Manager, Regional Sales - Midwest (IV Therapy)

Job Summary

The Manager, Regional Sales is responsible for leading and managing a team of sales professionals. This position will provide direction and coaching all field sales efforts within a specified geography and for ensuring the successful attainment of all regional sales goals as well as managing an operating budget. Additional responsibilities include, but are not limited to, advancing the professional development of field sales employees.

This role supports the Midwest region for the IV Therapy sales team. The ideal candidate will live in Chicago, Kansas City, St. Louis or Minneapolis.

Salary Range: $125,000 - $150,000 per year
Position is eligible for the Sales Management plan ($16,500/quarter). Position is also eligible for a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most."

Responsibilities

• Responsible for achieving sales quota for Fresenius Kabi’s Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories, safety software and Closed System Transfer Device System.
• Defines and establishes territory strategic sales direction.
• Prepares sales forecasts.
• Plans and implements tactical sales plans.
• Provides leadership, coaching, and motivation for the sales team.
• Sets goals and priorities for the sales team members within the region.
• Works with sales team to develop, manage, advance, and close opportunities within a sales funnel.
• Monitors sales activities and sales results using available sales tools.
• Reviews and approves annual objectives, performance goals, and personal development plans for subordinates.
• Interviews and hires all sales positions as needed.
• Ensures required training is completed for their direct reports. 
• Performs financial and trend analysis on sales data.
• In collaboration with other team members of the sales organization, the manager will create and/or provide suggestion on efficient territory alignments.
• Analyzes competitors programs and develops aggressive response strategies.
• Interface with other departments concerning sales data and trends.
• Monitors and evaluates territory adherence to expense and profitability guidelines.
• Prepares reports as requested by management.
• Supports all computer-based sales reporting.
• Assists account managers with contract negotiations, pricing, and contract implementation.
• Attends corporate meetings that require sales input.
• Assist in the implementation/management of new accounts and willingness to travel outside of own territory when called upon to help manage corporate objectives.
• Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products.
• Communicate with team members to align sales efforts with Company and regional targets.
• Develop and maintain a high level of customer satisfaction.
• Approach each customer with a total account management perspective, leveraging resources appropriately, and accurately articulating the value proposition for the customer.
• Understand market dynamics and healthcare trends.
• Participates in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required, Masters or advanced degree preferred
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Minimum of 2 years’ experience managing or leading teams.
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Must have the ability to travel frequently – Air/Auto
• Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography.  Must have a valid driver’s license.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities.
• The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment. 

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.