Regional Sales Manager, Western Canada

Job description

  Job facts

**The position is located in British-Columbia**

The main role of the Regional Sales Manager (RSM) is to support the Area Sales Manager (ASM) in managing all facets of Roche Diabetes Care sales and business within their assigned region.

The RSM will be required to support the ASM to develop, execute and deliver the required organizational marketing and sales plans to achieve assigned sales objectives, market share targets and organizational profit objectives.

These objectives will be executed primarily in the HCP Segment (Hospitals, General Practitioners, Clinics & Centres) and Retail Segment (Retail Chains and Retail Pharmacies).

The RSM will be required to deliver upon these objectives through their individual sales contribution of managing Key Accounts and by managing and coaching a small sales team.

Maximizing the potential HCP business influenced by the Accu-Chek Sales Team will be of the outmost importance. To achieve this, it must be ensured that each sales representative's territory and each account achieves optimal performance. The manager must coach their sales team to sell and influence all customers to support and recommend the Accu-Chek products more often.

Summary of accountabilities

HCP Account Management and New Business Opportunities:

·  Will be individually responsible for managing top Hospital Accounts within defined region. The RSM will be the key point of contact within these assigned Hospital Accounts and has to be actively involved in cultivating relationships, identifying marketing and sales opportunities and general key account management to support delivery of organizational objectives.
·  The RSM will be responsible for managing and leading their sales team in accounts such as: Diabetes Education Centres, General Practitioner Offices, Medical Clinics, Hospitals, Community Health Centres, Family Health Teams and other accounts that are focused on Diabetes.
·  The RSM will support the Area Sales Manager and help develop and deliver through their sales team a plan of action to achieve desired outcomes by calling on Health Care Professionals such as: Endo's, GP's, DOP's, CDE's, DNE's, Nurses and Dieticians.
·  Will execute and ensure sales team calls and visits upon their assigned accounts and monitors sales team performance versus assigned customer call objectives, reach and call frequency targets, call rates and time frames.
·  Evaluate deviations from the team plan with team members and take actions.
·  Elevated focus in working with their sales team in the HCP Segment; work with each team member in the field on a regular basis to provide on-the-job coaching to assist in the achievement of sales objectives.
·  Negotiate HCP account specific agreements and relations if applicable.
·  Monitor customer and Roche's performance versus specified targets, actions and time frames.
·  Evaluate deviations from plan with the customer or internal function and take actions to address.

Retail Account Management:

·  Responsible for managing Regional Chains and Banners within defined region.
·  Plans and implements sales program to regional chain accounts.
·  The RSM will be responsible for executing through their sales team any National Account programs in the retail pharmacy channel.
·  Develop sales plan for Independent Pharmacy Accounts and execute through the sales team to achieve organizational objectives within pharmacies in defined region.

Manage, coach, train and develop people:

·  Manage a sales team of 3-5 individuals.
·  Establish and maintain the trust and support of one's subordinates.
·  Provide feedback to motivate team and individuals towards better performance.
·  Develop and improve individuals within the team.
·  Provide on-going training at various intervals dependent upon where a sales representative is in the learning curve (New Hires, On-Boarding, Work-Withs, etc.)

Manage internal interface:

·  Establish and maintain the trust and support of one's immediate manager
·  Establish and maintain relationships with colleagues
·  Develop and build cross functional working both within your team and with our colleagues in other departments
·  Lead meetings and group discussions to address opportunities to solve problems and assist in developing sector strategies

Manage finance and budgets:

·  Monitor and control finances versus budget.
·  Justify proposals for major customer expenditure on customer plan and projects.
·  Negotiate and agree budgets and plans with all team members.
·  Negotiate and agree budgets and plans with customers.

Employment pre-requisites

·  Bachelor's Degree in business, health sciences or related field.
·  3 to 5 years of proven sales experience.
·  Excellent communication and presentation skills.
·  Excellent business development and critical thinking skills.
·  Time management skills, with the ability to prioritize multiple tasks.
·  Strong knowledge of Microsoft Office Suite
·  Knowledge of Sales Force Dot Com (SFDC) would be an asset.
·  Overnight Travel: up to 25% of the time

·  Who we are

At Roche, 94,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we've become one of the world's leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an equal opportunity employer.