Eastern Business Manager – Healthcare

  • Full-Time
  • Anywhere

Website MoreauGrant Consulting Inc

Reporting to the Director of Sales, the Regional Business Manager (RBM) is responsible for growing product sales to new and existing customers through the sales efforts of a sales team assigned to a specific geographic territory. The RBM will manage Sales Representatives (Territory Managers and Customer Experience Representatives) to achieve budgeted sales, field service support, franchise quotas and expense objectives within defined geographical regions and plan, organize, and implement sales programs for the area. In addition, they will oversee handling or may directly handle key accounts and key opinion leaders within their region.

Primary Responsibilities/Main Tasks:

  • Expected to be in the field with your team approximately four days/week, driving a solid customer experience and sales growth with our customers
  • Develop and own the execution of your annual Regional plan that encompasses the strategy and key tactics required to meet your goals successfully.
  • Embrace taking a leadership role in managing high-impact deals to closure
  • Bring your passion for business and healthcare to your approach in hiring, training, developing, mentoring and motivating your team to successful outcomes within the assigned region
  • Ensure a customer-centric approach is being taken by all team members within their region by focusing on developing a deep understanding of customer needs
  • Support Territory Managers (TMs) and Customer Experience Representatives (CXRs) to achieve success, e.g., account relationship development, orders, conversions, expansions, reorders
  • Develop and execute monthly and quarterly developmental targets for TMs and CXRs
  • Actively involved in the creation of and review of final copies of RFP’s before submission to the client
  • Participate in product presentations, customer meetings, and/or regional clinical meetings
  • Track activities and submit reports on sales activities accurately and on time within CRM system
  • Manage forecast and probability within CRM system – Weekly review and updates
  • Develop selling opportunities in high-impact accounts and engage resources as appropriate to convert opportunities into sales (i.e. President, Sales team, Marketing, etc.)
  • Meet product category sales developed as targets spread across the product portfolio.
  • Drive activities to increase Service sales and improve overall contract management
  • Analyze sales results to determine sales strategy and inventory requirements.
  • Take a leadership role at national trade shows, DDW, ACG, regional trade shows, and large society meetings.

Qualifications – Education, Experience, Skills and Expertise

  • Fully bilingual (French/English) communication skills (both oral and written) are a must
  • Bachelor’s degree in Business, Science, or a related field
  • Minimum 7 years of relevant experience in medical sales or clinical support; minimum of 3 years with a team of direct reports
  • Knowledge of the medical device industry and familiarity with a variety of the field’s concepts, practices, and procedures
  • Practical and clear communication skills
  • Proven success in managing a sales territory and selling to all levels of an organization
  • Ability to forecast with accuracy
  • Possesses the ability to interact with and influence physicians and hospital administration
  • Possesses the ability to train and coach sales team members in a variety of roles
  • Credibility with key opinion leaders and vital administrative stakeholders
  • Ability to interact with the management team, including marketing managers, finance, operations, human resources and General Manager
  • Comfortable with the clinical demonstration process and understands how to move customers through the selling process. Able to identify pain points, enemies, allies, and stall points in all selling situations (clinically and administratively).
  • Advanced understanding of technical components of the equipment as well as competitive equipment
  • Ability to travel within territory regularly, which will include frequent overnight and some weekend travel; ability to travel within Canada and the US occasionally


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