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Regional Business Manager

Regional Business Manager

The Regional Business Manager (RBM) is responsible for identifying, developing, negotiating, and implementing long term strategic business plans and contracts with our targeted National Hospital Systems. National accounts will include health systems and key market influencers (i.e., ACOs, IDNs, VISNs and Distribution), which impact the region and nation.

Objective

The Regional Business Manager (RBM) is responsible for identifying, developing, negotiating, and implementing long term strategic business plans and contracts with our targeted National Hospital Systems. National accounts will include health systems and key market influencers (i.e., ACOs, IDNs, VISNs and Distribution), which impact the region and nation. The RBM will develop and manage relationships with executive-level decision makers for key Integrated Delivery Networks (IDN’s) (which may include Federal Sector) to add company products to their list of medical supply options. Within assigned geography, the RBM will be the primary point of contact for customers, and Dale’s Corporate Office and senior leadership. The RBM will demonstrate strong business acumen, with applied understanding of sound business finance in the negotiation of strategic growth initiatives.

The Regional Business Manager will proactively seek innovative ways to better align the company objectives with customers’ objectives, appropriately ensuring the company’s business goals are met. The RBM will partner cross-functionally, company-wide (R&D, Marketing, Sales, Product Management, Customer Service, Field Sales, Operations, etc.) to develop and execute pull-through plans and serve as the customer-facing leader for assigned geography.

 

Essential Functions

  • Develop and maintain trusted relationships with all key Health System decision makers to achieve favorable product adoption and open access to given hospital systems.
  • Accurately forecast sales volumes for assigned accounts based on pull-through programs and market forces.
  • Develop metrics for monitoring product utilization, market share, and other key performance metrics within assigned geography.
  • Negotiate contracts and system level partnerships, drive execution in full collaboration with a team of independent sales representatives.
  • Develop and execute business plans at the corporate level and perform routine business reviews with Sales and Marketing leadership and appropriate organizational stakeholders.
  • Coordinate the business planning efforts of all internal stakeholders touching the National Health System by developing strategies and tactics and ensuring successful execution.
  • Develop plans that will establish financial and strategic objectives by product, including key tactical elements and key success indicators.
  • Build and maintain a pipeline of opportunities within National & Multi-State Health Systems, National and Regional distributors, RPCs, GPOs, IDNs and VISNs.
  • KOL development in coordination with Marketing and Sales leadership.
  • Lead team with pipeline development, proposal, and account management, including independent sales, distributors, and internal constituencies.
  • Represent the customer voice to internal stakeholders including R&D, sales, finance, marketing, production, and operations.
  • Support and comply with the company’s quality, regulatory and internal policies, and procedures.

Qualifications

  • Bachelor’s degree in Sales, Marketing, or related field. Clinical certifications a plus.
  • 6+ years of sales and/or marketing experience in the healthcare space, such as disposables, surgical, or medical device verticals, demonstrating progressively increasing responsibilities or scope, including leadership.
  • Experience negotiating strategic contracts designed to penetrate full continuum of care across RPS’s, IDN’s and/or Health Systems. Successful C-S-Suite and executive level selling, negotiation, and contracting experience.
  • Proven ability to navigate the entirety of the healthcare supply chain system, with strong distribution knowledge base.
  • Possess strong clinical sales acumen with oversight of customer trials and implementation.
  • 3+ years of documented success selling in a clinical environment.
  • 3+ years of experience contracting with health systems/hospitals/academic institutions, including C-Suite. Robust experience with and understanding of GPO, FSS and RPC contracts.
  • 3+ years of experience successfully navigating negotiations, access and selling to C-Suite, Medical/Surgical, Quality, Infection Prevention, Purchasing, Distribution, hospitals, and government accounts (VAMCs, VISNs and DoD).
  • Proven experience in contracting and negotiations, and ability to manage the contracting process.
  • Strong peer leadership skills and a high level of personal maturity.
  • Strong analytical skills, proven business finance acumen with effective key account management.
  • Ability to work on a mobile device, tablet, or computer keyboard for approximately 90% of a typical working day.
  • Ability to travel (by land and air), both domestically and internationally, as business dictates.
  • Ability to travel 60% of working time away from work location, may include overnight/weekend travel.
  • Possession of a valid driver’s license and automobile insurance to satisfy any applicable state or local requirements.
  • Authorization to work in the United States without sponsorship.

Preferred Qualifications

  • Master’s Degree, MBA most desirable.
  • Experience with Federal Sector including Veterans Administration.
  • Experience in business development with a proven track record of success.
  • Experience with healthcare supply chain, purchasing, and value analysis.

Physical Demands

The physical demands described here are representative of those that must be met by an individual to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

While performing the duties of the job, the employee must be capable of travel via all modes of public transportation. Incumbent is occasionally required to stand, walk, sit, and use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; climb stairs; balance; stoop; talk or hear. The employee must occasionally lift and/or move up to 15 pounds for approximately 5% of a typical workday. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

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