Cath Lab Regional Director

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life

This role is responsible for strategically leading, developing and implementing
strategies that will drive and grow revenue and profitability across the assigned
portfolio for the specified region. Manages, leads and coaches individuals to maximize
their success and development for sales and clinical team. Oversee sales strategies throughout the region, focusing on market growth/share/presence, while enhancing the customer experience.

A Day in the life:

• Plans, directs, and monitors the activities of a sales team within a specified region/district/geography to achieve established sales targets.
• Develops and/or implements business strategies for existing and potential accounts.
• Manages the day-to-day activities of a sales team in order to implement the organization’s overall sales strategy for an assigned region/district/geography.
• Develops and maintains strong relationships with all key account personnel and relevant functions in order to support selling, market development, service efforts and clinical programs.
• Identifies opportunities and develops new programs to meet the organization’s sales plans to increase market share.
• Assesses need for the addition of new selling programs and processes, conducts competitive analysis, and implements strategies.
• Coaches sales representatives on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
• Responsible for reporting complaints and Adverse Drug Reactions (ADR)
• Develops annual and strategic sales & clinical plans for the region to meet revenue, margin, profitability, and market penetration goals. Develops and manages sales forecasts and revenue plans.
• Lead and coach the sales & clinical team in the region to maximize their success and development.
• Partners with appropriate cross-functional partners such as inside sales, startright, marketing, education, customer service, technical support, finance, and human resources, and other operations groups to implement strategies and tactics to address issues and meet goals. 
• Hires, develops, and retains field personnel for the field Sales & Clinical organization. Provides ongoing coaching and feedback to direct management and support staff through field visits, observation, and measurement of results. Provides coaching and performance evaluations for direct staff and ensure these practices are implemented effectively throughout the organization. Effectively allocates resources to meet established short- and long-term goals. 
• Partners with the Education & Marketing functions to implement sales training & marketing program implementation initiatives and ensures that field personnel receive adequate training.
• Proactively identifies changes in health care, delivery systems, and reimbursement. Take appropriate action to minimize the impact to the business and to proactively drive advocacy for reimbursement strategies.
• Strategically coordinates sales activities and develops and ensures execution of programs across region to drive revenue goals and enhance the customer experience(both Health Care Providers and patients).
• Develops and maintains a thorough understanding of the client base, account 
  dynamics and key opinion leaders in the region. 
• Ensures a working relationship between Medtronic and key accounts is maintained. 
• Maintains a high degree of customer contact/interaction in an attempt to enhance the customer experience, build customer understanding of corporate vision and goals and supporting local team in strengthening relationships. Diverse Customers include: physicians, nurses, patient advocacy groups and the end consumer.
• Ensures that the company’s ethical position is maintained and effectively communicates and manages the company business conduct policies. Ensures the field is educated and understands and ensures adheres Medtronic operating policies, including the Business Conduct Standards. 
• Effectively monitors and control expenses to ensure the organization meets financial goals established by the organization.

PEOPLE MANAGEMENT SALES CAREER STREAM: Management and supervisory sales professionals focus on direct sales and operational activities for one or more specified business units. Levels within the sales management career stream typically have multiple direct reports. The majority of time is spent overseeing their area of responsibility, managing performance, talent development, diversity and inclusion, communication business and operational developments, planning, prioritizing and / or directing the responsibilities of employees. Goal achievement is typically accomplished through performance of direct and / or indirect reports, but may involve direct sales participation as appropriate.

DIFFERENTIATING FACTORS

Autonomy: Leads the execution of functional and sales strategy to accomplish corporate objectives, strategy and plans.
Directs the overall sales operations in assigned area of responsibility .
Drives sales programs for new business and greater market and account penetration.

Organizational Impact: Manages the overall operations of the country / business managed and takes significant operational decisions.
Influences business decisions by recommending sales and operational initiatives and strategies.
Allocates organizational resources in alignment with strategic priorities.
Operationalizes organizational policies and directs the execution of sales strategies established by functional leadership.

Innovation and Complexity: Stays abreast of and anticipates important global activities and trends that could impact the business.
Problems and issues faced are complex, difficult and undefined, and require detailed information gathering, analysis and investigation to understand the problem.
Establishes sales organizational policies in a major segment or function and directs the execution of functional strategies .

Communication and Influence: Communicates and conducts briefings with senior or executive leadership regarding ongoing operations and strategic initiatives .
Influences across functions and businesses to negotiate and gain cooperation on operational issues and internal divergent objectives.

Leadership and Talent Management: Leads and manages a small country/ region or business operations.
Creates workforce and staffing plans to ensure availability of human capital necessary to accomplish departmental business results .
Authorizes hiring, firing, promotion and reward within own area; coaches and mentors key members of business area/region.

Required Knowledge and Experience: Requires broad sales, business development and management and leadership knowledge to lead multiple job areas within a country, region or business.
Has a broad understanding of organizational context and comprehensive knowledge of the market sector and environment.
Requires a Baccalaureate degree (or for degrees earned outside of the United States, a degree which satisfies the requirements of 8 C.F.R. § 214.2(h)( 4)(iii)(A) and minimum of 10 years of relevant sales experience or advanced degree with a minimum of 8 years of relevant sales and leadership experience.

KNOWLEDGE/EDUCATION
• Bachelor’s degree, or
• Advanced degree. 
JOB EXPERIENCE 
• Minimum of 10 years of relevant sales experience, with a bachelor’s degree, or
• Minimum of 8 years of relevant sales experience, with an advanced degree. 
SKILLS/COMPETENCIES
• Demonstrates a clear grasp of the fundamental drivers of the organization’s financial success
• Demonstrates an understanding of business principles, industry dynamics and market trends

• Strong ability to develop organizational plans and deployment strategies which encompass market dynamics and ability to establish tactical plans for each territory.
• Strong leadership and overall people skills demonstrated by track record of motivating others to drive performance with ability to build strong cohesive teams.
• Demonstrated ability to proactively gage the external/macro environment to then derive meaning to determine and assess internal changes if necessary
• Good written and verbal communication skills, including the ability to interact 
effectively at all levels of the organization and with customers.
• Ability to gather market intelligence and develop customer relationships to gather strategic and critical environmental information
• Good presentation skills
• Communicates the value, urgency and need for change that engages employees in the process

DESIRED/PREFERRED QUALIFICATIONS 
KNOWLEDGE/EDUCATION
• Knowledge of field and customer base
JOB EXPERIENCE 
• Minimum 5 years of experience with medical device/pharmaceutical sales. 
• Experience with sales leadership and personnel leadership functions 
• Additional experience in marketing, training, technical services or related areas.
• Experience in managing or participating in key and strategic accounts
______________________________________________________________________________
PHYSICAL JOB REQUIREMENTS
• Ability to travel greater than 50% of the time 
• The physical demands described within the Responsibilities section of this job description 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.

For Office Roles: 
While performing the duties of this job, the employee is regularly required to be 
independently mobile. The employee is also required to interact with a computer and communicate with peers and co-workers.

Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. 

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create.We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
 

This position is eligible for an annual long-term incentive plan.

About Medtronic

We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 90,000+ passionate people. 
We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.

Learn more about our business, mission, and our commitment to diversity here