JOB DESCRIPTION FORM

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1 JOB DESCRIPTION FORM Position Title: FLSA Status: Job Grade: Date Approved by HR: Regional Sales Manager Non-Exempt OR Exempt (Circle One) 18 November 2010 Department & Cost Center: Sales # 612 Reports To: Location: Vice President of Sales United States, Northeast Region Field Based JOB PURPOSE: Provide quality service to Laerdal s internal and external customers in all assigned tasks, while upholding Laerdal Values at all times. This position is the leader of a selling Team comprised of Territory Representatives and Specialists. This leader is accountable for achieving the Regional sales and profitability goals. This role provides direction and leadership to the field Regional Staff while responsible for the customer satisfaction and market share within the Regional geography. DIMENSIONS: FINANCIAL: Responsible the Region achieving revenue and profitability quotas. STAFF: Direct Reports include all categories of Territory Representatives, BDM s, Educational Specialists with a dotted line to Field Service Engineers and Inside Sales Representatives. OTHERS: Responsible for the Region s forecasting and sales tracking. Accountable to complete performance appraisals for direct reports. PRINCIPAL ACCOUNTABILITIES: Accountable for maintaining a high level of engagement for team members and developing and enhancing their skills. Coaching and providing feedback in a positive manner Responsible for achieving the Region s revenue and profitability quotas for Laerdal products as they are sold into all customer segments within Region. Establishes an environment and foundation for future sales growth. Sells and teaches others how to sell value and solutions to Laerdal s customers. Complete Special projects as assigned. Ensure attention and growth in the key account segments through working in conjunction with the Corporate and Government Accounts team. Efficiently manage the region s Hospital, Professional Education, EMS, Government and distribution relationships. F Rev. B Page 1 of 3

2 MAIN TASKS: Drive team performance by coaching and providing clear expectations and ongoing feedback. Increase bench strength of team by providing development opportunities and encouraging learning and skill enhancement. Directs the selling activities within the Region, inclusive of resource deployment and customer interactions. Prioritizes effectively and in accordance with corporate objectives. Efficiently manages the region s Hospital, Professional Education, EMS, Government and Distribution relationships. Works in conjunction with the Corporate and Government Accounts team to ensure attention and growth in those segments. Leads the Sales Territory Representatives and Specialists, inclusive of managing performance, coaching, mentoring, hiring and career development Responsible for the regions forecasting, funnel development and sales tracking and management Responsible for developing regional annual business plan aligned with global marketing strategy and objectives. Strategic relationship management-maintain established relationships while developing additional key relationships with key opinion leaders in the industry. Management and support of Laerdal Center s of Educational Excellence Program partners in the SC Region. Sets the vision for the Region and develop and adhere to a business plan to attain this vision. Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability. Disseminate information to regional sales representatives, corporate marketing and sales operations. Lead the Sales Territory Representatives and Specialists, inclusive of managing performance, coaching, mentoring, hiring and career development. DELEGATED AUTHORITY: Decisions that can be made by the job holder (final say): Empowered to make decisions within the Region and on behalf of the Region, and authority to make cross functional decisions in partnership with peers of other functions. Maintain Laerdal Corporate Values, Quality Policy, and Code of Conduct Decisions that have to be made at a higher level: Approval rights: JOB CHALLENGE(S): Maintaining the ability to manage a complex team KNOWLEDGE AND EXPERIENCE: Bachelor's degree in life sciences or business (preferred) and three years sales management experience with medical disposable or capital equipment; OR, Associates Degree in above mention fields of study supported by 5 years of sales experience. Working knowledge of Healthcare, Medical education, Government and EMS market

3 segments within an assigned sales territory Computer literate with knowledge of word processing applications and Excel spreadsheets Knowledge of anatomy and physiology of cardiovascular system a plus Supervisory or management experience, preferably of a sales staff. Prior attendance at formal sales training courses. Licenses or Certifications: Must Complete CPR training on annual basis using Laerdal equipment and Learning Management System tools. COMPETENCIES: Ability to work through and influence people that are not direct reports Ability to develop teaming skills within team members Working knowledge of healthcare, medical education and EMS market segments within an assigned sales territory. Strong closing skills. Proven oral, written, telephone and presentation skills. Strong interpersonal and leadership skills. Ability to learn and retain product specific information and utilize to position the features and benefits to customers. Computer literate with knowledge of all Microsoft Office Applications especially Excel. Ability to engage in constructive problem solving, facilitating creative improvements, and inspire others. Demonstrated record of achievement in a prior sales position. Selects the best course of action based on analyzing all alternatives and implements solution informing all parties involved Exhibits the desire for personal and organizational improvement Approaches work with enthusiasm and energy WORK ENVIRONMENT: Work usually performed in an office setting (when not traveling) Working Hours: (Include start and end times of typical day) Hours may vary and will require evening and weekend work depending on business needs and will require working overtime. Tools and Equipment Used: Personal computer, copier, fax, phone, and other typical office equipment Physical Demands: Ability to lift and carry 90 pounds on a regular basis (demonstration samples). Digital dexterity and hand/eye coordination in operation of office equipment Ability to speak to and hear customers and/or other employees via phone or in person Body motor skills sufficient to enable incumbent to move from one office location to another Travel: Ability to travel as required up to 75% of the time. SIGN OFF JOB HOLDER: DATE:

4 MANAGER: DATE: NOTE: This document is an outline of the primary tasks assigned and may be changed at the discretion of management, formally or informally, either verbally or in writing. All team members are expected to assist Laerdal in achieving its goals even if such tasks are beyond the scope of this outline. The job description does not constitute an employment contract, implied or otherwise, other than an at will relationship and is subject to change by the employer as the needs of the employer and requirements of the job change

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