Director of Sales

PURPOSE AND SCOPE:

Supports FME Canada’s mission, vision, core values and customer service philosophy.  Adheres to the FME Canada Compliance Program, including following all regulatory and division/company policy requirements.

Reporting to the Managing Director, the Director of Sales is responsible for the sales activities in an assigned region, managing a team selling products for hemodialysis (HD), peritoneal dialysis (PD), Information systems (NephroCare) and pharmaceuticals.

DUTIES / ACTIVITIES:

CUSTOMER SERVICE:

• Responsible for driving the FME Canada culture through values and customer service standards.

• Accountable for outstanding customer service to all external and internal customers.

• Develops and maintains effective relationships through effective and timely communication.

• Takes initiative and action to respond, resolve and follow up regarding customer service issues with all customers in a timely manner.

• Responsible for uncovering the needs of the customer and developing a customer strategy that meets those needs while delivering on FME Canada strategy.

PRINCIPAL RESPONSIBILITIES AND DUTIES

Achieve projected quarterly sales budget for the region through the promotion of FME products in a manner consistent with the sales strategies and pricing approved by FME Canada management.

• Manage region expenses in a manner consistent with the FME Business Travel and Expense Policy and regional budget and submit a weekly expense report

• Reviews and makes strategic recommendations for the region utilizing current sales funnels and action plans for all opportunities within the territory.

• Works with direct reports to maintain account strategies for key accounts, including identification of key buying influences.

• Develop relationships with hospital and renal program executives to identify and develop new opportunities. Maintain and grow relationships with existing accounts.

• Manages team to achieve consistent sales coverage with accounts.

• Coach selling skills of direct reports by reinforcing tools used during sales training.

• Communicate and collaborate with Managing Director team on strategies to maintain and grow the territory revenue and profit.

• Provide weekly updates to Managing Director on regional activity in order to focus activity toward achievement of revenue and profit goals.

• Works in the field at least 65% of the time with direct reports providing coaching and direction when working together.

• Manages team activity during the RFP process to ensure strategic pricing recommendations and best value proposition for the customer

• Ensure adherence from the regional team on the Business Profitability Analysis process

• Other duties as assigned.

This position is commissioned quarterly.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and 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

Must be able to physically cover and maintain regular face to face contact with customers over a large geographic area.   Extensive travel is often necessary to cover the assigned territory and includes overnight stays.  Occasional weekend work necessary to support trade show events, conferences, etc.

EDUCATION

Bachelor’s degree required or equivalent of education and experience. 

EXPERIENCE AND REQUIRED SKILLS

• Must have a minimum of five years experience in medical sales or equivalent

• Must have supervisory experience

• Proficient in Microsoft Office (Word, Excel, PowerPoint)

• Ability to communicate effectively with well developed interpersonal and listening skills

• Must have a valid driver’s license

RELATIONSHIPS

Internal Contacts: maintain positive professional relationships with internal employees, peers and supervisors.

External Contacts: Maintain positive professional relationships with all Dialysis customers.

SUPERVISION

Territory Managers, PD Specialists

The duties listed in this job description are intended only as illustrations of the various types of work that may be performed.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.