Author: Jenni Prue
SUMMARY: The Regional Development Manager II (RDM II) is responsible for engaging in selling opportunities through product demonstrations and direct interactions with customers and market partners and will also be responsible for aspects of procedural and technical support. He/she is responsible for identifying, establishing, and maintaining communication with research and clinical customers and contacts in their assigned region in order to manage the performance of activity metrics geared toward creating profitable growth through the execution of an established and comprehensive marketing and sales plan. The RDM II will be expected to utilize presentations and demonstrations linked with interpersonal selling skills and marketing tools to achieve performance and activity metric goals, company defined revenue and product and project objectives. It is expected that the RDM II is a product expert to the level of being able to guide product use and attend and support surgical cases. The RDM II will be responsible for administration, maintenance and accuracy of market, customer and contact information through a CRM system. The RDM II will be responsible for maintaining current and accurate Opportunity pipelines. The RDM II will work in coordination with Procedural Support Specialists as necessary to deliver training, service, and products to meet the needs of the customers in their assigned region and will be responsible for the overall productivity and success in their region.
ESSENTIAL DUTIES AND RESPONSIBILITIES Other duties may be assigned.
- Coordinate with the Sales Manager to develop and execute on a specific area sales and marketing plan, product launches, collaboration initiatives and research and clinical sales strategies each year.
- Meet with potential customers, establish rapport, provide necessary product demonstrations/presentations, and successfully negotiate and close sales as identified in regional planning.
- Be responsible for achieving the goals set for the Performance and Activity Metrics as set for their Region.
- Attend surgeries and provide case support as requested or needed.
- Provide FHC and other assigned research or clinical manufacturers (clients) with technical support, training, and repair services.
- Teaching and training of products and systems to hospital personnel and course attendees.
- Work with clients and sales personnel for demonstrations and product issue resolution.
- Establish and maintain relationships with customers, contacts, and key strategic partners.
- Support balanced sales and marketing efforts to both research and clinical opportunities.
- Monitor, report, and act on competitive activities and information.
- Support the Innovation Center and other collaboration efforts and assist in providing customer input to product development as needed.
- Assist Marketing towards establishing FHC as “the” Neural MicroTargeting Worldwide support company by assisting in coaching and training of products and processes based on personal experience and/or education.
- Represent the company at trade shows and special events to promote products.
- Reporting that includes:
- Collect, maintain, and document customer contact and partner information, Opportunities, Tasks, and next actions daily in the CRM system.
- Any relevant QSF85 (Field Service Reports)
- Participation in the Daily Sales and Support Team Stand-up
- Attendance and participation in the weekly Sales and Support Team meeting.
- Schedule and participate in a Monthly One on One with the Sales Manager.
- Monthly review of the Opportunity pipeline for the assigned region with the Sales Manager.
- Quarterly review of the sales metrics for the assigned region with the Sales Manager.
- Quarterly review of the performance and activity metrics with the Sales Manager.
- Be organized and be able to network and negotiate.
- Promote and maintain a strong working relationship and contact with associated co-marketing alliances and industry partners.
- Be willing to relocate within assigned territory.
- Be available to travel at least 66% of the time.
- Be self-directed and flexible to work evenings and weekends.
COLLATERAL RESPONSIBILITIES:
- Maintain a positive attitude and a passion for excellence in customer service and for promoting the well-being of the company, its products, and its employees.
- Enthusiastically participate in company sponsored community events for the sake of charitable giving in the amount of 4 hours each quarter year.
- Exemplify the FHC core values.
- · None at this time, although coordination with and direction for Procedural Support Specialists may be required when they support in the region.
Self-directed and self-motivated
Customer oriented
Must be able to travel
Bachelors Degree in Sales, Marketing or Business preferred with a minimum of five years related experience.
LANGUAGE AND MATHEMATICAL SKILLS
Demonstrate in-depth knowledge of sales techniques and financial principles. Have the ability to effectively communicate orally and in written form with internal and external customers.
Demonstrate the ability to anticipate and solve practical problems or resolve issues.
The physical demands described here 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.
While performing the duties of this job, the employee is regularly required to talk and hear. The employee frequently is required to stand; walk; and use hands and fingers to handle or feel. The employee is occasionally required to sit; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell. The employee must occasionally lift and/or move more than 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. Individual must be able to travel via multiple modes of transportation including airplanes, automobiles, busses, trains, etc.
WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the professional, smoke-free work environment is usually moderate. Travel is a requirement, and the travel environment may fluctuate geographically and environmentally.
LOCATION:
Based in Australia