Come join a team where People make the difference! As a part of Marmon Holdings, Inc., a highly decentralized organization, we rely heavily on people with the aptitude, attitude, and entrepreneurial spirit to drive our success, and we're committed to attracting and retaining top talent.
Job Scope
The Regional Business Director (RBD) achieves sales goals through the recruitment, training, and motivation of a world class sales channel within an assigned region. He or she implements targeted sales strategies which align distributor sales goals with Acumed’s strategic plan by Business Unit, partners with distributors to understand their business development activities and ensure their clear understanding of sales goals and selling practices; drives selling process and supports sales activity for major accounts. S/he provides monthly metrics on progress to goals and manages equipment/materials within assigned region in compliance with corporate policies and practices.
Duties/Responsibilities
Develop strategies to increase market share in a defined territory
Effectively demonstrate business management and sales leadership behaviors with selling entities
Locate, review, and analyze sales groups in order to hire those that best fit within Acumed’s growth and product distribution objectives.
Ensure the efficient use and deployment of inventory in the field in line with company policy and metrics
Achieve sales revenue and ASP targets by Business Unit product portfolio
Develop and maintain effective relationships with key surgeons and customers.
Manage pending order run rate effectively as a percentage of overall sales
In collaboration with the National Accounts Team engage in the contracting process for new and existing accounts
Work in partnership with the National Accounts Team to determine pricing structures for new and existing hospital accounts that align with the company’s ASP and profit goals
Conduct and capture regular formal business review discussions with each selling entity in the territory
Hold ISC/Direct selling entities accountable for their performance to quota, implementing corrective actions/measures where appropriate
Develop the strategic and tactical plan for each BU portfolio with each of the ISC/Direct model selling entities
Forecast sales revenue by selling entity on a monthly basis.
Identify key dates for contract renewals with ISCs and take the lead role in all contract discussions with sales partners
Must be able to travel (fly and drive) at least weekly.
Seek out and communicate to the Area Vice President any new strategic opportunities for the company.
Develop and maintain product line technical expertise.
Participate in conventions, professional exhibitions, and training courses to maintain company image.
Identify training needs for field sales teams and ensure those needs are met by engaging the relevant stakeholders internally
Participate in Sales Agency Sales Meetings.
Deliver The Acumed Mission and Values to the sales force.
Work with targeted hospitals and healthcare professionals to provide product research updates, innovations, and other key information.
Develop and manage effective relationships with new and existing sales groups.
Gather data on competitors and analyze market.
Report out when required by management on territory performance vs established KPIs
Qualifications
BA/BS in Business or related field required, master’s in business administration preferred.
10+ years of experience with Medical products or medical devices highly preferred with 5+ years in medical device sales management of independent agents/distributors and direct teams.
Solid understanding of region market and business practices
Strong interpersonal and relationship management skills, demonstrated ability to interact with other professionals to gather and disseminate information
Demonstrated ability to handle customer product questions and objections in a way that is consistent with sales training methodology
Ability to demonstrate proper surgical use of our product
Exceptional problem-solving skills
Ability to think strategically and to contribute to a team environment.
Knowledge of healthcare industry and trends
Understanding of business development principles involved in strategic planning, resource allocation, leadership techniques, and staff development preferred
Ability to work collaboratively and independently in a cross-functional and team-oriented environment.
Strong attention to detail, tolerance for time pressure deadlines and the ability to manage multiple priorities
Strong analytical skills and the ability to deliver results with multiple and complex projects
Benefits: Medical, Dental, and Vision insurance, 401k matching, + more.
Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.
We are an equal opportunity employer, and all applicants will be considered for employment without attention to their membership in any protected class. If you require any reasonable accommodation to complete your application or any part of the recruiting process, please email your request to careers@marmon.com, and please be sure to include the title and the location of the position for which you are applying.
About Us:
With more than 100 autonomous manufacturing and service businesses, Marmon Holdings, Inc. may be the biggest company you’ve never heard of. Part of Berkshire Hathaway Inc., Marmon is a global industrial organization comprising 11 diverse groups with 20,000-plus employees and $10 billion in annual revenue.
As leaders in every industry we serve, Marmon companies have earned a great degree of independence. And our people thrive on an entrepreneurial spirit. At the same time, our group structure gives every Marmon company access to the expertise of other Marmon companies serving the same or related markets and customers – all with the support of the entire Marmon organization.
Working together, we become something more than the sum of our parts. We become the most reliable solution provider for a broad range of industries and customers worldwide.
In every case, Marmon’s success is due to our people. People with talent, drive and high ethical standards. People who are following their passions and building their careers across Marmon.
Want to learn and perfect your craft? Want to sharpen your skills while helping to solve challenges for our customers and our world? Looking for a chance to grow within – or perhaps outside – your field? Find a Marmon company that matches your passion. And see what you can do with the support of a team that values your contribution.
Acumed is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with a disability.
