Regional Sales Director

Saluda Medical is a global medical device company with headquarters in Australia and offices in the United States and Europe, whose aim is to develop and commercialize closed-loop Spinal Cord Stimulation (SCS).  This position is designed to lead our key national account market development and drive pricing framework with the goal of strengthening strategic partnerships. The location of the role is flexible, however, there will be a large amount travel, therefore ideal candidates will reside near a major airport in the United States.

Overview Sales Representatives selling activities:

• Manage and communicate individual territory sales quotas. Oversee consistent quota achievement of each sales representative within the region and work with other Sr. RDs, RDs, AVPs and VP to reach US quota.
• Interface with field sales representatives by hiring, training, planning, coaching, and directing their efforts in the achievement of annual sales goals.
• Assure selling and account management proficiency of Sales Representative by properly following up on planned sales and development objectives to achieve personal, regional, and corporate goals.
• Provide open and honest feedback on the quality of work material/progress to goals and develop and implement a plan of action for improvement if needed.
• Exercise sound judgment related to dealing with sensitive performance and/or behavioral matters with personnel.
• Interface with Marketing to collect and analyze market data and trends and provide input into the competitive environment and emerging threats and opportunities that affect the business.
• Drive new product sales; act as a field resource to the Marketing Department during product development, new product introductions and evaluations.
• Interact and partner with Commercial Operations for local, regional or national contracts to increase sales opportunities.

Manage Sales Rep recruiting and training:

• Interview, hire and develop new Sales Representatives
• Conduct a 2-3-day field ride with each Representative at least once per quarter to observe performance.
• Evaluate Representative performance and develop / execute action plans for improvement.
• Follow up with written evaluation reports to the Representative through Saluda IT platform.

• Focus on Representatives' development to ensure availability of quality talent pool for promotion.

Ensure Compliance with Company Policies:

• Manage and monitor regional sales expense budget. Maintain an ongoing assessment of expense-to-budget performance.
• Exercise sound business judgment related to determining appropriate pricing or contracting opportunities
• Recommend pricing strategies and advise sales representatives of pricing guidelines while maintaining corporately mandated margins
• Attend required national trade shows; attend and staff local trade shows within the region as deemed appropriate. Coordinate as necessary with the Marketing Department.
• Administer company policies and procedures to Representatives in the region. Ensure compliance with Code of Business Conduct, Good Manufacturing Practices, and safety policies. Promote Total Quality Management and foster a "teaming" environment.

Account Management Functions:

• Selectively maintain relationships with KOLs and key facilities
• Conduct frequent account planning visits, interacting on a recurrent basis (once per quarter at least) with key economic and clinical customers.
• Promotes execution of existing educational programs within the region and evaluates effectiveness.
• Build relationships with clinical members of the VAC and other clinical decision-makers.

Qualification Requirements: 

Experience/Education:

• Minimum of five (5) years of medical device or medical products sales experience.
• Management experience preferred.
• Bachelor’s degree required.

Knowledge/Skills/Abilities:

• Proven sales management experience or related leadership experience
• Ortho, Spine or O.R. experience preferred. Excellent written and verbal skills.
• Leadership and motivation skills as demonstrated by a record of involvement in team, fraternal or philanthropic organizations-in a leadership role.
• Goal setting and implementation skills demonstrated by a clear record of accomplishments in prior personal and professional pursuits.
• Basic computer skills as demonstrated by the ability to navigate in a Windows environment with the ability to send and receive e-mails.
• Must have a valid driver’s license and active vehicle insurance policy.
• This position requires over 80% travel.

Saluda Medical embraces diversity and equal opportunity in a serious manner. We are committed to building a team representative of a variety of backgrounds, perspectives and skills. We believe people are the source of our inspiration and innovation. The more inclusive we are, the better our work will be.

Saluda Medical does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Saluda Medical’s approved agency list. Unsolicited resumes or candidate information submitted to Saluda Medical by search/recruiting agencies not already on Saluda Medical’s approved agency list shall become the property of Saluda Medical.