RS Medical
  • 29-Nov-2017 to 28-Dec-2017 (PST)
  • Sales - Field
  • Charlette, NC, USA
  • 90k - 110k DOE plus bonus
  • Base + Commission
  • Full Time

Medical, dental, vision, 401(k) voluntary benefits

Position Summary 

The Regional Sales Manager recruits, trains and manages RS Medicals field Sales Representatives, i.e. Account Managers, Account Specialists, Account Associates and Area Representatives within a region.  Provides management to all required reports and supportive information regarding competitors, payors and physician organizations that may affect RS Medical within the region. Assists in the development of programs and policies related to the field sales organization.  Displays positive leadership qualities to all RS Medical employees and customers.

Key Responsibilities 

  • Coach: For assigned Sales Representatives:
    • Comprehensive implementation of RS Medicals Customer Relationship Manager (CRM).
    • Comprehensive planning for each assigned account.
    • Identification of effective call points.
    • Establish coverage criteria for each assigned account.
    • Develop specific diagnosis to referral criteria for each assigned provider.
    • Perform Pre-call plan for each critical account call.
    • Perform Post-call recap for each critical account call.
    • Schedule with Sales Representative for Field Visits on major leveraged sales opportunities.
    • Performs 360-degree reviews:
      • Monthly for underperforming and immature Sales Representatives.
      • Quarterly for all other Sales Representatives.
    • Travel: For key meetings and closing calls.
      • 60% travel requirement.
      • All field sales calls require comprehensive notes with related accounts and contacts.
      • All trips must have comprehensive trip report.
    • Manages direct reports within a region.  Assigns and allocates work, sets priorities and deadlines.  Resolves personnel issues and guides and advises personnel in the performance of their work. Completes performance evaluations and makes recommendations on wages and promotions.
    • Determines markets to be filled and obtain approval from the VP of Sales.
    • Assists in recruiting of new and replacement Sales Representatives in coordination with the VP of Sales as defined by the national revenue forecast.
      • Receives and scores candidate applications, conducts telephone and face-to-face interviews of candidates; determines which candidates will attend final round of interviews.  Attends and fully participates in-group final interviews and performs reference checks. 
      • Follows approved recruitment and selection process for filling open positions in coordination with the VP of Sales.
    • Supports and contributes positively to the Companys learning and development training and education process.
    • Identifies specialized training needs of Sales Representatives in the region and forwards these needs to the VP of Sales.
    • Attends National, Regional and local medical conferences as directed by the VP of Sales.  Attends RS Medical national and regional meetings.
    • Calls on payors within region as coordinated with the VP of Sales.
    • Tracks and manages Sales Representative activity as required. 
    • Controls expenses per company policy and Project Compliance to help insure that Sales Representatives are using the information systems available on the intranet site.
    • Daily checks e-mails and voicemails.
    • To assist and provide input into the development of policies and procedures of the company as needed by participating in program development, policy development, meeting planning, and product planning meetings.
    • Submits monthly reports and information as requested and/or required.
    • Performs other related duties as assigned.

Experience / Qualifications

  • College degree or equivalent with a minimum of three years direct sales management experience.
  • Experience with sales of surgical equipment and/or prescribed products to physicians.
  • Have sales personnel training expertise.
  • Extensive business travel experience.
  • Knowledge of electrotherapy products is an advantage.
  • Must be a positive, forward-thinking individual that possess the ability to work as part of an effective team, who thinks about the best interests of the company, can demonstrate a superior work ethic, understands and demonstrates leadership and is results oriented.
  • Valid Drivers license with current automobile insurance.

Physical Requirements

General office environment that will include frequent or continuous periods of talking, sitting, fingering, repetitive motions of the hands/wrists, reaching, grasping and handling.  This position also requires occasional bending, squatting, standing, and walking. Pushing, pulling lifting and carrying of up to 10 lbs. is required on an occasional basis. Good general vision and hearing are needed.



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