses.
- As a member of the General Surgery Extended Leadership Team:
- ensure proper representation of your team’s needs and those of the broader organization, make every effort to provide an unbiased view of any issue, concern or challenge faced.
- act as a mentor by providing advice, imparting learnings, and acting in good faith to further advance the professional culture of CONMED Canada.
- collaborate with other members of the Leadership in proposing new initiatives and approaches to sustainably grow the business in Canada.
REQUIREMENTS
- 5+ years minimum medical devices industry sales experience
- 2+ years people management experience (preferred)
- Proven track record in consistently achieving and exceeding sales targets year over year
- Demonstrated ability to maintain professional internal and external relationships that reflect the company core values
- Experience in managing and motivating a sales team
- Brings key relationships in the regions’ hospitals and procurement groups
- Strong selling skills in hospital and clinical environments
- Highly motivated and driven to succeed and operates with high level of urgency
- High proficiency in MS Office suite of products, including Excel and PowerPoint
- High Proficiency in Virtual Platforms including Webex, Zoom, MS Teams
- Strong English and French communication, written and verbal
- Polished and professional, with a friendly and positive attitude
- Willingness to travel outside of own territory to support sales teams where required