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Title
Regional Sales Manager
Location : Florida, Orlando
Refer job # QMMT338976
 
Job Responsibilities and Requirements: Key Areas of Responsibilities Develops annual sales plans, strategies, and tactics for the region to enhance Philips IGT-D competitive position and meet customer needs, in coordination with Philips IGT national sales and business plans. Provides regular updates, revisions and modifications to the plan to upper sales management. Partners with various business leaders to develop sales plans that are valid, effective and realistic objectives that are tied to the overall business objectives and goals. Evaluates market / customer trends within region and adjusts plans and strategies to maintain and expand opportunities for sales growth. Direction is normally given by the Zone Vice President of Sales through goals or objectives taking several weeks or months to achieve. This position is responsible to ensure that regional monthly, quarterly and annual sales and average selling prices. Executes the regional sales plan to meet the objectives of the company s overall business plan and strategy, including budgeted revenue and average selling prices. Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance. Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel. Manages his/her time in the field with individual sales employees as well as focusing time on the strategic sales challenges and opportunities. Proactively monitors and reports on issues affecting the region, including pricing, competitive pressures, distribution, talent, market / industry movements and other business and / or customer challenges that impact regional performance. Communicate with, align, and collaborate with the extended Philips team to execute on the Account strategy Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers and to Philips IGT. Facilitates a culture of teamwork and excellence among the Philips Team in his / her region, as well throughout the organization. Provide support and coaching to sales employees in assigned region to facilitate a high level of product sales and contribute to corporate and regional objectives. Provide assistance to sales personnel with prospect identification. Work with Territory Managers, Area Business Managers and Clinical Specialist in the field to provide necessary support and assistance in resolving customer issues and driving performance in accounts. Provide overall management of assigned sales region. Perform regional sales forecasting, analysis, and reporting. Contribute to regional, and individual goal setting and planning processes. Manage to the Philips travel and Expense Policy and review/approve expense reports. Communicate and implement company policies within assigned area. Maintain communication with the Business Unit, Marketing Cardiology and IGT. BEHAVIORS: Effectively manages Sales Teams performance and effectiveness Networks extensively within these segments. Manages complex / cross functional customer stakeholders. Ensures that the Company relationship is indispensable and irreplaceable to the customer. Requires cultural sensitivity within a diverse work environment. Maintains knowledge of customer s long-term goals, objectives, and business strategies. Engages customers in new product and service development initiatives. Drives the customer organization toward mutually agreed upon clinical / technical standards. Provides customer insight to positively impact the strategic plan and product development. Increases credibility and brand awareness in the marketplace. Sets a standard of ethics and excellence in alignment with the Philips General Business Principles. Acts as an ambassador of professional standards. TECHNICAL KNOWLEDGE AND SKILL: Bachelor's degree in Business, Marketing, Sales or related field. Seven to ten years sales experience, with at least five within the medical industry. Two years previous supervisory or project leadership experience is also recommended. Demonstrated track record for sales growth and new business development. Has deep domain knowledge and experience selling the various Philips Volcano products, and has relevant, current contacts in these spaces. Is entrepreneurial in approach to the sales leadership role. Is driven by growth opportunities and challenges inherent with building a sales organization in a highly competitive market space. Strategic thinker. Believes in taking a logical and comprehensive approach to the sales process. Builds and works from comprehensive regional sales plans. Able to work with complex issues and create long-term strategies. Comfortable in fast changing environments. Can look at issues from a fresh viewpoint and quickly adapt to changes created by the marketplace. Seeks ways to drive innovation into the region with unique and untested approaches. Solid business acumen. Understands the interdependence of Philips Volcano business model, the sales organization, other Philips Volcano functions and the marketplace, and the importance of the integration of them all. Has great presence. Uses language effectively to persuade others and build commitment for ideas and initiatives. Makes compelling, convincing cases for his / her positions. Very effective negotiator and dynamic speaker. Captures others on an emotional level. Clearly defines expectations and articulates ideas, thoughts and views. Provides frank, direct, and timely feedback to others. Results-oriented. Is driven by achieving extraordinary results and leading others. Excellent aptitude for holding self and others accountable to a high standard of performance. Must be proficient in Microsoft Office - specifically Excel and PowerPoint. KOL Relationship Management KEY INTERNAL AND EXTERNAL STAKEHOLDERS: Internal Stakeholders Sales Leader All Sales