Regional Sales Director

Accountable for leading the overall management and achievement of sales strategies, activities, and budgets associated with an assigned geographical region through effective management of employees and resources. This person can be located in Seattle, WA or Portland, OR

• Maintain the highest level of professionalism, ethics, and compliance at all times; foster and hold team accountable to the same standards.
• Build, manage, and drive a high performing sales team that successfully executes organizational objectives and maximizes sales revenues:
• Cultivate sales professionals to engage in consultative selling with a challenger sales approach; hold team accountable to the sales process.
• Optimize practice integration efforts to establish and maintain consistently treating, high yield accounts.
• Focus on customer/patient satisfaction through effective coaching and feedback strategies, capability development, and motivation.
• Cultivate a positive work environment and culture of success in which all team members are respected regardless of their individual differences and are motivated and accountable to improve both their individual and team contributions to achieve desired business results.
• Create and implement change management strategies and plans that maximize employee adoption and usage.
• Manage the Regional budget, ensuring the allocation of resources, travel, and expenses is optimized.
• Provide input to sales strategies, budgeting, sales compensation, and incentives; clearly communicate the plans to team; report on progress regularly; participate in ongoing analysis of financial and other key performance indicators; develop action plans to address underperformance; effectively manage performance problems and terminations.
• Establish and maintain strategic relationships with key customers and medical opinion leaders to leverage potential KOL opportunities.
• Partner with Marketing as a commercial team; develop and drive effective collaboration and alignment on goals/execution.
• Support and help facilitate the execution of local/regional/national training workshops and tradeshows.
• Manage, demonstrate, and actively support company values, initiatives, goals/objectives, trainings and activities.
• Develop and maintain supportive, productive and effective relationships at all levels within the organization.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements.
• Continuously learn and demonstrate product, procedural, and clinical expertise; actively and successfully coach the sales team and customers up the learning curve to technical competence and physician clinical experience satisfaction.
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements.
• Perform special projects and other duties as assigned.

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of ten years’ outside sales experience with at least seven years of this experience in the medical/medical device industry and either four years in sales management or at least one year as a Vertos District Sales Manager. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Clinical use selling in an operating room environment.
• Strong understanding of and experience with strategic planning and execution, including working with Sales and Marketing Departments to develop and execute sales / marketing strategies.
• Basic knowledge of anatomy, medical, and surgical terminology.
• Experience with CRM systems.

Bonus

• Master’s in Business Administration.
• Experience in the pain management, spinal surgery, or related specialties.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Experience with product/procedure that requires motivation, access, and implementation of patient flow across multiple constituents in the practice (MD, PA, nurse, scheduler, etc.),
• Cadaveric lab training experience.
• Experience with Salesforce.com.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Demonstrated leadership qualities including vision, decisiveness, collaboration, inspiration, innovation, and the ability to coach and develop talent.
• Ability to coach, direct, and support employee development through situational leadership.
• Ability to lead and manage through change and possess strong leadership principles for behavior alignment.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• Possess and demonstrate an understanding of the changing market dynamics in healthcare, industry trends, customer segmentation, customer data knowledge, and buying process.
• Strong interpersonal, active listening, and written and verbal communication skills to establish and maintain positive working relationships internally and externally.
• Acute business acumen and understanding of organizational issues and challenges.
• Ability to develop and critically analyze a sales pipeline and forecast with results orientation.
• Ability to influence others and move toward a common vision or goal.
• Resilient and tenacious with a propensity to persevere.
• Forward looking with a holistic approach.
• Organized with a natural inclination for planning strategy and tactics.
• Strong problem solving and root cause identification skills.
• Team player and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau, Smartsheet and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Up to 75% of the time, including weekends and/or evenings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment –
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.