Johannesburg: Regional Sales Manager

A Regional Sales Managers (RSM) is responsible for growing, supervising and organizing a sales team. The RSM oversees managing organisational sales by developing business plans, meeting planned goals and coordinating with marketing to achieve these goals. The RSM will also be tasked with overseeing the activities and performances of the sales team by tracking sales goals, setting, meeting and exceeding sales targets and facilitate the ongoing training of the salespeople. It is especially important to note that the RSM is responsible for the total budget for their area but must coach the team in reaching their individual budgets. It is especially important to provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. The RSM must focus on the importance of excellent communication and presentation skills and self-motivation. The RSM reports directly to the Sales Director (SD) General Qualification, Experience and Skills Required Degree or Tertiary Diploma in a related field 5 – 7 Years surgical / medical device sales experience and 2 years as a RSM Experience with laparoscopic, energy devices, stapling, surgical haemostats or electro surgery is required. Medical / Para-medical background advantageous Practical experience regarding hospital procurement systems and processes. Code 8 drivers licence Travel away from home will include overnight stays Conductor of companys revenue engine Create and nurture high performance teams that will lead them to achieve monthly targets and meet customer needs Communication skills Listen, speak last and transmit messages correctly to the sale team Integrity and trust Lead the sales team ethically and never ask salespeople to do anything immoral Ability to build relationships with your peers Empathy understand sales team and customer viewpoint Ability to unite your team know what motivates them Analytical skills use reports available on system to spur sales meetings and use the funnel system to let reps take ownership of their opportunities in the pipeline Manage time effectively and know when to prioritize People manager: Monitor, manage and oversee 3 Reps in Gauteng and 1 in KZN Motivating and advising Sales Reps to improve their performance recruit, build, train and nurture a team Do not sell enable the sales team and place onus on them Achieve your objectives through effective planning, setting sales goals, analysing sales data on past performance and projecting future performance Weekly planning, review and feedback sessions with salespeople and SD Weekly rep activity with sales team and SD Daily rep run-rate updates Weekly forecasts include marketing Weekly funnel update include marketing Weekly co-travel reports to SD Twice per week (All reps must be co-travelled per month. Minimum of 8 times in total for all reps and agents a minimum of 1 per quarter) Monthly reports to SD business health Ensure the sales department works cross functionally with staff from other departments Ensure all rep activities are met Do not do yourself teach sales team how to do it and use the correct selling behaviours and activities to meet their revenue objectives Co-travel coach salespeople to ensure that they grow and enhance their performance within the company Ensure sales and marketing plans are implemented with the salespeople Continuously evaluate salespeople Perform ongoing evaluation of individual and team performance and recommend action plans for improvement when under performance is identified Performance Improvement Plan (PIP) Management Demonstrate sound planning of personal and team activities and focus that will result in achieving sales and marketing objectives. Effectively manage staff against HR policies and procedures Identify training needs Complete quarterly and annual performance reviews for all sales staff in the territory Customer manager: Strategically foster engagement Maintain a deep understanding of customer needs and monitor their activity Resolve escalated customer issues and customer complaints regarding sales and service Connect the company with customers and salespeople in the field Build high level clinical support at hospitals Develop initial contact with hospital executive leadership team Assess customer needs and feedback regarding existing and new products Business manager Steer the business achieve and exceed budget for the year Determine and assign sales quotas, targets and goals. Project and forecast annual and quarterly revenue for your salespeoples territories. Track sales team metrics and share them with company leadership during review sessions Analyse sales data on sales results and develop plans to address performance gaps Collaborate with marketing to develop lead generation sales and marketing plans Prepare and give budgets Control and approve expenses Monitor competition, economic indicators and industry trends Advance own professional and technical knowledge attend workshops, educational training and participate with professional societies 1 day per week for business development Weekly sales team meeting including one on ones Weekly report meeting with SD & PM Monthly sales review with SD & PM Quarterly review with senior management Attend all needed meetings where needed Coastal travel prepare, submit and present quarterly goals, projects and numbers. Demonstrate consistent preparedness to take personal accountability for personal and team outputs and performance Effectively manage personal workload with appropriate delegation and good time management skills Record and drive new business sales goals in territory and sectors. Record and drive focus products Maintain and grow current market share Completed punctually and accurately within given deadlines e.g. planners, reports, leave forms, expense claims, tea-rooms, travel and accommodation, workshop costs etc. Complete, collate, always submit and store accurate all business information to be stored on the management drive. Assist with tender completion when needed Be a brand ambassador and always reflect company values Proactively pursue new business and sales opportunities Always follow company policy Meet and exceed KPIs and sales targets and per KPI template and sales budgets signed off Monthly sales report is due on the first day of the new month Consolidated weekly rep activity report due at the COB every Friday