Position Summary
The Regional Manager is responsible for leading sales representatives and directing sales activities through a complex medical device sales process associated with driving growth in the respective region. This position increases revenue and profitability by expanding utilization of ICU Medical products throughout existing accounts. In addition, the Regional Manager must direct representatives to extend relationships into new accounts to increase year over year growth.
Essential Duties & Responsibilities
- Meet or exceed sales forecasts for the region while ensuring appropriate profit margins are maintained. Develop and grow ICU Medical’s Respiratory business with existing customers while continually cultivating new customers for our products.
- Drive the creation and execution of successful selling strategies, creating detailed tactical action plans to drive share gain and standardization at strategic/key accounts by thoroughly understanding account competitive positions, buying influencers, key clinical differentiators, and customer service/support expectations.
- Drive the development and management of a robust/accurate opportunity pipeline sufficient to achieve annual top line growth targets. Ensure consistency of sales and reporting expectations, including but not limited to pre-call plans, detailed contract management, quotations, communication/tracking, and project stage management.
- Lead and develop a high performance sales team. Manage direct reports’ key performance indicators, including but not limited to: sales and margin targets, new business growth, progression in sales process, funnel performance/accuracy.
- Create and regularly monitor annual development plans for sales representatives to drive continuous improvement, while ensuring proper adherence to corporate policies, guidelines, operating rules, and budgets. Target team performance, obstacles, needs, marketing trend information, and competitive pressures.
- Work closely with the Marketing team on tactical and strategic marketing programs to drive brand recognition, image, and sales by participating in industry tradeshows & conferences, and managing field-level execution of tactical marketing programs.
- Proactively gather and report important VOC on clinical, application, and market trends—as well as competitor activity—to help drive future initiatives and priorities, including product development and strategic marketing.
- Maintain an effective relationship with key National and Regional strategic customers in the respective region.
- Work on special assignments as they arise.
Knowledge & Skills
- Strong managerial skills and the ability to lead a team
- Strong coaching skills and a focus on retaining and developing talent
- Excellent interpersonal skills; professional demeanor and attitude
- Strong organizational skills
- Excellent verbal and written communication skills
- Able to work independently with minimal supervision
- Able to multitask in a fast-paced environment
- Proficient in Excel, Word and Outlook
Minimum Qualifications, Education & Experience
- Must be at least 18 years of age
- Bachelor’s degree from an accredited college or university is required
- Minimum 8 years of sales experience and a proven track record of sales growth in the Respiratory product category
- Must have proven success in closing complex, multi-shareholder deals in the US Acute Care Hospital market.
- Minimum 5 years of experience managing and developing high-performing sales teams on a regional level
- “Strategic-mindset” with the ability to develop and execute a business plan to increase market share at strategic accounts that have substantial influence on specification decision within the clinical community
- Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
- Must have a valid driver’s license
Work Environment
- This is largely a sedentary role.
- This job operates in a professional office environment and routinely uses standard office equipment.
- Typically requires travel more than 50% of the time
Skills Required
- Bachelor's degree from an accredited college or university
- Minimum 8 years of sales experience with proven sales growth in the Respiratory product category
- Minimum 5 years managing and developing high-performing sales teams at a regional level
- Proven success closing complex, multi-stakeholder deals in the US Acute Care Hospital market
- Valid driver's license
- Must be at least 18 years of age
- Strong managerial, coaching, interpersonal, organizational, verbal and written communication skills
- Proficient in Excel, Word and Outlook
- Strategic mindset and ability to develop/execute business plans and use data-driven continuous improvement tools
ICU Medical Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ICU Medical and has not been reviewed or approved by ICU Medical.
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Retirement Support — Retirement offerings include a 401(k) with a company match and mentions of immediate vesting in some cases. Feedback suggests this component is one of the more reliable strengths of the package.
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Leave & Time Off Breadth — Paid time off and holidays are consistently highlighted as stronger elements within the benefits mix. Feedback suggests time-off policies compare favorably relative to other benefit areas.
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Healthcare Strength — Core coverage spans medical, dental, and vision alongside HSA/FSA and life/disability options. Feedback suggests the breadth is comprehensive even if the depth feels average in places.
ICU Medical Insights
What We Do
ICU Medical connects patients and caregivers through safe, life-saving, life-enhancing IV therapy systems, software, solutions, and consumables. Since IV therapy is our only business, meeting your IV needs with quality products and consistent supply is our only concern. We are 100% focused on bringing you intuitive, patient-centric IV products and services that provide meaningful clinical differentiation, consistent innovation, and superior value. We design our products to work within your existing workflows to minimize disruption and maximize the time you spend with patients. Together, we help forge the human and emotional connections that enhance clinical experience and are the essence of outstanding quality of care. For more than three decades, we have been dedicated to a singular purpose—improving the safety and efficiency of IV therapy. With the acquisition of Hospira Infusion Systems from Pfizer in 2017, we became the only company to focus exclusively on IV therapy across the continuum of care. Our focus allows us to bring you: > Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization. > The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs. > IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company. > Significant US IV solutions manufacturing and supply capabilities.
