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Regional Sales Manager – Wound Care – TX / OK – Dallas, TX

Job Description
JOB TITLE:                           Manager, Regional Sales
DEPARTMENT:                     Healthcare Sales North
PREPARATION DATE:         April 22, 2016
Compensation Profile:
Base: $110K – $120K
Bonus: $55K at plan uncapped
Total First Year at plan
Fixed & Variable Car Allowance
Full Medical / Dental


  • Responsible for selling and managing team of sales professionals and clinicians in the Negative Pressure Wound Therapy (NPWT) market
  • Targets a variety of clinical and medical customers across numerous call points in acute and post-acute settings, establishing relationships with physicians and working with national thought leaders in this therapeutic area as well as liaising with partners in market including Durable Medical Equipment (DME) owners, distributors and independent sales representatives
  • Hiring, training and managing key account managers and clinical sales specialists; assisting them during critical points of the sales process and support their activities
  • Critically align transition of patient from acute care to post-acute keeping sale teams working together
  • Provide input to management on strategy and sales approach and provide market feedback to marketing department


  • Manage teams expenses and sales budgets to drive desired profitability
  • Lead a dedicated sales team to develop and establish sales for all healthcare product lines
  • Establish a KOL network of dedicated users, flagship accounts, and achieve sales objectives


  • Maintain the highest degree of product knowledge 
  • Expand and develop essential leadership skills to meet immediate and future objectives


  • Follow sound time and regional management techniques
  • Quarterly, define with sales team the customers to be visited and maintain call frequency standards
  • Plan account, travel and call strategies with sales organization
  • Submit regular objectives, action plans and sales projections for your region


  • Utilize professional selling skills (Challenger Model) to solicit sales of company products consistent with CRM/sales-force sales processes
  • Seek new customers, either known target accounts or new business found by prospecting, lead generation tools, and market data
  • Support and grow existing account base
  • Strive on a continuing basis to achieve, maintain and expand contacts within customer organizations; ensure all are properly cataloged in CRM/sales-force
  • Make contacts at all levels and with all groups, which might influence current and future buying decision

Servicing and Follow-up:

  • Ensure field sales service and training to all accounts in assigned region is completed by your direct report team
  • Service includes solving problems, assisting customers and ensuring their satisfaction with our products, including technical advice on the use of products, delivery considerations, quality control, invoicing, etc. Provide these services personally where feasible or initiate and coordinate action through appropriate company support personnel
  • Follow up to make sure customer requests/problems are satisfactorily resolved

Communication and Reporting:

  • Submit required reports promptly and legibly
  • Communicate with Sales Director, VP of Sales and other Regional Managers as needed
  • Develop customer communications such as presentations, bids, quotes, as necessary and approved; review sales team presentations for uniformity and consistency among your team
  • Write performance reviews, focus on professional growth of the team
  • Field Surveillance:
    • Serve as the eyes and ears of the company by observing, appraising and reporting on competitive activities
    • Work closely with direct reports to gain and share information promptly
  • Training and Support:
    • Train existing and new Key Account Managers (KAMs) on how to position and sell products in a complex sales cycle
    • Communicate with KAMs on status of each account and work through challenges as they occur
  • Complies with requirements of vendor management systems of hospitals
  • Complies with all federal, state, and local laws and regulations
  • Supervises employees by planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems
  • Follows all Company rules and regulations, including health and safety rules
  • Successfully interacts with employees at all levels
  • Regular, reliable performance of all job duties
  • Travel as may be required to meet business and customer expectations
  • Performs all other duties as assigned or as may be required from time to time


  • Bachelor’s degree in Business or a related field preferred
  • Minimum five years sales experience required
  • Minimum five years medical management experience, having led at least six direct reports required
  • Acute and post-acute care experience 
  • Negative pressure wound therapy and/or advance wound care experience
  • Capital sales experience
  • Excellent verbal and written communication skills
  • Management experience necessary to support essential functions
  • Ability to manage multiple conflicting priorities
  • Experience working in an environment with global objectives


  • Must be able to read, understand and communicate in English
  • Apply principles of logical thinking to solve practical problems


  • Travel up to 70% of the time, including occasional international travel
  • Must be able to occasionally lift and/or move up to 50 pounds
  • Must be able to sustain sitting in standard airline seating for duration of flight


  • While performing the duties of this job, the employee is often exposed to road travel and clinical environments, such as hospitals, physician offices, and clinics

The employee is expected to efficiently and effectively perform all of the above tasks.  
Company will make reasonable accommodations in compliance with the Americans with Disabilities Act.
This job description is subject to change at any time.  Company has the right to assign or reassign duties and responsibilities to this job as business needs require.

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