The Regional Sales Director is responsible for the development and management of the region to attain the sales and marketing goals of the region efficiently, effectively, and ethically while producing a profitable contribution to VQ OrthoCare. The Regional Sales Director also directs the training of staff and others in techniques, policies, procedures, compliance and product utilization. The Regional Sales Director is responsible for approving the written & verbal performance evaluations for the sales staff within his/her region and for completing written performance reviews as well as other management obligations directly to subordinates. The Regional Sales Director, in concert with the CEO and/or General Manager, is responsible for establishing and managing an appropriate regional sales strategy which contains elements pertaining to product knowledge, sales performance, compliance regulation, revenue generation and profit objectives as well as administrative duties, analysis and progress towards regional and corporate strategic goals. The Regional Sales Director must set the standard for the sales force in integrity and ethical behavior. This job requires a comprehensive understanding of the company’s overall goals, policies, procedures, and strategies.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Assess sales potential and set sales quotas for each territory within the region on a monthly, quarterly, annual, and product basis.

  • Establish and implement a written plan to achieve monthly, quarterly and annual sales and product quotas and execute with subordinates.

  • Monitor and report in oral and written formats, monthly, quarterly, and yearly on the progress of the sales territories toward the accomplishment of the regional sales goals.

  • Provide guidance, assistance and remove obstacles to allow members of the regional sales team to ensure sales goals are achieved.

  • Allocate time to activities in proportion to impact on revenue quota achievement.

  • Analyze and recommend territory changes (if needed) to achieve efficient and effective coverage and achievement of goals. This is done on a quarterly or as needed basis.

  • Assess and analyze the company marketing objectives, making changes and recommendations as needed, and implement them as the basis for establishing, a Regional Business Plan.

  • Review and implement the annual subordinates Business plans making changes as needed and hold subordinates accountable to the plan.

  • Identify strengths, opportunities, weaknesses, and threats (SWOT analysis) for the Region and its components.

  • Determine specific objectives which will lead to the accomplishment of the sales plan for the Region on a monthly, quarterly and annual basis.

  • Identify core strategies and tactics to accomplish the priority objectives.

  • Identify, detail and submit timely recommended budgets for approval.

  • Determine contingency plans for strategies which are based upon high-risk assumptions.

  • Finalize and write the annual Regional Business Plan (including revenue and budget targets) and submit it to management within the designated time. This includes the incorporation of subordinates’ business plans.

  • Manage the Regional activities within the confines of the plan.

  • Plan the annual Corporate Sales Meeting and address the corporate sales team on pertinent issues or techniques that may benefit sales performance, product utilization, and patient outcomes.

  • Keep abreast of the legislative changes that affect the company’s business and recommend and enforce resultant modifications to strategies and plans.

  • Monitor and approve business expenses to maximize efficiency and utilization while complying with the company’s governance, compliance plan, policies and procedures.

  • Provide written and oral reports to management on a monthly, quarterly, annual and as needed basis with detailed analysis.

  • Discuss goals and job expectations with subordinates and provide written job descriptions to these managers and the Human Resource department.

  • Ensure that factual, timely, fair and written performance feedback is provided to each member of the regional team and ensure that realistic “Continuous Improvement Plans” are developed and managed as appropriate. The Regional Sales Director is directly responsible for timely written performance reviews of subordinates.

  • Manage regional team members whose performance is below expectations and who do not show satisfactory progress toward the minimum job standards. If adequate improvement does not result, discuss alternatives including a separation plan with subordinates & the Human Resource department.

  • Apply the company’s Human Resource policy to the subordinates in a fair and consistent manner as needed and ensure subordinates with supervisory responsibilities do the same.

  • Maintain effective working relationships with superiors and subordinates.

  • Communicate in a timely and accurate manner using the appropriate media to achieve specific objectives.

  • Establish a succession plan for the Region and manage the development plans and performance of the personnel within the plan.

  • Assess & Monitor training needs of the sales team and ensure training and development goals are within their reach.

  • Direct the planning and implementation of an annual schedule of training activities which is consistent with the Region’s needs for knowledge, skill development, and continuous improvement.

  • Direct the implementation of creative and effective approaches for the training and development of the sales team.

  • Ensure that subordinates complete training with current manufacturers and/or VQ OrthoCare product & service training programs within 90 days of assuming the position.

  • Support Company approved self-development programs of subordinates.

  • Evaluate and implement programs to utilize the VQ Surgical Lab for the purpose of presentations and training.

  • Plan for and make periodic meetings and/or office visits with members of the sales team as required by the support needed to achieve each quota

  • Meet monthly with each subordinate to track and review performance against goals and strategy.

  • Clearly communicate and support corporate programs and policies.

  • Incorporate pre-meeting and post-meeting communications to enhance the success of visits.

  • Monitor the impact of field visit and adjust as required.

  • Keep responsible parties promptly and accurately informed of industry trends, product acceptance, new product release information and competitive activities.

  • Develop rapport with an ever increasing number of key customers.

