People Purpose: Beyond Competitive
It is no longer ok to just be competitive regarding how we treat our people in everything we do. Our leadership team believes wholeheartedly we need to be beyond competitive and cultivate a culture of proud, driven employees who are passionate about the work they do and where they do it. Our leadership strives to unleash unsurpassed potential in every team and individual employed and owns making that happen. Sincere, Simple, Smart.
What makes us Beyond Competitive:
- Discretionary Time Off
- Sales incentive pay uncapped
- Full pay maternity, paternity, parental, short-term disability leaves
- Employee driven recognition program
- Access to hundreds of training opportunities
- Company paid educational assistance
- Well-being on demand
- Perks at Work
- Competitive health and welfare plans-HSA company contribution
- 401(k) company match
- Great culture and people!
The Opportunity:
The Regional Sales Manager (RSM) is responsible for leading their team of Clinical Area Managers (CAMs) in the South Central region (TX, LA, MS and portions of AR, TN & NM) to achieve Revenue and Referral targets. The RSM provides leadership, focus, coaching, and inspection to the execution of strategic corporate initiatives which includes driving Bronchiectasis referrals from Adult Pulmonologist, Cystic Fibrosis referrals from Pediatric Centers, and Neuromuscular referrals from various physician groups. The RSM is expected to maintain, inspect, and coach to our Budgets, Scorecards, Account Plans and Action / Consultative Selling Process. They are responsible for personnel management of their team including performance reviews, compliance to our Core Values, individual development, territory alignment, communication of staffing decisions, resource utilization, and execution of proposed strategies. The RSM should foster an inclusive enjoyable environment of learning and development, clear communication of expectations, and celebration of success while also being quick to course correct when performance fails to respond to this environment. The RSM should also be able to manage Regional DME partners should those relationships be present.
Job Outcomes You Must Get:
- Manage and lead a team of Clinical Area Managers (CAMs) covering multiple states to achieve individual referral and revenue goals
- Responsible for onboarding, training, coaching, developing, achieving goals and performance managing the CAMs in the region utilizing the tools, resources and corporate strategies agreed upon at the beginning of the year
- Achieve or surpass Regional Revenue and Referral growth targets with primary focus on Adult Pulmonology and hyper Bronchiectasis referral growth. Maintain and grow Cystic Fibrosis and Neuromuscular referrals as a secondary focus
- Drive revenue growth by managing DME partners throughout the Region. This includes setting revenue quotas, supporting the sales efforts of the DME sales team, and holding DME sales management accountable for quotas and forecasts. Will be instrumental in selecting regional DME partners and recommending changes in representation for non-performance or other reasons.
- Spend 50% of time in the individual sales territories helping CAMs improve their sales skills (prospecting, forecasting, time management, business development, account planning, resource utilization, etc.)
- Work closely with the Vice President of Sales, RSM colleagues, and cross functional partners to maximize productivity, accelerating performance in the specific targeted growth and competitive accounts identified.
- Facilitate and encourage communication and trust between internal partners by sharing best practices, working professionally through challenges, overcoming obstacles, and fostering positive morale and excitement regarding our opportunity.
- Provide strategic visibility to specific targeted hospital business opportunities, working closely with our Strategic Account Manager to close Capital sales, leveraging this to gain access to Pulmonologists who prescribe Home Care referrals
Job Outcomes Requirements:
- Bachelor’s degree required, MBA a plus
- 5+ years as a field sales manager with a proven leadership track record of team performance
- Experience in successfully selling medical products to Clinics, Physicians and Hospital; experience selling to pulmonary clinicians and/or airway clearance therapies a plus.
- Successful track record of growing sales and stealing market share in a competitive environment
- Proven ability to create and successfully execute account plans, coach Clinical Area Managers (sales reps) to create and successfully execute account plans
- History working with a medical device reimbursement process
- Hands on approach working with sales teams to improve execution of Sales plans and individual sales-person success
- Experience working with Excel and other metrics-based tools used to objectively measure performance
- Demonstrated ability of effectively building high functioning teams in a distressed area
- Ability to provide decisive compliant action according to the facts that are presented, balancing the need to gain more information to the time it takes to collect it
- Ability to provide consistent communication to the team that is encouraging, inspiring, valued, and course correcting when needed
- Ability to productively work within an ambiguous and changing environment and understand shifting trends and market dynamics to make effective recommendations and decisions
- Experience working with a P&L, understanding budgets and spending trends to maximize ROI
- Ability to translate Vision and Strategy to executable plans in various markets within the Region and hold them accountable to agreed-upon deliverables
- Internal candidates need to have been employed by Electromed for at least a year
- Must reside in the region being supported and near an international airport that is accessible for business travel
- Travel up to 50%
Be You.
Our people celebrate diverse individuals, backgrounds, and thinking. As an equal opportunity
employer this is the absolute most important belief in cultivating our culture and growth together.
Core Values
Customer-Focused. Integrity. Resourceful. Collaborative. Results-Driven.
Electromed develops, manufactures, and markets innovative airway clearance devices that help
people around the world breathe better, stay healthier, and lead active and fulfilling lives.
Making Life’s important moments possible-one breath at a time.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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