Regional Sales Manager - Medical Device Manufacturing

About the role

The Regional Sales Manager (SM) is responsible for the overall sales management, support, and guidance of Trelleborg Medical Solutions Sales Engineers (SE). The Sales Manager will plan, direct, and monitor the activities and performance of this team within the region to ensure the SEs promote and sell Trelleborg Medical Solutions' portfolio of solutions and services, achieving sales and profit targets. The RSM coordinates all regional sales activities, conducts sales meetings, and formulates sales and profit forecasts, while establishing and building relationships within key customers and prospective target accounts. As an integral part of the Business Unit leadership team, the SM assists in management and business reviews.

Responsibilities

• Attract, hire, develop, coach, retain, and lead a professional and well-organized team of Sales Engineers.
• Direct, coordinate, and motivate a team of Sales Engineers to attain sales and profit growth objectives.
• Establish and foster a positive, goal-driven work environment.
• Coordinate all sales activities within the region to gain market share and increase overall profits as defined by each SE’s territory and account plans.
• Assist in developing the Trelleborg Medical Solutions Business Plan for the region, including Continuous Improvement targets.
• Work closely with the TMS segment team and Marketing Department to develop and execute sales and marketing strategies.
• Conduct sales meetings and formulate sales and profit forecasts and budgets.
• Assist the TMS segment team in management reviews, business reviews, and business plans.
• Provide required business reporting documents in a timely manner, including Month End Reports, Key Performance Indicators, and Policy Deployment targets.
• Work with the TMS segment team and Marketing department to increase Trelleborg Brand Awareness and identify marketing needs and opportunities for the region.
• Make joint sales visits with SEs to coach them on building customer relationships, pursuing and qualifying new sales leads, driving customer satisfaction, and generating projects for sales growth (10+ sales visits per month with a mix of new and existing accounts).
• Assist and coach SEs in building customer relationships, assessing customer needs, recommending solutions, negotiating prices and delivery times, and winning sales orders to meet targets.
• Help SEs identify, research, and contact assigned growth customers to generate future sales and repeat business.
• Collaborate with the business development role to identify new emerging customers.
• Provide market feedback and intelligence for use by the TMS segment team and Marketing Department.
• Promote Trelleborg solutions and act as a total solution provider.
• Assist in establishing market selling prices and profit margins using market research and tools.
• Develop short- and long-term strategic sales plans for key territories and accounts using Sales Excellence Tools.
• Meet and review with the TMS segment team quarterly.
• Develop and implement procedures to ensure customer projects, quotations, and orders are processed efficiently and correctly.
• Represent the TMS segment team in cross-functional teams such as Sales Projects and Sales Excellence.
• Provide proactive communication, analysis, and problem-solving.
• Deliver innovative solutions and continuous improvements.
• Work with a sense of urgency, ensuring response times, flexibility, and accuracy.
• Maintain a professional attitude and appearance when dealing with customers.

Targets

• Achieve sales growth targets, striving for 10%+ year-over-year growth.
• Achieve profitability targets, striving for 10%+ year-over-year growth.
• Generate and convert projects for key target customers, managing project cycle and velocity.

The RSM position may also include general SE tasks and SE territory management.

Requirements

• 5+ years of work experience in sales (medical device manufacturing preferred).
• People management experience, including hiring, coaching, performance management, and employee development.
• Minimum of a 4-year college degree (Business or Technical Engineering preferred; MBA a plus).
• Strong technical aptitude; must be mechanically inclined.
• Ability to read and understand technical prints.
• Strong knowledge of business sales and marketing practices.
• Knowledge of rubber/plastic products is beneficial.
• Familiarity with ISO quality requirements is beneficial.

Skills

• Sales and marketing experience.
• Strong business sales and marketing strategies.
• Managerial, motivational, and administrative skills.
• Team player with collaborative skills.
• Affinity to coach and mentor a sales team.
• Excellent customer focus and understanding of total customer satisfaction.
• Technical aptitude and/or engineering experience.
• Ability to work independently as well as in a team environment.
• Excellent written and verbal communication skills.
• Strong people and relationship-building skills.
• Customer-driven with a positive, professional, can-do attitude.
• Strong organizational skills with the ability to multi-task, paying attention to detail and accuracy.
• Strong analytical, decision-making, and problem-solving skills.
• Strong math skills (addition, subtraction, margin calculations).
• Proven proficiency in Microsoft Word, Excel, and PowerPoint.
• Proven proficiency in business operational software (CRM, Oracle JDE, SAP).

Geography & Travel

The Sales Manager position is responsible for the Americas and may include a local SE geographic position. Travel requirements (including overnight travel) will be approximately 50% of the work time, including local, national, and international travel for customer visits, business meetings, and trainings.

Benefits

• Competitive compensation plus bonus opportunities.
• Generous benefits package including health, dental, vision, STD, LTD, life insurance, 401k, paid time off, and tuition reimbursement.
• Clean, climate-controlled work environment.
• Opportunity to impact the production of life-saving devices.
• Growth and advancement opportunities within a global company that promotes from within.

Pay

Base salary range: $145,000–$175,000 annually. Actual compensation will be determined based on skills, experience, qualifications, and geographic location.