Medtronic Regional Sales Manager - Spine in Brisbane, Australia
Regional Sales Manager - Spine
Brisbane, Queensland, Australia
Jul 14, 2017
To lead the Medtronic Spinal Biologics (MSB) Sales and Clinical Specialist Team in Queensland (the Region) so that it meets – and aims to exceed – its quarterly and annual:
Sales targets at a Region and individual territory level
Staff performance, engagement, professional development and retention goals
Quality, Compliance and Regulatory requirements POSITION RESPONSIBILITIES Team Leadership
Create and champion a strategic vision for the MSB Sales and Clinical Team in the Region – delivering on its short, medium and long-term goals including sales, inventory performance, therapy penetration, market share and staff engagement.
Build a high performing and engaged team–providing leadership, direction, appraisal and coaching to staff. Ensure each team member is making progress towards the attainment of documented SMART goals that enable each staff member to achieve business, career and professional development objectives.
Create and drive a customer-oriented, selling mindset amongst staff – acting as a role model and coach to staff for sales call planning and execution that best positions and differentiates MSB.
Ensure effective and efficient territory coverage through appropriate staffing levels, coordination and expenditures.
Ensure staff training and development needs are met in an efficient and timely manner – so that the team is consistently rated among the best in the industry.
Conduct individual reviews with Territory Managers (TMs) for each Queensland territory at least once per month. Customer Engagement and Region Management
Ensure forecast updates and territory reports are provided in a timely manner in formats designated by the Senior Regional Business Director.
Actively participate in the clinical environment by providing backup technical consultation (including clinical case support) if required.
Meet with customers regularly to solicit feedback, identify unmet needs, stay on top of key market trends/competitive dynamics, identify and pursue opportunities while identifying and managing risks.
In collaboration with the Senior Regional Business Director and other Medtronic staff, pursue new business models and value-based health care (VBHC) solutions.
Develop and maintain positive relationships with key opinion leaders (KOLs) – working with the business leadership and marketing/education staff to identify and recruit appropriate clinical leaders and policy makers to support product, marketing and market development strategies.
Actively engage administrators and economic buyers at relevant hospital and area health service levels to promote MSB strategies and support sales and growth targets. MSB and RTG Collaboration
Participate actively in MSB ANZ business reviews and leadership meetings – sharing best practices while supporting the refinement and implementation of the business’ strategies.
Be a role model of RTG’s core values – working collaboratively with staff across the Division to implement strategies and programmes that create differentiation and accelerate growth by taking advantage of the range of products and services offered. Corporate Policy Adherence
Ensure that the Company’s agreed quality standards are maintained regarding its products, procedures, policies, operations and customer contact including establishing a thorough understanding of and adherence to any corporate or government compliance issue.
Ensure a safe system of work that is without risk to health is developed, documented and followed by staff through appropriate training, supervision and monitoringin accordance with the relevant Occupational Health and Safety (OHS) legislation.
Work within and actively promote Medtronic’s core mission, corporate strategies, policies, procedures and Code of Conduct.
EXPERIENCE AND QUALIFICATIONS
5-7 years of sales and leadership experience in the health care industry (preferably within instrumented spine products and biologics).
2-5 years of people management experience, including goal setting and professional development (preferably leading a sales team)
Tertiary qualifications in a Medical, Nursing or Science related discipline preferred.
Business management qualifications highly regarded.
DESIRED/PREFERRED QUALIFICATIONS ATTRIBUTES
Strategically commercially minded.
Customer-focused with a clear record that demonstrates the candidate’s ability to build solid relationships with external and internal stakeholders at all levels.
Results-oriented with good organisation and time-management skills, including working independently and unsupervised. Able to prioritize, handle multiple tasks and work under pressure.
Analytical, Creative and Disciplined – having a demonstrated ability to generate insights from various inputs, produce innovative concepts, and see them come through from inception to implementation.
Strong communication skills, including active listening skills. Ability to understand and communicate complex concepts and ideas in a way that connects and engages the audience.
Personal passion for sharing knowledge and facilitating the development of others.
Demonstrable negotiation and influencing skills in a matrix / global organization.
Excellent organizational and project management skills.
Proficiency with Microsoft Excel and a very high comfort level with data and forecasting.
Reliable, resilient and positive, with a “Can do” attitude.
Team-oriented, outgoing and friendly.
Self-aware and open to personal development and feedback.
Model Medtronic Leadership Expectations Behaviours:
Shape : Committed to being experts in what we do, with a clear vision of where we are going and the plan to get there - Thinks critically and makes sound decisions by engraining “patients, people and profits” as the way we prioritize drive decision making
Engage : Partner with others knowing that diverse talent, skills perspectives lead to better outcomes – foster an environment of diversity, inclusion and engagement.
Innovate : Bold thinker who creates new ideas and bring out best solutions forward to benefit out patients, and customers – generate breakthrough ideas by creating an environment that supports experimentation, and responsible risk taking
Achieve : We do what we say we are going to do, delivering results with the highest standards – drive accountability, start by establishing your personal brand, for delivering results.
An understanding of the codes under which we operate, for example
Medtronic’s Business Conduct Standards, Code of Conduct and Anti-Corruption Policy
Industry code of practice (e.g. MTAA in Australia)
Sound working knowledge of EEO and anti-discrimination legislation and principles.
Sound working knowledge of WHS (Workplace Health Safety) / Risk Management / Workers Compensation legislation and Principles.