Commercial Teams Marketing Segment Leaders Finance Sales Operations Clinical Education Human Resources Customer Service Field Service External Stakeholders Physicians / Clinical Staff / Supply Chain / Finance Industry Partners In this role, you have the opportunity to: The Regional Sales Manager (RSM) is responsible for managing sales performance and sales growth over multiple territories, within a sales division, in support of overall company objectives. This includes the setting of success criteria, providing leadership for achievement of goals for the regional sales team, forecasting, analyzing and reporting on sales, implementing policies, and maintaining budget. Establishes, defines and manages to a clear strategic direction and goal attainment targets for the regional sales team. You are part of: Reporting to the Zone Vice President, the Regional Sales Manager manages all sales activity for the product portfolio within an assigned region. Directs the region s Sales Team and works cross-functionally with other internal Philips departments to maximize sales efforts. You are responsible for: Develops annual sales plans, strategies, and tactics for the region to enhance Philips IGT-D competitive position and meet customer needs, in coordination with Philips IGT national sales and business plans. Provides regular updates, revisions and modifications to the plan to upper sales management. Partners with various business leaders to develop sales plans that are valid, effective and realistic objectives that are tied to the overall business objectives and goals. Evaluates market / customer trends within region and adjusts plans and strategies to maintain and expand opportunities for sales growth. Direction is normally given by the Zone Vice President of Sales through goals or objectives taking several weeks or months to achieve. This position is responsible to ensure that regional monthly, quarterly and annual sales and average selling prices. Executes the regional sales plan to meet the objectives of the company s overall business plan and strategy, including budgeted revenue and average selling prices. Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance. Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel. Manages his/her time in the field with individual sales employees as well as focusing time on the strategic sales challenges and opportunities. Proactively monitors and reports on issues affecting the region, including pricing, competitive pressures, distribution, talent, market / industry movements and other business and / or customer challenges that impact regional performance. Communicate with, align, and collaborate with the extended Philips team to execute on the Account strategy Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers and to Philips IGT. Facilitates a culture of teamwork and excellence among the Philips Team in his / her region, as well throughout the organization. Provide support and coaching to sales employees in assigned region to facilitate a high level of product sales and contribute to corporate and regional objectives. Provide assistance to sales personnel with prospect identification. Work with Territory Managers, Area Business Managers and Clinical Specialist in the field to provide necessary support and assistance in resolving customer issues and driving performance in accounts. Provide overall management of assigned sales region. Perform regional sales forecasting, analysis, and reporting. Contribute to regional, and individual goal setting and planning processes. Manage to the Philips travel and Expense Policy and review/approve expense reports. Communicate and implement company policies within assigned area. Maintain communication with the Business Unit, Marketing Cardiology and IGT To succeed in this role, you should have the following skills and experience: Bachelor's degree in Business, Marketing, Sales or related field. Minimum of 7 years sales experience, with at least five in the medical industry. Two years previous supervisory or project leadership experience is also preferred. Demonstrated track record for sales growth and new business development. Has deep domain knowledge and experience selling the various Philips Volcano products, and has relevant, current contacts in these spaces. Is entrepreneurial in approach to the sales leadership role. Is driven by growth opportunities and challenges inherent with building a sales organization in a highly competitive market space. Strategic thinker. Believes in taking a logical and comprehensive approach to the sales process. Builds and works from comprehensive regional sales plans. Able to work with complex issues and create long-term strategies. Comfortable in fast changing environments. Can look at issues from a fresh viewpoint and quickly adapt to changes created by the marketplace. Seeks ways to drive innovation into the region with unique and untested approaches. Solid business acumen. Understands the interdependence of Philips Volcano business model, the sales organization, other Philips Volcano functions and the marketplace, and the importance of the integration of them all. Has great presence. Uses language effectively to persuade others and build commitment for ideas and initiatives. Makes compelling, convincing cases for his / her positions. Very effective negotiator and dynamic speaker. Captures others on an emotional level. Clearly defines expectations and articulates ideas, thoughts and views. Provides frank, direct, and timely feedback to others. Results-oriented. Is driven by achieving extraordinary results and leading others. Excellent aptitude for holding self and others accountable to a high standard of performance. Must be proficient in Microsoft Office - specifically Excel and PowerPoint.
 
 
 
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