Region Manager, Southeast

Job purpose

The Region Sales Manager is responsible for directing, managing, and leading all activities
within a sales region to achieve BDI sales objectives. This role is also responsible for hiring, coaching, and managing a team of Sales Representatives. The Region Manager will drive organizational efforts of change management in CRM, supporting its full use ensuring that sales enablement initiatives are practiced effectively; this includes, but is not limited to value analytic tools supporting Bracco One and novel go-to-market strategies which merge
digital outreach and advanced analytics with account level insights.

Essential Activities, Duties, Tasks and Responsibilities

Strategy Development: Create the strategy for the region that reflect the evolving market dynamics, including talent requirements. Anticipate new client demands, competitive
positioning and growth opportunities. Maintain the image of Bracco Diagnostics
as an industry leader.  

Market Execution: Plan, organize and direct the region sales organization to ensure that the sales objectives are met or exceeded on a consistent basis.

Commercial Operations: Drive continuous improvements in sales-related business processes and analytics. This role will be critical to lead company-wide decisions regarding CRM improvements (SFDC), tools (account planning), and infrastructure to implement and run effective sales management processes.

Building of Relationships: Build strong internal ties with the executive leadership team, marketing, finance, legal, medical, and field sales organization. Identify, establish, and nurture trust relationships with decision makers for the diagnostic imaging market
within the zone. Ensure all representatives are adequately trained and prepared to promote the entire product portfolio, including MR contrast, Lumason, Informatics and Device products.

Team Development: Assess, develop, and motivate the sales organization within the region. Make selective talent upgrades as needed to develop world-class, high-functioning
organization. Manage and execute a performance management process aligned with
company standards to drive consistent evaluations of sales members including peer reviews of scorecards and multiple level involvement to drive dependable performance.

Supervisory Responsibilities

Direct Reports: Contrast Representatives and Lumason Account Managers

Professional Experience  

• A minimum of 6 years overall experience with 4 of those years focused on medical sales, marketing and sales training

• Proven track record of meeting and exceeding sales and organizational goals

• Knowledge of adverse market conditions and able to adjust strategies to reflect the demands

• Business management skills and the ability to produce & maintain project schedules & budgets is required

• Ability to collaborate and interface well with peers, leadership and cross functional associates

• Organizational skills and the ability to generate all required reports & record keeping systems required

• Ability to quickly interpret complex business issues and provide recommended course of action is required

Education

Four-year College Degree in health sciences or business, or BA/BS required in a related field

Professional knowledge (Core Competencies focused on technical skills). 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Inspirational Leadership – Inspires others to high standards of performance through communicating and energizing others with a compelling vision

• Judgement & Decision Quality - Demonstrates sound judgement and decision quality amid complex situations

• Industry Knowledge & Business Acumen - Possesses an industry and company-specific business acumen and taps into collective business knowledge, as needed, to drive sound and timely decisions and to solve complex business issues

• Knowledge Transfer - Creates opportunities to transfer knowledge and information across people and systems to enable effective execution, business continuity, and to minimize risk

• Predictive Change Management - Continuously monitors for trends, challenges and opportunities and modulates their impact on the business to help manage risk and maximize opportunities.

• Financial Acumen & Data Savvy – Demonstrates Financial Acumen and Data Savvy and uses internal and external data points and financial indicators to update current strategic roadmaps and to actively prepare for various business opportunities and threats.

• Customer Focus -- Anticipates, monitors and manages the needs of internal/external customers by building stable strategic relationships, market knowledge, and by keeping finger on the pulse of customer needs.

Managerial Skills (Core Competencies focused on managerial skills). 

• Collaboration & Impact - Promotes and drives cross-functional collaboration and deepens strategic relationships between internal functions and external customers/ stakeholders to realize synergies and maximize impact.
• Adaptive Communication Style - Is comfortable switching to ‘coaching      mode’, as needed. Listens actively, asks good questions, and provides constructive feedback on team’s performance
• Developing Workforce & Talent Pipeline - Develops self and others though constructive and respectful communication, coaching and feedback, stretch assignments and training, to sustain high performance and a pipeline of ‘ready now’ leaders.
• High Performance Culture -- Effectively rewards high performance and culture-positive behaviors and manages poor performance and behavior in a timely and effective manner.

 Core Relationships

External Relationships include:

Cardiologists

Echocardiology
Directors and Sonographers

Radiologists

Department Administrators

Nurses

CT and MR Technologists

Purchasing Managers

Pharmacy

MRI Directors

Internal Relationships include:

Executive Leadership Team

Corporate and Key Account Management

Marketing – clarification of initiatives, marketing support tools

Legal – contract review

GM&RA – clinical leadership

Finance

Information Systems – program production, computer issues, technical sales tool questions

Operations

Human Resources (Business Partner)

Physical Demands:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  

Domestic travel is required. Must be a licensed driver and able to drive a car without restrictions.

Work Environment:  The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The majority of time will be spent on customer facing activities with an average of 60% domestic travel is essential, including overnight stays.