District Sales Manager - Advanced Surgical Instruments (Los Angeles)

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This District Sales Manager leads a team of 9 Sales Representatives and is responsible for a territory that includes the greater Los Angeles area up to Santa Barbara.

A Day in the Life

The District Sales Manager is responsible for supervising a team of Sales Representatives within their assigned region and achieving sales objectives for that region, while representing Medtronic in accordance with Company policies and AdvaMed guidelines. District Managers hire and develop new Sales Representatives in their sales territory, work with Sales Representatives in their sales territories on a regular basis, and review individual Sales Representatives' performance. The District Sales Manager is expected to demonstrate High Performance Practices and key District Manager competencies as they meet and exceed objectives for this role. This role is part of the Advanced Surgical Instruments Business Unit within Medtronic's One Surgical Portfolio.

Lead Sales Representatives' selling activities:

1. Manage and communicate individual territory sales quotas annually. Oversee consistent quota achievement of each Sales Representative within the Region.
2. Work with Representatives regularly to formulate, monitor and improve selling plans and all sales-related activities, in alignment with the strategic imperatives of the business.
3. Drive new product sales; act as a field resource to the Marketing Department during product development, new product introductions and evaluations.
4. Create and execute on strategic objectives for Region.
5. Align with Sales Leaders (RVPs) to prioritize Representatives' time and focus on key opportunities.
6. Assist Combined Bag Rep in establishing relationships and creating an environment to defend and preserve existing sales.
7. Attend quarterly planning calls with Sales Leaders and Representatives. Plan/coordinate other appropriate regional sales meetings.
8. Report facility-level information impacting account targets to Sales Leaders (e.g. new opportunities, changes in procedure mix, etc.).
9. Manage Sales Rep recruiting and training. Interview, hire and develop new Sales Representatives.
10. Conduct a 2-3 day field ride with each Representative at least once per quarter to observe performance.
11. Evaluate Representative performance, and develop/execution action plans for improvement.
12. Follow up with written evaluation reports to the Representative through Salesforce.com.
13. Focus on Representatives' development to ensure availability of quality talent pool for promotion.
14. Ensure compliance with company policies.
15. Manage and monitor regional sales expense budget. Maintain an ongoing assessment of expense-to-budget performance.
16. Attend required national trade shows; attend and staff local trade shows within the region as deemed appropriate. Coordinate as necessary with the Marketing Department.
17. Administer company policies and procedures to Representatives in the region. Ensure compliance with The Medtronic Guide to Business, Good Manufacturing Practices, and safety policies. Promote Total Quality Management and foster a "teaming" environment.
18. Support a safe and healthy work environment. Follow the established rules, policies and practices of environmental, health and safety with specific attention to the Medtronic Cardinal Rules.
19. Perform all other duties as required by the AVP and V.P. Sales & Marketing.

Account Management Functions:

1. Create and maintain key relationships.
2. Selectively maintain relationships with VAC influencers at key facilities; if facility-level VAC exists, call on clinical and economic members.
3. Conduct frequent account planning visits, interacting on a recurrent basis (once per quarter at least) with key economic and clinical customers.
4. Actively monitor facility compliance (specifically within decentralized/centralizing IDNs); focus Sales Representative on accounts out of compliance.
5. Coordinate with Directors of Strategic Accounts and peer SSG RMs.
6. Coordinate and collaborate with Director of Strategic Accounts and peer SSG RMs on upcoming opportunities for products across divisions.
7. Promote the use of wrap agreements covering multiple classes of trade and improving Medtronic’s overall business.
8. Support Integrated Health Network (IDN) strategy planning, providing input to IDN- and facility-level opportunity assessments in collaboration with Director of Strategic Accounts.
9. Provide facility-level operations knowledge at IDN-level business reviews.
10. Communicate with DSAs on account's compliance level and coordinate actions in case account is out of compliance.

Advanced Surgical Instruments (ASI) Functions:

1. Maintain detailed knowledge of ASI products.
2. Maintain/gain thorough understanding of ASI products (i.e. Ligasure, Sonicision, TriStaple, other strategic focus products and key new products to be introduced).
3. Understand and effectively deliver ASI and COT-level messages to all key stakeholders within a customer organization.
4. Focus messaging on clinical/technical benefits to aid in clinical selling.
5. Articulate and promote clinical advantages.
6. Promote execution of existing educational programs within the region and evaluate effectiveness.
7. Build relationships with clinical members of the VAC and other clinical decision-makers.

Surgical Supplies Functions:

1. Maintain detailed knowledge of SS products.
2. Maintain/gain thorough understanding of Surgical Solutions products (Access and Instrumentation, Wound Closure, Electrosurgery and all new products to be introduced).
3. Understand and effectively deliver Surgical Supplies and COT-level messages to economic key stakeholders within an organization (OR directors, Material Manager, VAC members).
4. Develop relationships and skills to perform economic sales.
5. Research and understand hospital economics and key economic conditions/issues at major accounts.
6. Partner with Sales Representatives to build rapport with important purchasing decision-makers in each account.
7. Conduct account planning visits, particularly with contracting and purchasing.
8. Collaborate with RVP's to manage facility-level conversions as contracts are won.

Responsibilities may include the following and other duties may be assigned:

1. Promotes and sells Medtronic's Minimally Invasive Therapies products and services within an assigned geographic area and/or specific customer accounts to meet or exceed sales targets.
2. Responsible for developing, building, and strengthening long-term relationships with stakeholders including key opinion leaders and related major medical associations and academic centers of excellence.
3. Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronic's Minimally Invasive Therapies products and/or services.
4. Collaborates across key internal stakeholder groups (finance, sales operations, marketing, OEM, etc.) as well as peers to identify and address trends and to support business goals and strategy.
5. Conducts and/or evaluates market research including customers and competitors activities.
6. Develops and/or implements market development plans/strategies and changes as needed.
7. Assesses customer needs and feedback regarding new products and/or modifications to existing products and communicates to internal stakeholders including R&D, Operations and Marketing.