  • Plan, coordinate and participate in customer gatherings directly related to increasing sales.

  • Represent the company at all conventions and key customer gatherings in a manner consistent with policy and procedure.

  • Foster a culture of cooperation and team work among the sales managers, account executives and the sales associates in the Region.

  • Foster a culture of cooperation and team work between field sales personnel and support staff and management.

  • Act as a liaison, as needed, in communications with manufacturers, managers and/or medical consultants at medical instrument and device companies represented by VQ OrthoCare, including tracking performance of the Region and its’ components against the manufacturer’s goals.

  • Display integrity, professionalism and ethical behavior in all endeavors representing the Company.

  • Maintain updated personnel and business records for the Region.

  • Provide timely and accurate required reports and field communication to the appropriate personnel.

  • Maintain updated plans and objectives for the Regional sales team as well as current progress reports toward the accomplishment of those plans.

  • Maintain copies of all written correspondence made on behalf of the company.

  • Review & submit expense reports and documentation for approval to management as required.

  • Maintain adequate tracking and controls for expenses and other budget items.

  • In collaboration with subordinates; the Regional Sales Director provides coordination and development of a quality assurance program for account executives and sales associates regarding the appropriate delivery of medical equipment, devices, and instrumentations.

  • Evaluates existing and potential new products or product lines for applicability and efficacy.

Competency:

  • Leadership Responsibilities: The Regional Sales Director will develop high performance teams directly and through subordinate management.  Lead and direct the regional sales management team and, indirectly, a team of sales professionals and additional support staff, as required. Represent the company in a professional and ethical manner within and outside the company

  • Sales Performance: To increase profitable sales within the assigned region while complying with the Corporate sales strategies, policies, procedures, philosophy, and mission statement for the purpose of achieving Corporate sales and profitability goals.

  • Business Management: To analyze, monitor and implement strategies to guide the business in the Region and its territories toward the achievement of the Corporate and sales goals.

  • Human Capital Management: To follow and support the company’s Human Resource policies and procedures in the operation of the region through direct interactions with subordinates.

  • Training: To ensure all members of the Region are provided with adequate training support in order to demonstrate continuous progress toward designated standards.

  • Field Visits: To provide support, training and coaching required to meet quota and other corporate standards and expectations in the short and long term.

  • Company Representation: To appropriately & ethically represent the company and initiate actions and/or communications which will best serve the interests of VQ OrthoCare.

  • Administration: To maintain the appropriate controls, data files and communication network in accordance with company policy and in order to manage the Region efficiently and effectively.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable otherwise qualified individuals with disabilities to perform the essential functions.   

Education/Experience:

  • Bachelor’s Degree from four-year College or University in a related field or an equivalent combination of education and experience.

  • Additional 5+ years directly related medical industry sales management experience or equivalent of education plus directly related education, training and experience

  • Specific knowledge of marketing orthopedic, surgical and/or rehabilitation products in the medical industry required.

  • Prior VQ OrthoCare experience a plus.

  • Must have experience and a demonstrated ability to manage all issues relating to an entity/division profit and loss statement.

PHYSICAL AND MENTAL DEMANDS:

  • Typically interacts with staff, peers, senior management and external customers

  • Ability to handle moderate to high stress

  • Regularly required to sit, stand, move about, stoop, bend, reach, finger and grasp and to move and/or lift up to 50 pounds

  • Regularly must see and read computer displays and reports, PDA displays & cell phone displays

  • Must regularly type and or enter data using computer keyboards.

PHYSICAL AND MENTAL DEMANDS:

  • No special certificates, licenses or registrations are required

Supervisory Responsibilities:

The RSD will develop high performance teams that falls under their supervision.  Lead and directs others.

 

Work Environment:

Reasonable accommodations may be provided in order to allow qualified individuals with disabilities to perform the essential duties and tasks.

The work environment varies between that of a typical office setting with controlled temperature and humidity and a typical automobile interior, traffic and noise associated with commuting, along with typical patient home environments for short durations. Ambient noise levels are consistent and generally low to moderate.

Job Title: Regional Sales Director-East

Job Code:  DIRRS

Reports To:  VP of Sales

FLSA Status:  Exempt

Department:  Sales

Location: Remote

CLICK HERE TO APPLY
This position focuses on territories East of the Mississippi, is this your area of interest?
Are you legally authorized to work in the United States?(Required)
VQ has a mandatory Covid Vaccination policy. Are you able to show proof of Covid Vaccination?(Required)
Do you have a Bachelor’s Degree from four-year College or University in a related field or an equivalent combination of education and experience?(Required)
Do you have specific knowledge of marketing orthopedic, surgical and/or rehabilitation products in the medical industry?(Required)
Have you had any prior experience with VQ OrthoCare?
Do you have experience and a demonstrated ability to manage all issues relating to an entity/division profit and loss statement?(Required)
Have you had experience selling DME, orthopedic bracing, supports, electrical stimulation, or rehabilitation products?

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