Position overview:
As a Field Regional Manager for the THV business, you will provide leadership to the France North and North-East commercial team, including both Field Clinical Specialists and Territory Managers, with the responsibility to drive profitable growth for your region. You will support and execute the strategic direction for the region and provide overall leadership and coaching to ensure that business goals are met.
These are the competencies that will make you successful:
People Leadership: In this role, you will lead a team of 7 Field Clinical Specialists and Territory managers. You will manage, coach and drive performance excellence across the reporting field team. This will include leading your team to meet and exceed monthly, quarterly, and annual team targets through regular territory reviews and ensuring clinical compliance, certification & training needs are met.
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Coaching: You will coach team members in sales and communications tools & techniques. This includes providing ongoing coaching to improve work performance and develop skills and abilities and competencies. You will maintain a high performing sales team by hiring, training, and retaining high quality Territory Managers and Field Clinical Specialists, as well as prepare others to assume new increased responsibilities through individual development of key THV field competencies.
Customer Leadership: The Field Regional manager will develop strong working relationships with external and internal customers and utilizing internal relationships to establish regional strategy and build support to achieve goals. This includes building strong and lasting relationships with key decision makers and those influential in the purchasing process to enhance the Edwards brand. You will have excellent organizational, communication and leadership skills to manage a complex sales process that has clinical and financial customers.
Account Planning and Strategies: As a Field Regional Manager you will help develop and successfully execute compelling account strategies for your territories. You will analyze your market size, competitive market landscape and other information from all sources to develop strategies to improve sales and increase market share. You will use strategic thinking to shape the medium and longer-term strategy for the region. This will include leading your team in creating, communicating, maintaining, and executing plans to maximize account performance and to drive tangible results.
Data and Analytics: As a Field Regional Manager, you are a master user of CRM tools and use these tools to guide Territory Managers and Field Clinical Specialists' performance, monitor results and improve effectiveness of your team. You will coach your team on how to leverage results and dashboards to become more successful in the field as well as define team operating standards and actively improves existing tools and policies with leadership team.
Business Acumen: You successfully share competitor strategies, industry trends, health economics, pricing, emerging issues, competitive products, knowledge with your team. You show excellence in connecting hospital data with Edwards' solutions and explains them in a compelling way to the customer. This includes providing business and field input in country-specific initiatives and actively participates in initiatives and strategic programs. You will coach your team to create a selling culture driven by solutions and value-based strategies
We are looking for someone with these skills:
- Bachelor's degree in Science or Business or related experience is required
- Experience in commercial position of pharmaceutical or medical device industry
- Strong people leadership skills, including the ability to create, communicate and achieve a vision.
- Excellent coaching skills - ability to observe, evaluate & use various techniques to improve results
- Experience leading a consultative sales process, with an ability to segment and manage territories effectively
- Experience developing and successfully executing compelling account strategies, including a proven track record in business planning analysis and strategic planning
- Firsthand experience working directly with customers, opinion leaders, technical experts, and professional staff as well as broad exposure to the healthcare industry and its competitors is preferred. Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments, such as mid and senior level healthcare professionals
- Excellent written and verbal communication skills and the ability to communicate with a variety of stakeholders. This position will require close collaboration with internal stakeholders as well as external physician partners.