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Sales
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190001NW Requisition #
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Careers that Change Lives 

The Minimally Invasive Therapies Group strives to enable earlier diagnosis, better treatment, faster complication-free recovery, and enhanced patient outcomes through less invasive surgical solutions.

 

SURGICAL INNOVATIONS sets the standard for Minimally Invasive Surgery (MIS) by creating innovative surgical products and services that focus on obesity and diseases and conditions of the gastrointestinal tract, lung, abdominal wall, pelvic region, and the head and neck.

 
A Day in the Life
 

The Regional Manager of sales is responsible for supervising Sales Representatives within their assigned region and achieving sales objectives for that region, while representing Medtronic in accordance with Company policies and AdvaMed guidelines. Regional 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 Regional Manager is expected to demonstrate High Performance Practices and key Regional Manager competencies as they meet and exceed objectives for this role.

Core Regional Manager Functions:
Oversee 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 (AVPs and VPs) to prioritize Representatives' time and focus on key opportunities
• Focus and assist Sales Representatives on most significant growth opportunities
• Assist Sales Representatives 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 Representative 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 Sales Representative performance, and develop / execute action plans for improvement. Follow up with written evaluation reports to the Sales Representative through Salesforce.com.
• 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 Regional Managers
• Coordinate and collaborate with Director of Strategic Accounts and peer Regional Managers 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.

 

Must Have: Minimum Requirements 

  • Bachelor’s Degree  (BA or BS) from a four year college
  • Minimum of 5 years of experience with medical sales/marketing experience and business management
  • Previous sales management experience preferred
  • Strong problem solving skills
  • Executive sales and negotiating skills
  • Ability to coach and teach others
  • Recruiting and hiring experience

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. 

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future. 



Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. 

The physical demands described within the Day in the Life section of this job description 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

 

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The mission to improve access to healthcare globally is something we are all very proud to work hard toward achieving. Great people, fun atmosphere, big city salaries. The CEO is fantastic - he is a very clear communicator of the mission and is truly dedicating his life to achieving it.
Smart and committed coworkers. Mission driven. Good benefits. Good long term career opportunities. Company is large enough that you can always find interesting projects to work on.
Knowing that everyday your work helps to save lives makes it great place to work. Training on lean practices, quality and other. Excellent peers.

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