Teleflex

Position Summary

This position directs sales for Teleflex’s anesthesia and pain management business, leading eight sales specialists in assigned geographies of Nebraska, Oklahoma, Kansas, Missouri, Western Tennessee, Iowa, Wisconsin, Minnesota, and the Dakotas.  The medical device products sold in the business include intubation products (laryngoscopes, endotracheal tubes, laryngeal masks and all related circuits), pain management products (spinal and epidural needles / catheters, pain pumps), respiratory products (heated humidification devices and circuits) and urology products.  Teleflex is committed to saving lives and improving patient outcomes through innovative, clinician-preferred medical devices and outstanding service.  Our market-leading brands are known to clinicians the world over, and include LMA®, Hudson RCI®, Rusch®, and Arrow®.

This position also interfaces with clinicians – particularly surgeons, anesthesiologists, nurse anesthesiologists, members of the surgical team and various health care professionals in operating rooms and surgical centers, as well as hospital administration and procurement teams.  Additionally, this role interfaces with business professionals in group purchasing organizations and independent delivery networks.  Reporting to the director of sales and operating under Teleflex Core Values, this role ensures the maximization of sales, profitability, sustained grown and talent development, retention and selection.

Principal Responsibilities

• Exceed regional sales quota.
• Within the assigned region, the RSM strives to ensure the selling success of each sales representative as well as their professional development.  This role of “servant leader” is a pivotal one in our selling success, and the RSM achieves this through interface with field sales representatives through ongoing contact, planning, counseling, training and directing their efforts in selling and properly following up on accounts to achieve personal, regional, and corporate goals.  This role also supports the formulation of territory sales objectives and assesses progress on a routine basis to support the success of each representative.
• Interface with Marketing to collect and analyze market data and trends and provide input into the competitive environment and emerging threats and opportunities that affect the business
• Ensure that all staff working in the area are trained and fit for function and that available company programs to this end are offered and participated in, including courses related to sales competency, technical and clinical knowledge and skills, systems and device operation and basic financial management tools. Ensure that continuous education and skills cultivation is part of the communicated management culture and ambition.
• Conduct performance management and feedback to ensure professional and timely review of set objectives with each member of the team.
• Prepare, review, and analyze various reports to monitor sales representatives' activities and offer direction and motivation when needed
• Maximize new product evaluations.
• Identify contract expirations and formulate strategic next steps.
• Interact with home office personnel and serve as liaison between home office, field sales representatives and customers.
• Analyze and approve/disapprove requests from sales representatives to exhibit designated products at medical meetings.
• Plan and conduct regional sales meetings with an emphasis on assessing individual sales performance and to confirm territory’s strategic plan for growth 
• Understand product portfolio and be able to make impactful sales presentations when necessary.
•  Develop talent and successor, Interview and qualify potential new sales representatives.
• Review sales representatives expense reports to assure compliance with company policies and the proper use of company resources.
• Adhering to and ensuring the compliance of the Company’s Code of Ethics, all Company policies which include but are not limited to the North America Contract Administration Policy and Procedures, North America Sales and Marketing Compliance Policy, the Health Care Provider Payment Tracking Policy and the North America Discount and Pricing Policy. 

Education / Experience Requirements

• 10 years of sales experience, within the medical device area 
• 5 years of managerial experience within a medical device company
• BA/BS Degree or equivalent combination of education and experience.  An MBA is a plus.
• Ability to travel 50%+
• Prior skills and/or core competencies for this position include:
  • Sales quota achievement
  • Embodies core values
  • Hires, develops and retains outstanding team
  • Strategic planning / selling skills
  • Medical industry knowledge / acumen / competitor knowledge
  • Sense of Urgency
  • Region administration
  • Collaboration with internal team
  • Customer Focus

Specialized Skills / Other Requirements

• Demonstrated knowledge of basic P&L principles 
• Proven historical success in managing a team and exceeding objectives
• Proven leadership and communication skills
• Proven and successful experience relative to driving the sales process throughout an entire hospital system
• Proven experience of selling to Hospital Administration to include the “C Suite”
• Proven experience in maximizing GPO/IDN related opportunities
• Complete computer systems and business software competency, including all current office tools such as Outlook, Excel, PowerPoint and equivalent