Regional Sales Manager - Medical Device Manufacturing

Trelleborg•,

20d•$145,000 - $175,000•Hybrid

About The Position

The Regional Sales Manager (RSM) is responsible for the overall sales management, support, and guidance of Trelleborg Medical Solutions Sales Engineers (SE). The Sales Manager will plan, direct, and monitor the activities and performance of this team within the region. The RSM is responsible to ensure the SE promotes and sells Trelleborg Medical Solutions portfolio of solutions and services in order to achieve sales and profit targets. The RSM coordinates all regional sales activities, conducts sales meetings, and formulates sales and profit forecasts, as well as establishes and builds relationships within key customers and prospective target accounts. As an integral part of the Business Unit leadership team, the SM assists in management & business reviews.

Requirements

5+ years work experience selling products or solutions to OEMs, medical device manufacturing preferred
People management experience, including hiring, coaching, performance management, and employee development
Minimum of 4 Year College degree. (Business or Technical Engineering preferred. MBA a plus)
Strong Technical aptitude beneficial. Must be mechanically inclined.
Must be able to read and understand technical prints
Strong knowledge of business sales and marketing practices
Knowledge of rubber/plastic products is beneficial
Familiarity with ISO quality requirements is beneficial
Sales and Marketing experience
Strong business sales and marketing strategies
Managerial, Motivational and Administrative skills
Team player with collaborative skills
Affinity to coach and mentor a sales team
Excellent Customer Focus and understanding of Total Customer Satisfaction
Technical aptitude and or engineering experience
Ability to work independently as well as in a team environment
Excellent written and verbal communication skills
Excellent people and relationship building skills
Customer driven with a positive, professional, can-do attitude
Strong organizational skills with the ability to multi-task with attention to detail and accuracy
Strong analytical, decision making and problem solving skills
Strong math skills (addition, subtraction, margin calculations)
Proven proficiency and experience in the use of Microsoft Word, Excel and PowerPoint
Proven proficiency and experience in the use of business operational software (CRM, Oracle JDE, SAP)

Nice To Haves

MBA a plus
Knowledge of rubber/plastic products is beneficial
Familiarity with ISO quality requirements is beneficial

Responsibilities

Attract, Hire, Develop, Coach, Retain and Lead a professional and well organized team of Sales Engineers.
Direct, Coordinate, and Motivate a team of Sales Engineers to attain sales and profit growth objectives. Establish and foster a positive, goal driven work environment.
Coordination of all sales activities within the region in order to gain market share and increase overall profits as defined by each SE’s territory & account plans.
Assist in developing the Trelleborg Medical Solutions Business Plan for the region, inclusive of Continuous Improvement targets.
Work closely with the TMS segment team and Marketing Department, developing and executing Sales and Marketing Strategies. Conduct sales meetings. Formulate Sales & Profit forecasts and budgets.
Assists the TMS segment team in management reviews, business reviews and business plans.
Provide the required business reporting documents in a timely manner. These reports include Month End Reports, Key Performance Indicators and Policy Deployment targets to improve.
Work with TMS segment team and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for region.
Make joint sales visits with SE’s in order to coach SE on how to build customer relationships, pursue and qualify new sales leads, drive Customer Satisfaction and generate Projects for Sales Growth.
Complete 10+ sales visits per month with mix of new & existing accounts.
Assist and coach SE in building customer relationships and strategic partnerships, assessing customer needs, recommending appropriate solutions and services, responding to complex customer inquiries; negotiating prices and delivery times, and winning sales orders to meet sales targets. Assist and coach SE on how to utilize Trelleborg resources where appropriate and needed.
Help SE identify, research, and contact assigned growth customers that will generate future sales and repeat business.
Collaborate with business development role to identify new emerging customers.
Provide market feedback and intelligence for use by the TMS segment team and Marketing Department.
Promote Trelleborg solutions and be a total solution provider.
Assist in establishing the market selling price and profit margin utilizing market research, tools and methods along with the support of the TMS segment team.
Develop short and long-term strategic sales plans for key territories and accounts utilizing Sales Excellence Tools. Meet and review with the TMS segment team quarterly.
Develop and implement procedures to ensure that customer projects, quotations and orders are processed efficiently, correctly and in a timely manner.
Represent the TMS segment team in cross-functional teams: Sales Projects, Sales Excellence, etc.
Provide proactive communication, analysis and problem solving.
Provide innovative solutions and continuous improvements.
Work with the right sense of urgency: Response times, flexibility and accuracy.
To maintain a professional attitude and appearance at all times when dealing with customers.