Regional Sales Manager - Rhythm Management - WA

Hiring Manager: Timothy R Jackson
Recruiter: Aislinn Roche

ABOUT THE ROLE

The Regional Sales Manager (RSM) - Rhythm Management (RM) leads the clinical and commercial Cardiac Rhythm Management (CRM) and Electrophysiology (EP) business in WA.  The successful RSM will deploy a combination of people leadership, commercial strategy, clinical acumen and customer relationship management skills to lead a talented team of clinical and commercial professionals in driving RM business growth.   The RSM collaborates with the broader RM team to locally develop and deploy commercial strategies to maximize customer satisfaction while driving business growth and profitability.

Critically, the RSM is responsible for recruiting, leading, coaching and developing the commercial team – sales and clinical - to achieve business targets and optimal patient outcomes across the CRM and EP businesses.  The RSM - RM leads their team across CRM and EP in focused synergistic commercial strategies, business planning, resource development and succession planning, and delivering best in class clinical support across WA.    

This RSM-RM WA role is based in Perth and reports to the Business Unit Director – Rhythm Management – ANZ, with dotted line reporting to the National Sales Manager - EP.  The RSM-RM will sit on the ANZ RM Leadership team contributing to the strategy, planning, and development of the broader RM team nation-wide across ANZ.

WHAT WILL YOU BE RESPONSIBLE FOR?

• People Development:  Responsible for developing and supporting a high performing team and facilitating a positive winning spirit and collaborative culture.  Spends time in the field with team members and proactively coaches where required by providing constructive feedback; ensures team receive ongoing regular feedback, training and help in identifying, supporting and achieving agreed development objectives. 
• Business Development: Monitors sales performance, initiating change as required, preparing reports and analysis; integrates territory plans and account profiles into a broader regional plan and coaches sales team accordingly, prepares sales forecasts and participates in the determination of market potential; spends time with team members to ensure effective territory management and account targeting.
• Sales Execution: Conducts regular sales reviews with their team, the EP NSM, other RSMs within RM and the Business Unit Director; adjusts strategies in accordance with requirements; identifies sales forecast gaps and develops mitigation strategies; identifies & recommends promotion programs and materials to help support the sales plan & strategy; actively supports divisional selling initiatives by proactively assisting in sales training, coordinating clinical training and influencing their team.
• Building and Maintaining Relationships: Builds and maintains strong relationships and understanding of the customer including key upcoming customers (fellows); maintains contact with major accounts and other key stakeholders seeking to identify and leverage opportunities; supports key customers with education forums; attends and participates in customer, company and industry sponsored events and meetings; develops and maintain relationships with functional areas.
• Collaboration:  Deliver verbal and written information; work with your team to achieve collective goals; foster cross functional and cross divisional partnerships between customers and stakeholders (eg. Rhythm Management, ANZ and BSC regional and global) to work productively and achieve outcomes; collaborate to develop solutions and improve processes and procedures; cultivate a collaborative environment that reflects our values and positively impacts engagement. 
• Product & Clinical Acumen: Maintains an understanding of the RM product portfolio and can compellingly differentiate each product line against competitor products. Develops and maintains a depth of relevant clinical knowledge through published literature, conference addresses, formal training and local clinical expertise. Collaborates closely with RM marketing and education teams to keep themselves and their team up to date on the latest in product and therapy advancements and associated key messages.

KEY COMPETENCIES REQUIRED FOR SUCCESS

People Development 

• Attracts, develops, manages and retains talent.  Holds self and others accountable for making continuous progress against development objectives. 
• Builds and develops an engaged team and creates a culture of respect and accountability.  Creates a sense of energy, excitement and personal commitment to the organisation through empowerment and recognition.

Strategic Thinking

• Maintains a long term, big picture view of the business. 
• Aligns the vision, mission, and values of the organization. 
• Shapes, develops, and aligns the strategies of the organization to capture emerging trends, address competitive threats, meet market needs, provide value to the consumer, and enhance business value.
• Aligns personal and workgroup activities to the organization’s strategic goals.

Functional and technical knowledge 

• Stays up to date in area of expertise and demonstrates use of that knowledge to successfully achieve goals and objective

Collaboration & Communication

• Models and promotes collaboration and works effectively with others to achieve goals.  Involves others, where appropriate, in decision making.
• Creates an environment which promotes honest and open communication and information sharing amongst the team.  Listens actively and encourages expression of ideas.

Customer Focus

• Designs and delivers strategies that place customers at the center of business decisions. 
• Consistently identifies current and future customer needs and ensures the effective delivery of high quality and value-added solutions, products, and services that meet or exceed customer expectations.

Relationship Building & Influence

• Builds and maintains effective external as well as internal networks that add value in achieving work related goals.
• Skilled in building rapport with a wide variety of individuals.
• Influences and motivates others.  Wins support and acceptance for proposed changes and ideas through consideration of key stakeholder needs.  

Planning & Execution

• Sets plans with clear deliverables, milestones and accountabilities, aligned with the division.
• Has a results-oriented mindset; creates a sense of urgency and ownership amongst team to achieve goals. 

EXPERIENCE REQUIRED:

• Medical device industry experience
• Experience developing sales and business strategy and demonstrated commercial track record of success.
• Commercial and sales leadership success in Rhythm Management (preferred)
• Experience leading commercial teams, including mentoring and coaching others 
• Experience developing a collaborative team environment that displays core values
• Experience in Electrophysiology and/or Cardiac Rhythm Management (preferred), coupled with an aptitude for acquiring additional technical and clinical knowledge (required)
• Previous marketing exposure or experience (preferred)
• Tertiary qualification in life sciences or business management (preferred).
• Ability to undertake regular travel

Requisition ID: 594452