Regional Business Manager - Western (Canada)

Company Overview
At PENTAX Medical we put our customers at the center of everything we do and strive to differentiate ourselves as a medical device company that delivers a remarkable customer experience. We accomplish this by ensuring that we deliver on our brand promise to each and every customer. This promise includes a commitment to developing a holistic understanding of their needs and challenges, being agile and flexible in our response to those needs, being dedicated to their success and ensuring that we connect them to a community of experts to share best practices and solutions. All this while advancing our mission to improve the standard of patient care and quality of healthcare delivery by providing the best endoscopic products and services with a focus on quality, clinically relevant innovation and simplicity.
We are committed to working with our employees to create positive, challenging and fulfilling careers. We believe that our employees are our greatest strength and enable us to deliver unmatched service and satisfaction to our customers.
Job Summary
Reporting to the Director of Sales, the Regional Business Manager (RBM) - WESTERN CANADA is responsible to grow sales of PENTAX products to both new and existing customers through the sales efforts of a sales team assigned to a specific geographic territory. The RBM will manage Sales Representatives (Territory Managers and Customer Experience Representatives) to achieve budgeted sales, field service support, franchise quotas and expense objectives within defined geographical regions and will plan, organize, and implement sales programs for the region. In addition, they will oversee handling or may directly handle key accounts and key opinion leaders within their region.
Main Responsibilities/Main Tasks

• Develop selling opportunities in high-impact accounts and engage PENTAX resources as appropriate to convert opportunities into sales (ie. President, Sales team, Marketing, etc.)
• Embrace taking a leadership role in managing high impact deals to closure
• Bring your passion for business and healthcare to your approach in hiring, training, developing, mentoring and motivating your team to successful outcomes within assigned region
• Track activities and submit reports on sales activities accurately and on-time within CRM system
• Ensure a customer centric approach is being taken by all team members within their region by focusing on developing a deep understanding of customer needs
• Analyze sales results to determine sales strategy and inventory requirements
• Develop and own the execution of your annual Regional plan that encompasses the strategy and key tactics required to successfully meet your goals
• Participate in demonstrations, product presentations, customer meetings, and/or regional clinical meetings
• Take a leadership role at national trade shows, DDW, ACG, regional trade shows, and large society meetings
• Actively involved in creation of and review final copy of RFP's prior to submission to client
• Meet product category sales developed as targets spread across product portfolio
• Expected to be in the field with your team approximately 4 days/week driving a strong customer experience and sales growth with our customers
• Manage forecast and probability within CRM system – Weekly review and updates
• Develop and execute monthly and quarterly developmental targets for TMs and CXRs
• Drive activities to increase Service sales and improve overall contract management
• Support Territory Managers (TMs) and Customer Experience Representatives (CXRs) to achieve success, e.g.: account relationship development, orders, conversions, expansions, reorders

Qualifications – Education, Experience, Skills And Expertise

• Credibility with key opinion leaders and key administrative stakeholders is a must
• Advanced level of anatomical and disease state expertise
• Ability to forecast with accuracy
• Possesses an elevated level of product knowledge encompassing:
• Possesses the ability to interact with and influence physicians and hospital administration
• Advanced understanding of technical components of PENTAX equipment as well as competitive equipment
• Knowledge of the medical device industry and familiarity with a variety of the field's concepts, practices, and procedures
• Specialized instrumentation: Endoscopic Ultrasound, Endoscopic Endobronchial Ultrasound, Stroboscopy, and disposable therapeutic accessories used within all relevant procedures
• Standard core endoscopy equipment: Including video processing towers, flexible endoscopes used in Gastroenterology, ENT, Pulmonology, and Urology
• Effective and clear communication skills
• Ability to interact with PENTAX management team, including marketing managers, finance, operations, human resources and President
• Ability to travel within territory on a regular basis which will include frequent overnight and some weekend travel; ability to travel within Canada and the US (occasional)
• Possesses the ability to train and coach sales team members in a variety of roles
• Minimum 7 years of relevant experience in medical sales or clinical support; minimum of 3 years with a team of direct reports
• Bachelor’s degree in Business, Science, or related field
• Comfortable with the clinical demonstration process and understands how to move customers through the selling process. Able to identify pain points, enemies, allies, and stall points in all selling situations; (clinically, administratively).
• Preference given to those with health care capital equipment and/or gastroenterology specific experience.
• Proven success in managing a sales territory and selling to all levels of an organization