ESSENTIAL DUTIES AND RESPONSIBILITIES
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Assess sales potential and set sales quotas for each territory within the region on a monthly, quarterly, annual, and product basis.
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Establish and implement a written plan to achieve monthly, quarterly and annual sales and product quotas and execute with subordinates.
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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.
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Provide guidance, assistance and remove obstacles to allow members of the regional sales team to ensure sales goals are achieved.
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Allocate time to activities in proportion to impact on revenue quota achievement.
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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.
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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.
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Review and implement the annual subordinates Business plans making changes as needed and hold subordinates accountable to the plan.
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Identify strengths, opportunities, weaknesses, and threats (SWOT analysis) for the Region and its components.
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Determine specific objectives which will lead to the accomplishment of the sales plan for the Region on a monthly, quarterly and annual basis.
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Identify core strategies and tactics to accomplish the priority objectives.
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Identify, detail and submit timely recommended budgets for approval.
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Determine contingency plans for strategies which are based upon high-risk assumptions.
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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.
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Manage the Regional activities within the confines of the plan.
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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.
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Keep abreast of the legislative changes that affect the company’s business and recommend and enforce resultant modifications to strategies and plans.
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Monitor and approve business expenses to maximize efficiency and utilization while complying with the company’s governance, compliance plan, policies and procedures.
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Provide written and oral reports to management on a monthly, quarterly, annual and as needed basis with detailed analysis.
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Discuss goals and job expectations with subordinates and provide written job descriptions to these managers and the Human Resource department.
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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.
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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.
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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.
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Maintain effective working relationships with superiors and subordinates.
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Communicate in a timely and accurate manner using the appropriate media to achieve specific objectives.
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Establish a succession plan for the Region and manage the development plans and performance of the personnel within the plan.
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Assess & Monitor training needs of the sales team and ensure training and development goals are within their reach.
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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.
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Direct the implementation of creative and effective approaches for the training and development of the sales team.
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Ensure that subordinates complete training with current manufacturers and/or VQ OrthoCare product & service training programs within 90 days of assuming the position.
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Support Company approved self-development programs of subordinates.
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Evaluate and implement programs to utilize the VQ Surgical Lab for the purpose of presentations and training.
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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
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Meet monthly with each subordinate to track and review performance against goals and strategy.
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Clearly communicate and support corporate programs and policies.
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Incorporate pre-meeting and post-meeting communications to enhance the success of visits.
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Monitor the impact of field visit and adjust as required.
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Keep responsible parties promptly and accurately informed of industry trends, product acceptance, new product release information and competitive activities.
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Develop rapport with an ever increasing number of key customers.
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Plan, coordinate and participate in customer gatherings directly related to increasing sales.
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Represent the company at all conventions and key customer gatherings in a manner consistent with policy and procedure.
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Foster a culture of cooperation and team work among the sales managers, account executives and the sales associates in the Region.
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Foster a culture of cooperation and team work between field sales personnel and support staff and management.
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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.
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Display integrity, professionalism and ethical behavior in all endeavors representing the Company.
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Maintain updated personnel and business records for the Region.
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Provide timely and accurate required reports and field communication to the appropriate personnel.
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Maintain updated plans and objectives for the Regional sales team as well as current progress reports toward the accomplishment of those plans.
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Maintain copies of all written correspondence made on behalf of the company.
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Review & submit expense reports and documentation for approval to management as required.
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Maintain adequate tracking and controls for expenses and other budget items.
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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.
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Evaluates existing and potential new products or product lines for applicability and efficacy.