The Regional Business Development Manager (RBDM), Great Lakes Territory, is responsible for developing, leading, and managing a high caliber sales team of business development managers within a specific geographical region. This includes building a highly trained and motivated specialty sales force that share his/her vision of excellence while exhibiting the highest level of ethical behavior. The (RBDM) ensures that the sales force produces a sales volume of Neurostars at or above the assigned quota while achieving short and long-term company objectives. The (RBDM) will achieve regional sales revenue targets through effective sales team management, organization, administration, expense maintenance, profitability, customer service, trade show representation and customer support. The ideal candidate for this role should be located in Ohio, Michigan or Pittsburgh areas.
Partners with the National Director of Sales to set annual and quarterly sales quotas for the Business Development Managers. Reviews sales quotas in relation to product penetration and existing market share, opportunities, drivers and barriers in the each region, and works to maximize sales in this environment.Ensures sales team members meet quota goals.
Creates a business plan that identifies goals and objectives for maximizing sales and profits for the Region.The plan is developed by considering market potential, access, training and development, hiring and succession needs to fulfill the goals of the plan.Uses business plan to drive sales activity across the region and to focus his/her efforts at continual individual development of his/her team. Develops strategies and sales process by focusing on specific customer segmentation of High Value Targets, Service Providers, and limited behavioral health departments in hospital setting
Guides his/her team members to create weekly and monthly sales activity plans for each of the regional territories.Receives weekly/monthly sales activity plans and reviews with each team member to ensure maximum effectiveness of their territory and representative development efforts.Uses monthly activity plans to determine appropriate times and opportunities to work side-by-side in the field with each of his/her team members.
Uses his/her own strong base of medical device/industry knowledge and experience to continually develop the skills and abilities of his/her sales team members.Identifies individual strengths and areas for development.Capitalizes on strengths and determines developmental plans to strengthen individual areas requiring development.Provides appropriate coaching and counseling to all team members.Collaborates on sales team training initiatives to ensure sales team members receive necessary training on an on-going basis.
Uses all available resources to facilitate continuous development of team members in the areas of product and competitor knowledge, the applicable disease state, and managed care opportunities.Reviews materials and product tools with his/her team members to ensure understanding of information and appropriate use with their customers, existing and future.Enlists support of other resources within the company for continued product knowledge development of his/her team members.
Spends 1 (one) or more days per week in the field working with individual sales team members while maximizing quota objectives.
Encourages team members to focus on problem solving by using all tools and resources available to them to support their management roles and activities. Acts as a continuous resource to team members; helping them to identify opportunities to overcome obstacles to success.
Ensures his/her direct reports are maximizing sales and territory development opportunities through continuous partnership identification of key sales targets in territories, sharing of information and knowledge, cross-introduction opportunities, etc.
Receives monthly and quarterly sales analysis reports for his/her area of responsibility.Uses sales analysis reports to consider territory strengths and opportunities for enhanced sales and territory development.Identifies resources required to enable enhanced sales performance. Discusses high-level plans, along with strategic opportunities with the Director of Sales.Spends one-on-one time with individual team members to ensure clarity of direction and goals to be achieved.
Manages key customer relationships, in an evolving business environment; frequently identifying opportunities that could emerge into grander scale opportunities as well as best practices in customers that they share within and across the regions.
Remains up to date on all current clinical development projects (both company sponsored and investigator-initiated) and the current Clinical Training curriculum.Maintains familiarity with the process of directing customers to the Medical Affairs team for requests for medical information and clinical study support through the Investigator Initiated Trial program.Partners with the medical operations team, particularly as it relates to working compliantly across all areas from HCP communication to expense reporting.
Partners with marketing for the creation of new sales materials and pull-thru within the region.Provides voice of customer and voice of field input on messages, tools, and compliance, and training needs to Marketing and Sales training.
Collaborates with the reimbursement team to identify the critical reimbursement issues in the region and to support the team to address the issues.
Partners with Sales Management team and others to organize and facilitate annual National Sales meeting and Quarterly Regional Sales Meetings with his/her team members. Reviews sales progress, marketing and future quarter opportunities to annual goals and objectives set.Works with his/her Director of Sales and peers to review opportunities for enhanced performance in next quarter.Uses his/her business plan to calibrate for opportunities in upcoming quarter.
Works with the Director of Sales/Vice President of Sales and Customer Service and the Finance/Admin Team to develop, implement and monitor the Sales Force Compensation Program.
Conducts regular performance reviews with each of his/her direct reports.Addresses performance deficiencies in a timely manner.
Manages regional sales budget and deployment of resources in the region.Develops budgetary guidelines and expense controls for his/her region and team.Holds team accountable for expense control.Receives weekly expense reports from his/her sales team members.Reviews expenses in conjunction with regional budget guidelines and regional development activities. Approves and processes expense reports through the company's designated expense approval system.
Evaluates and hires new or replacement sales team members.Initiates candidate-sourcing activities through internal and/or external contacts.Completes selection process in accordance with company policies and in partnership with all appropriate parties.Leads the on-boarding process and training for each new hire in the region.Ensures resources are available for success.
Participates in certain special projects, assigned activities, as and when appropriate; to include participation on internal advisory boards, new product opportunities and the like.
Ethics and Compliance:Complies with all laws, regulations and company policies relevant to his/her responsibilities. Remains compliant with the budget guidelines provided by the Company relating to travel, entertainment and other expenses.Maintains superior knowledge of compliance requirements for both the company as well as within our industry.Partners with the Regulatory Affairs and Quality Assurance Department, Human Resources and other members of the sales management team to ensure compliance.
Other responsibilities, as necessary.
Knowledge, Skill, and Abilities:
Exceptional leadership and people development skills.
Demonstrated success in building and maintaining customer relationships.
Understanding and appreciation of the complete sales cycle, from lead generation to installation of product and maintenance of accounts.
Strong written and verbal communication skills.
Strong interpersonal and organizational skills.
Strong team building and collaboration skills.
Education and Experience:
Bachelor s Degree in sales, marketing, or similar field (or equivalent).
At least 2 years of sales management experience (or equivalent).
Proven ability to lead a sales organization in the achievement of sales goals and revenue targets.
Experience in sales analytics, sales planning, and goal and quota settings.
Experience managing and leveraging sales compensation and incentive plans to achieve goals.
Experience working in a highly regulated industry and complying with strict regulations, policies and procedures.
Prior Life-Science/Medical Device Sales experience, preferably in companies where product is sold in some or all of the following:
- Call point in selling clinically to physicians in the office or hospital setting.
- Selling capital equipment as well as disposables in the office setting.
- Call point in psychiatry.
- If Pharma or Biotech background, preference for experience in a biotech Buy and Bill model.Call points most applicable - gastroenterology, neurology, rheumatology, dermatology or oncology either in office or hospital setting.
Understanding of requirements for implementing a new/disruptive technology within a practice.
Computer proficiency including email, presentation programs, word processing, spreadsheets, Salesforce.com or similar CRM system.
Unquestionably high ethical standards and track record of ethical behavior.
Light to moderate lifting
Travel by air, rail, auto (may require 4 days/ week or up to 80% of time)