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Regional Sales Manager - East

Company: Oxford Immunotec
Location: Columbus
Posted on: June 22, 2022

Job Description:

OverviewThe Regional Sales Manager (RSM) is responsible for directing and executing the selling strategy and for exceeding regional revenue targets for all Oxford Immunotec products and services in a multi-state geographical area through a team of Territory Managers (TM's) and Oxford Sales Associates (OSA). Additionally, the RSM will also lead broader initiatives beyond driving sales results to support critical company initiatives. The RSM will report to the National Sales Director (NSD).ResponsibilitiesSpecific deliverables for the role include, but not limited to:

  • Recruit, hire, train, retain, motivate and develop a high performing sales team
  • Implement a rigorous funnel management process to ensure the timely progression of accounts from qualification to close, as well as to provide accurate forecasting of progress against key performance metrics including, but not limited to new accounts, volume potential, penetration, price and utilization
  • Skillfully coach and train TM's and OSA's to work through complex selling scenarios involving multiple buying influences and channel partners in varying call points
  • Identify and lead your region to overcome clinical, financial and operational selling resistances in the sales process
  • Collaborate with internal departments to develop tactics and tools to overcome field challenges
  • oordinate New Hire onboarding with HR. Provide sales training to all new hires incorporating the 90-day new hire plan
  • Product, clinical and selling expert to aid in the development of TM's and OSA's resource for selling situations
  • Identify and develop key opinion leader and executive-level relationships with customers and channel partners that generate advocacy of Oxford Immunotec products
  • Maintain and uphold personal, TM and OSA accountability to all compliance and expense reporting standards
  • Develop and lead training sessions at regional and national meetings
  • Re gular attendance and timeliness is essentialQualifications Qualifications
    • B.A., B.S. (or equivalent), preferably in business or the natural sciences
    • At least five years of medical sales experience with documented success including a minimum of three years of sales management experience OR a proven record of sales performance with Oxford Immunotec exhibiting strong personal leadership and team leadership through successful mentoring of new TM's and OSA's
    • Ability to recruit, develop and retain a high-performing sales team
    • Excellent consultative selling skills and the ability to teach it to both experienced and inexperienced TM's and OSA's
    • Experience and success selling to clinical laboratories and clinicians, as well as selling a "conceptual sale" with multiple call points and executive decision makers
    • In a post-COVID world, the ability and willingness to travel extensively: 75% field travel/time - 3-4 days per week with TM's and OSA's attendance at trade shows and company leadership meetings. During pandemic restrictions, must be open to field work based on safety and customer access.
    • Strong problem-solving skills
    • Excellent verbal and written communication skills - including public speaking
    • Excellent funnel management and forecasting skillsPeople Management Competencies
      • Demonstrate 'Professional' level competencies against OI "Framework for Success."
      • Is able to articulate and implement the company's goals, vision and values
      • Encourages a culture of creativity of thought and knowledge sharing
      • Leads by serving and is a role model to their team
      • Communicates regularly throughout the company and is able to synthesize complex information in an accessible and engaging manner
      • Has proven experience of identifying, supporting their teams though coaching, mentoring and challenging the progress against development needs
      • Champions cultural diversity and demonstrates inclusive management practices
      • Fosters a culture of compliance and integrity and instils mutual trust and confidence within their teams
      • Is able to build high quality development and mid-term succession plans for their team and adapts plans when necessary
      • Actions and delivers on HR commitments and supports company events
      • Is able to vary their style and adapts to different coaching styles to best support their team
      • Demonstrates and fosters a sense of urgency, ownership and commitment to realizing objectives
      • Demonstrates the ability to resolve conflict and facilitate consensus building and trust
      • Is able to provide direction, decisions and clarity in ambiguous or challenging situations
      • Is able to drive discretionary effort in their teamsPhysical DemandsThe physical demands described within the Position Responsibilities section of this job description 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 be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. 75% travel required.

Keywords: Oxford Immunotec, Columbus , Regional Sales Manager - East, Executive , Columbus, Georgia

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