About the position
A well known medical device / surgical supplier is looking for a Regional Sales Manager for their surgical team. The territory is Gauteng and KZN. Experience with laparoscopic, energy devices, stapling, surgical haemostats or electro surgery is required.
A Regional Sales Manager’s (RSM) is responsible for growing, supervising and organizing a sales team. The RSM oversees managing organisational sales by developing business plans, meeting planned goals and coordinating with marketing to achieve these goals. The RSM will also be tasked with overseeing the activities and performances of the sales team by tracking sales goals, setting, meeting and exceeding sales targets and facilitate the ongoing training of the salespeople. It is especially important to note that the RSM is responsible for the total budget for their area but must coach the team in reaching their individual budgets. It is especially important to provide leadership towards the achievement of maximum profitability and growth in line with company vision and values.
The RSM must focus on the importance of excellent communication and presentation skills and self-motivation.
The RSM reports directly to the Sales Director (SD)
General Qualification, Experience and Skills Required
Degree or Tertiary Diploma in a related field
5 - 7 Years surgical / medical device sales experience and 2 years as a RSM
Experience with laparoscopic, energy devices, stapling, surgical haemostats or electro surgery is required.
Medical / Para-medical background advantageous
Practical experience regarding hospital procurement systems and processes.
Code 8 driver’s licence
Travel away from home will include overnight stays
Conductor of company’s revenue engine
Create and nurture high performance teams that will lead them to achieve monthly targets and meet customer needs
Communication skills – Listen, speak last and transmit messages correctly to the sale team
Integrity and trust – Lead the sales team ethically and never ask salespeople to do anything immoral
Ability to build relationships with your peers
Empathy – understand sales team and customer viewpoint
Ability to unite your team – know what motivates them
Analytical skills – use reports available on system to spur sales meetings and use the funnel system to let reps take ownership of their opportunities in the pipeline
Manage time effectively and know when to prioritize
People manager:
Monitor, manage and oversee 3 Reps in Gauteng and 1 in KZN
Motivating and advising Sales Reps to improve their performance – recruit, build, train and nurture a team
Do not sell – enable the sales team and place onus on them
Achieve your objectives through effective planning, setting sales goals, analysing sales data on past performance and projecting future performance
Weekly planning, review and feedback sessions with salespeople and SD
Weekly rep activity with sales team and SD
Daily rep run-rate updates
Weekly forecasts – include marketing
Weekly funnel update – include marketing
Weekly co-travel reports to SD – Twice per week (All reps must be co-travelled per month. Minimum of 8 times in total for all reps and agents a minimum of 1 per quarter)
Monthly reports to SD – business health
Ensure the sales department works cross functionally with staff from other departments
Ensure all rep activities are met
Do not do yourself – teach sales team how to do it and use the correct selling behaviours and activities to meet their revenue objectives
Co-travel – coach salespeople to ensure that they grow and enhance their performance within the company
Ensure sales and marketing plans are implemented with the salespeople
Continuously evaluate salespeople
Perform ongoing evaluation of individual and team performance and recommend action plans for improvement when under – performance is identified – Performance Improvement Plan (PIP) Management
Demonstrate sound planning of personal and team activities and focus that will result in achieving sales and marketing objectives.
Effectively manage staff against HR policies and procedures
Identify training needs
Complete quarterly and annual performance reviews for all sales staff in the territory
Customer manager:
Strategically foster engagement
Maintain a deep understanding of customer needs and monitor their activity
Resolve escalated customer issues and customer complaints regarding sales and service
Connect the company with customers and salespeople in the field
Build high level clinical support at hospitals
Develop initial contact with hospital executive leadership team
Assess customer needs and feedback regarding existing and new products
Business manager
Steer the business – achieve and exceed budget for the year
Determine and assign sales quotas, targets
and goals. Project and forecast annual and quarterly revenue for your salespeople’s territories.
Track sales team metrics and share them with company leadership during review sessions
Analyse sales data on sales results and develop plans to address performance gaps
Collaborate with marketing to develop lead generation sales and marketing plans
Prepare and give budgets
Control and approve expenses
Monitor competition, economic indicators and industry trends
Advance own professional and technical knowledge – attend workshops, educational training and participate with professional societies
1 day per week for business development
Weekly sales team meeting – including one on ones
Weekly report meeting with SD & PM
Monthly sales review with SD & PM
Quarterly review with senior management
Attend all needed meetings where needed
Coastal travel – prepare, submit and present quarterly goals, projects and numbers.
Demonstrate consistent preparedness to take personal accountability for personal and team outputs and performance
Effectively manage personal workload with appropriate delegation and good time – management skills
Record and drive new business sales goals in territory and sectors.
Record and drive focus products
Maintain and grow current market share
Completed punctually and accurately within given deadlines – e.g. planners, reports, leave forms, expense claims, tea-rooms, travel and accommodation, workshop costs etc.
Complete, collate, always submit and store accurate all business information to be stored on the management drive.
Assist with tender completion when needed
Be a brand ambassador and always reflect company values
Proactively pursue new business and sales opportunities
Always follow company policy
Meet and exceed KPIs and sales targets and per KPI template and sales budgets signed off
Monthly sales report is due on the first day of the new month
Consolidated weekly rep activity report due at the COB every Friday
Desired Skills:
- hospital sales
- RSM
- medical sales
- regional sales
- surgical sales
- haemostats
- laproscopic
Employer & Job Benefits:
- Basic salary
- car allowance
- petrol
- medical aid
- provident fund
- commission
