Regional Sales Manager

2 days ago

Melbourne, Australia Cordis Full time

Overview:
**SUMMARY OF POSITION**:
The Regional Sales Manager - NSW/VIC/QLD, position will play a valuable role in the ongoing success of Cordis with both customers and teammates. This role provides a the challenge of driving success through leading the NSW/VIC/QLD teams and collaborating with internal teammates to create impact with commercial excellence processes, procedures and policies.

The commercial responsibilities for this position are the management of commercial agreements, customer relationships, development of a high performing team, where you will work collaboratively on talent acquisition, goal setting, feedback, reward, recognition, and ongoing skill development to allow teammates to achieve their career objectives within Cordis.

Due to the management nature of this position, there is a heightened requirement to ensure compliance with Corporate, Regulatory and Quality Standards, Policies and Guidelines for products, procedures, and operations to establish confidence in the and drive Cordis to become a preferred supplier within NSW, VIC and QLD.

**Responsibilities**:
**Responsibilities**:

- Meeting sales revenue targets for region.
- Establishing territory targets within region for individual product specialist territories.
- Management, execution, and reporting on the opportunity pipeline.
- Ownership for the commercial operations and agreements with all public health and non-corporate account customers across the region.
- Develop positive customer relationships with departments of health, forming partnerships to understand future contracting and tender requirements.
- Ownership of commercial discussions encompassing the tender process for public health and local accounts within region.
- Implementation of sales and marketing strategies and the development of short to mid-term sales team activities.
- Identification and development strong partnerships of local/national/international level KOL’s across region.
- Pricing strategy development and implementation to maintain/grow profitability.
- Monthly and Quarterly business reviews to be completed for region, provide highlights, risks and performance updates.
- Provide development opportunities for product specialists aligned with individual scorecards or on areas where additional attention is required.
- Creating a motivated and engaged team of product specialists that communicates openly within the team and across all team members in Cordis.
- Field work/coaching of sales staff (at least 2 days per quarter per employee).
- Management to target for the T&E budget across region and each individual territory.
- Complete annual performance reviews and talent assessment for direct reports.
- To ensure compliance with Corporate, Regulatory and Quality Standards, Policies and Guidelines with regards to products, procedures and operations
- To ensure the Company’s agreed quality standards are maintained with regards to product, procedures, policies, operations & customer contact.
- Participate in objective setting activities with new Product Specialist and their manager.
- Support PS and FSM with training on territory as required with selling skills sales/territory management and focused product/technical knowledge.
- .
- Lead utilization of CRM tool working with marketing department to ensure tool remains relevant and impactful for teammates and management.
- Ensure compliance of corporate policies, standards, and procedures.
- Support correct business utilisation of company provided resources, SFDC, Highspot, Microsoft Teams and Tableau.
- Provide regular updated market information and feedback to management.
- Review and provide suggestions for the improvement of internal procedures, processes and policies.

Qualifications:
**Experience**:

- 6 years’ experience in the healthcare industry.
- Previous sales management experience (3 years or greater)
- Tertiary qualifications are desirable.
- Prior experience in interventional cardiology, radiology or endovascular therapeutic areas is desirable.

**REQUIRED KNOWLEDGE, SKILLS & ABILITIES**:

- Knowledge and understanding of the Australian healthcare system.
- Computer literacy including advanced working knowledge of MS office software.
- Analysing Market & Business Plan to optimize territory plans by consistently tracking market and competitor information, sets priorities and makes sound business decisions based on understanding of the big picture.
- Results Focus & Persistent Initiative: delivers results through adoption of flexibility, innovation, and creativity, anticipates opportunities and obstacles and manages change appropriately, actively problem solving and negotiating.
- Customer Focus: builds value-added relationships by focusing on customers’ needs.
- Selling Skills: communicates and listens with customers to develop business and probe in order to identify needs.
- Teamwork: coordinates and works together with other representatives to deliver business and company objectives
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