Regional Manager - Airway (North Central-IL/WI/MN/IA)

About the role

Join a rapidly growing, industry-leading global medical device company focused on airway management and single-use bronchoscopy devices. We empower healthcare professionals to better serve their patients through innovative products that provide insights to optimize patient care. Our approach centers on simplicity, increasing the velocity of patient care, and improving and extending patients’ lives.

This role will contribute to two key product lines:

• GlideScope®: The first video laryngoscope, now the global market leader with a broad range of visualization systems, single-use and reusable blades, stylets, stats, and video batons.
• BFlex™: Single-use bronchoscopes introduced in 2019, offering the convenience of single-use tools with the performance of reusable bronchoscopes. Paired with GlideScope, BFlex delivers the industry’s first total airway solution.

Responsibilities

• Leadership: Build and lead a high-performing sales team aligned with Verathon’s core values. Attract, onboard, and develop top talent, focusing on engagement and career growth. Provide regular coaching on sales skills and strategies, and conduct ride-alongs with Territory Managers to offer constructive feedback.
• Sales Strategy: Guide Territory Managers in crafting solutions that meet customer needs while maximizing revenue and profitability. Develop a strategy for Clinical Specialists to collaborate with their teams, enhance clinical acumen, and drive BFlex (single-use bronchoscope) revenue.
• Business Management: Utilize Salesforce.com daily to manage regional pipeline, forecast, and opportunities to exceed quota and achieve double-digit sales growth. Develop, negotiate, and manage local IDN agreements for sustainable, long-term growth. Ensure adherence to sales processes, policies, and FDA/GMP/ISO regulations. Create an annual business plan with target account goals for each territory, aligning with revenue, unit, and profit budgets.
• Market Insight: Evaluate regional market opportunities and prioritize them with Territory Managers. Understand key customers, their demand drivers, business models, financial status, and relationships with GPOs/IDNs.
• Revenue Growth: Drive year-over-year growth in sales revenue and profitability within the defined region.

Requirements

• Bachelor’s degree required; MBA preferred.
• Minimum of 5 years of B2B outside sales experience.
• Minimum of 2 years of demonstrated leadership experience.
• Able to meet vendor credentialing requirements for all healthcare systems (including Covid-19 vaccine).
• Must be able to lift up to 100 pounds and carry up to 25 pounds.
• Must reside within the region; Chicago, Wisconsin, or Minnesota are preferred.
• Overnight travel required: 5-6 nights per month on average, plus travel for annual sales meetings, regional meetings, and in-person training.

Qualifications

• Driven: Proven track record of consistent sales excellence, including year-over-year revenue and profitability growth and exceeding assigned quotas.
• Leadership: Demonstrated ability to assess, coach, and develop sales talent.
• Business Management: Ability to quickly learn product knowledge, services, market applications, policies, and procedures. Skilled in business communications, sales presentations, and influencing. Proven analytical skills in forecasting and pipeline management.
• Passion for Improving Patient Lives: Passion for medical technology to improve and save patient lives. Ability to leverage clinical acumen to build rapport and influence decision-making.

Pay

Estimated total compensation: $143,000 - $291,000 per year. This range reflects total compensation, including base salary plus variable compensation (commission). Base salary is determined by relevant skills, experience, and geographic location; it is not typical to be hired at or above the top of the range. Variable compensation is calculated at 70% of base salary, based on 100% quota attainment. Actual commission earned may vary based on individual performance against quota. For new hires starting after January 1, variable compensation will be prorated based on start date and assigned quota.

Benefits

• Competitive benefits package including medical, dental, vision, and basic life insurance.
• Auto allowance and a 401(k) matching plan.
• Professional development programs, internal promotions, certification courses, and tuition reimbursement.
• Team appreciation events, team-building activities, and a culture centered on employee engagement.