Manager, Regional Sales - Midwest (IV Therapy)

This role supports the Midwest region for the IV Therapy sales team. The ideal candidate will live in Chicago, Kansas City, St. Louis, or Minneapolis.

About the role

Leads and manages a team of sales professionals, providing direction and coaching for all field sales efforts within a specified geography. Ensures the successful attainment of all regional sales goals and manages an operating budget. Advances the professional development of field sales employees.

Responsibilities

• Achieve sales quota for Fresenius Kabi’s Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories, safety software, and Closed System Transfer Device System.
• Define and establish territory strategic sales direction.
• Prepare sales forecasts and implement tactical sales plans.
• Provide leadership, coaching, and motivation for the sales team.
• Set goals and priorities for the sales team members within the region.
• Work with sales team to develop, manage, advance, and close opportunities within a sales funnel.
• Monitor sales activities and results using available sales tools.
• Review and approve annual objectives, performance goals, and personal development plans for subordinates.
• Interview and hire all sales positions as needed.
• Ensure required training is completed for direct reports.
• Perform financial and trend analysis on sales data.
• Collaborate with other team members to create or suggest efficient territory alignments.
• Analyze competitors' programs and develop aggressive response strategies.
• Interface with other departments concerning sales data and trends.
• Monitor and evaluate territory adherence to expense and profitability guidelines.
• Prepare reports as requested by management.
• Support all computer-based sales reporting.
• Assist account managers with contract negotiations, pricing, and contract implementation.
• Attend corporate meetings that require sales input.
• Assist in the implementation/management of new accounts and travel outside of own territory when called upon to help manage corporate objectives.
• Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products.
• Communicate with team members to align sales efforts with Company and regional targets.
• Develop and maintain a high level of customer satisfaction.
• Approach each customer with a total account management perspective, leveraging resources appropriately, and accurately articulating the value proposition.
• Understand market dynamics and healthcare trends.
• Participate in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required; Master’s or advanced degree preferred.
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Minimum of 2 years’ experience managing or leading teams.
• Strong business acumen and excellent negotiation, communication, business planning, and sales strategy development traits.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred), and knowledge of other database concepts.
• Must have the ability to travel frequently—air/auto. Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography.
• Must have a valid driver’s license.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• Must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English.

Pay

Salary range: $125,000 - $150,000 per year. Eligible for the Sales Management plan ($16,500/quarter) and a company car. Final pay determinations will depend on various factors, including experience level, education, knowledge, skills, and abilities.

Benefits

• Medical, dental, and vision coverage.
• Life insurance and disability.
• 401K with company contribution.
• Wellness program.