Regional Sales Manager

Why Merit?

At Merit Medical, our mission is to create innovative medical devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

SUMMARY OF DUTIES

We are seeking a dynamic and driven Regional Sales Manager for the Germany South region. The successful candidate will play a crucial role in expanding our market presence and driving sales growth within the region.
The RSM hires, motivates, coaches and develops Territory Managers and provides training and feedback to understand and meet the needs of existing and potential clients. In addition, the RSM monitors individual and team progress in achieving sales goals.
This position is integral to our strategic initiatives in Germany, focusing on achieving and surpassing sales targets, building a successful sales team, and enhancing gross margins and net profits. The ideal candidate will possess a proven track record in sales team management, exceptional communication and people management skills, and the ability to work collaboratively with various departments to support our business development goals.

PRIMARY DUTIES AND RESPONSIBILITIES

•    Evaluates and hires territory managers and trains them on meeting customer needs, and understanding company products and sales methods.
•    Works with territory managers in their territories to:

• Develop their skills in making sales presentations by providing immediate feedback.
• Provide suggestions and direction for changes in activity to improve productivity.
• Follow-up on training previously provided.
• Answer questions about product or sales problems and policy areas that may be perceived as unclear.
• Provide information about changes in products or pricing.

Assist TMs to plan and manage their own work in ways consistent with effective time management principles.
•    Handles questions from TMs and clients about pricing, defective products, or product replacement.
•    Reports on the individual progress of TMs in achieving their individual and corporate sales goals.
•    Develops marketing strategies and assists TMs to understand and implement these strategies in working with existing and potential customers.
•    Reviews individual and regional reports and uses these reports to monitor performance in achieving sales volume and profitability goals.
•    Provides coordination and feedback to manufacturing, marketing and other departments to resolve problems about product quality or company processes.
•    Prepares performance and sales reports for management and sales representatives.
•    Monitors customer satisfaction with Merit products and shares information with sales staff and other departments to identify opportunities to improve products, resolve or prevent the recurrence of problems, and increase overall customer satisfaction.
•    Monitors product competition and market share and uses this information in evaluating overall sales performance.

SUMMARY OF MINIMUM QUALIFICATIONS

•    Education equivalent to a Bachelors Degree in Business, with extensive course work in marketing.
•    A minimum of four years experience as a sales manager overseeing a successful sales force, preferably in the medical device industry.
•    Excellent understanding of sales techniques and customer service principles and the ability to assist others in applying these principles.
•    Ability to evaluate sales presentation effectiveness, especially as it relates to building rapport and customer confidence, and to assist TMs to improve their presentations to communicate more effectively with customers.
•    A thorough understanding of management principles and the ability to select, develop, and manage a sales team.
•    Ability to understand the factors that affect long-term profitability and to work effectively with others in a team setting to optimize those factors in the sale of medical products.
•    Willingness to work long hours and travel frequently to meet customer's needs.
•    Demonstrated knowledge of the medical devices business and the ability to work with manufacturing and marketing staff to make improvements in products and methods.
•    Tactfulness and skill in working with a broad variety of individuals in an international environment, and the ability to earn their trust and support in working toward mutual goals.
•    Excellent record keeping and reporting skills, including the ability to communicate key highlights orally and in writing.
•    Demonstrated computer skills preferably spreadsheets, database and other applicable software programs

COMPETENCIES

•    Hiring/training/coaching
•    Sales skill development
•    Sales progress and performance reporting
•    Marketing strategy development
•    Problem solving
•    Customer satisfaction monitoring
 

POSITION IN THE ORGANISATION

Department: Merit Medical Germany and EMEA

Reporting to: Regional VP DECH

We are Global

Founded in 1987, Merit Medical Systems, Inc. is a leading manufacturer and marketer of proprietary disposable medical devices used in interventional, diagnostic and therapeutic procedures, particularly in cardiology, radiology, oncology, critical care and endoscopy. Merit serves client hospitals worldwide with an international sales force and clinical support team totalling in excess of 500 individuals. Merit employs approximately 6,300 people worldwide.

Merit Medical EMEA currently has over 300 employees, spread over more than 20 countries in the EMEA region.

Merit Maastricht (The Netherlands) is the European Headquarters and Distribution Center of Excellence. Much of Merit Medical’s world-class customer service happens here along with our excellent physician training courses. More than 100 employees work at this growing Merit campus and enjoy many benefits, such as flexible working hours and competitive salaries as well as learning opportunities and internships.

Culture

A supportive and collaborative environment make Merit Medical a friendly, enjoyable place to work. We are proud of our energetic and dynamic culture. Diversity & Inclusion is evident here with a 50/50 ratio of male and female employees and more than 30 nationalities. We value every employee as an individual.

To see more on our culture, go to www.merit.com/careers.