REGIONAL SALES MANAGER
Ethicon US, LLC, within the Johnson & Johnson Family of Companies, is recruiting for a Regional Sales Manager in Grand Rapids / Lansing, MI.
At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.com/.
The Regional Sales Manager (RSM) role is a sales leadership and account management role that will require clinical, business acuity and people development capabilities. The RSM is expected to enable a progressive shift to facility-level account management by developing and implementing an account plan for each facility. They will be responsible for identifying and fostering relationships with key stakeholders and decision makers across the facility. They will mobilize divisional resources to anticipate and respond to customer needs, problems, and opportunities at the facility level. The RSM leads the sales representatives to implement and execute sales demand strategies. They provide sales representatives with sufficient support, supervisory oversight, and customer engagement to achieve or exceed the division's sales forecasts. They are responsible for the coaching and career development of the sales representatives.
Additional job responsibilities include:
- Assure critical enablers are engaged effectively (i.e. people, process, programs, tools, and technology to meet customer needs).
- Manage and coordinate appropriate “Demand” and “Access” resources, tailored to specific facility level needs.
- Create a facility level cost-benefit analysis for deploying resources and prioritizing the opportunities.
- Leverage and collaborate across Ethicon US LLC for resources to meet facility needs.
- Examine contract issues, (i.e., tier change proposals) and based upon financial analysis, arrive at the best recommendation/decision for the customer and company.
- Apply business insight tools to identify facility specific growth opportunities.
- Manage a team of sales representatives and conduct periodic field visits to develop their selling skills. Coach sales representatives to achieve individual development plans.
- Recruit and hire to ensure that all territories are filled with the most qualified sales associates.
- Lead team to implement and drive the selling process in a concise, compliant, professional, ethical, and persuasive manner; leading the customer to action.
- Demonstrate the ability to handle customer product questions and objections in a manner that is consistent with sales training methodology; conduct sales presentations using current sales methods.
- Understand appropriate surgical use of products within defined surgical specialties, and coach sales representatives to target and segment customers accordingly.
- Conduct business and set the tone for the team or for others in accordance with the Business Conduct Policy, HCC, and other J&J policies and procedures.
- The RSM will also have excellent digital literacy with Microsoft Office and Apple applications.
