Regional Sales Manager

About Company

Mizuho OSI is the leader in the markets for specialty surgery and patient positioning. The company’s portfolio includes specialty surgical tables for procedure-specific approaches that improve patient outcomes in spine and orthopedic surgeries along with disposable and reusable surgical patient care products.

The Regional Sales Manager  is responsible for managing a team of Account Managers (AMs) and Regional Sales Specialists (RSSs) in assigned territories within a defined region located in the United States.   This position is responsible for budgeting, staffing, forecasting, and establishing systems to support the initiatives, objectives, goals, and values of Mizuho OSI.  The Region Manager, Sales must also lead their team in following and executing the company’s programs, policies, and procedures.  They are responsible for compiling and reporting on  region department activities and achievement of goals and objectives to Sales Leadership.

Here is what you will do day-to-day

• Lead a dynamic team of Account Managers (AMs) and Regional Sales Specialist (RSSs),  in assigned sales region to achieve and exceed the target budget.
• Schedule regular travel with an Account Manager and Regional Sales Specialist in the assigned territory of responsibility to coach and monitor sales techniques.
• Partner, strategize and regularly interact with the enterprise business and service leadership for local, regional, or national contracts to increase sales opportunities.
• Be a forward-thinking leader who gains the Voice of the Customer (VOC) and can help their team and company position itself to achieve its Mission and Vision.
• Directly cover or utilize adjacent AMs or assigned RSS for any open territory(s) to support existing customers and seek new sales opportunities to ensure business continuity and achievement of appropriate goals set.
• Maintain constant awareness of markets, competitor activities, and problems within assigned areas; recognize trends that develop and make appropriate recommendations as required.
• Manages and reports on regional sales pipeline and forecasting, reporting on team performance and communicating Key Performance Indicators to sales leadership.
• Develop an integrated regional business plan, including opportunity development, forecasting, and resource allocation.
• Through coaching and assisting when necessary AMs and RSSs in the business planning process for their territories. Aligning goals, objectives, strategy, and execution for accounts
• Manages and develops field sales staff. Hires, trains, reviews, rewards, and motivates Account Managers and Regional Sales Specialists.
• Understand, follow, and support Mizuho OSI’s internal Quality System policies, procedures, and work instructions including but not limited to applicable external regulations (21 Code of Federal Regulations Part 820 Quality System Regulations and applicable International Standards).

What you will need to be successful in this role :

• Bachelor’s degree in business, marketing, or related field; five to seven years of regional sales experience, with a minimum of four years in a supervisory capacity; or equivalent combination of education and experience.
• Thorough knowledge of Mizuho OSI products and services and competitors' products and services.
• In-depth knowledge of sales and marketing techniques.
• Ability to lead, motivate, and develop employees.
• Excellent oral and written communication and interpersonal skills, including persuasive and expositive skills.
• Ability to effectively create, prepare and make formal and informal product presentations to individuals and large groups, including but not limited to hospital executives, physicians, RNs, and other OR staff.
• Knowledge of the sales process, specifically the “Trust Triangle” selling methodology is preferred, or other similar programs such as  SPIN, Challenger, Dale Carnage, Franklin Covey, or a similar program.
• Ability to function in an operating room environment and attend surgical procedures as necessary.
• Ability to effectively and independently manage time and territory.
• Proficient and thorough familiarity with Microsoft Office programs (Outlook, Word, Excel, PowerPoint, SharePoint, Teams, SalesForce, OneDrive)
• Able to provide a valid driver’s license and qualify for company’s auto insurance policy.
• Ability to travel extensively about 50-75% within the U.S and cover the travel expenses as well as submit reimbursements in accordance with company policy.
• Must live in assigned region.

What you need to be prepared for :

Sales / Service examples :

Routine and frequent travel requires driving and sitting in a car for long periods of time. Air travel is also required on occasion. Walking or standing within the hospital and / or it’s Operating Room areas is routinely required. Bending, kneeling and stretching may also be required for the operation of capital equipment and for attending surgeries.

The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl to set up or in-service a table.  The employee must regularly lift and / or move up to 50 pounds, frequently push or move up to 150 pounds to uncrate and relocate a table.  Specific vision abilities required by this job include close and far vision, color vision.

Job duties are performed in a hospital Operating Room requiring adherence to the hospitals gowning and sterility protocols, using mechanical parts and tables. The noise level in the work environment is usually low to moderate.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

NOTE : This job description in no way states or implies that these are the only duties or functions to be performed by the incumbent. Employees will be required to follow any other job-related instructions and to perform any other job-related duties / functions requested by their supervisor.

Base Salary : $130k commission and quarterly bonuses company vehicle comprehensive benefits package

Salary : $130,000