District Sales Manager
2 weeks ago
**Careers that Change Lives
**Bring your sales talents to a leader in medical technology and healthcare solutions. Rooted in our long history of mission-driven innovation, our medical technologies open doors. We support your growth with the training, mentorship, and guidance you need to own your future success. Join us for a career in sales that changes lives.
This District Sales Manager leads a team of 9 Sales Representatives and is responsible for a territory that includes the greater Los Angeles area up to Santa Barbara.
**A Day in the Life
**The District Sales Manager is responsible for supervising a team of Sales Representatives within their assigned region and achieving sales objectives for that region, while representing Medtronic in accordance with Company policies and AdvaMed guidelines. District Managers hire and develop new Sales Representatives in their sales territory, work with Sales Representatives in their sales territories on a regular basis, and review individual Sales Representatives' performance. The District Sales Manager is expected to demonstrate High Performance Practices and key District Manager competencies as they meet and exceed objectives for this role. This role is part of the Advanced Surgical Instruments Business Unit within Medtronic's One Surgical Portfolio.
**Lead Sales Representatives' selling activities**:
- Manage and communicate individual territory sales quotas annually. Oversee consistent quota achievement of each Sales Representative within the Region
- Work with Representatives regularly to formulate, monitor and improve selling plans and all sales-related activities, in alignment with the strategic imperatives of the business.
- Drive new product sales; act as a field resource to the Marketing Department during product development, new product introductions and evaluations.
- Create and execute on strategic objectives for Region
- Align with Sales Leaders (RVPs) to prioritize Representatives' time and focus on key opportunities a. Focus and assist Separate Bag Representatives on most significant growth opportunities
- Assist Combined Bag Rep in establishing relationships and creating environment to defend preserve existing sales
- Attend quarterly planning calls with Sales Leaders and Representatives. Plan / coordinate other appropriate regional sales meetings
- Report facility-level information impacting account targets to Sales Leaders (e.g. new opportunities, changes in procedure mix, etc.)
- Manage Sales Rep recruiting and training Interview, hire and develop new Sales Representatives
- Conduct a 2-3 day field ride with each Representative at least once per quarter to observe performance.
- Evaluate Representative performance, and develop / execute action plans for improvement.
- Focus on Representatives' development to ensure availability of quality talent pool for promotion.
- Ensure compliance with company policies
- Manage and monitor regional sales expense budget. Maintain an ongoing assessment of expense-to-budget performance.
- Attend required national trade shows; attend and staff local trade shows within the region as deemed appropriate. Coordinate as necessary with the Marketing Department
- Administer company policies and procedures to Representatives in the region. Ensure compliance with The Medtronic Guide to Business
- Conduct, Good Manufacturing Practices, and safety policies. Promote Total Quality Management and foster a "teaming" environment.
- Support a safe and healthy work environment. Follow the established rules, policies and practices of environmental, health and safety with specific attention to the Medtronic Cardinal Rules.
- Perform all other duties as required by the AVP and V.P. Sales & Marketing.
**Account Management Functions**:
- Create and maintain key relationships
- Selectively maintain relationships with VAC influencers at key facilities; if facility-level VAC exists, call on clinical and economic members.
- Conduct frequent account planning visits, interacting on a recurrent basis (once per quarter at least) with key economic and clinical customers.
- Actively monitor facility compliance (specifically within decentralized/centralizing IDNs); focus Sales Representative on accounts out of compliance
- Coordinate with Directors of Strategic Accounts and peer SSG RMs
- Coordinate and collaborate with Director of Strategic Accounts and peer SSG RMs on upcoming opportunities for products across divisions
- Promote the use of wrap agreements covering multiple classes of trade and improving Medtronic’s overall business
- Support Integrated Health Network (IDN) strategy planning, providing input to IDN- and facility-level opportunity assessments in collaboration with Director of Strategic Accounts.
- Provide facility-level operations knowledge at IDN-level business reviews.
- Communicate with DSAs on account's compliance level and coordinate actions in case account is out of compliance.
**Advanced Surgical Instruments (ASI)
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