Regional Sales Director - West (679102) at Zimmer US in Los Angeles, California

Job Description:

Job Summary

Zimmer Biomet is a world leader in musculoskeletal health solutions. Our team members are part of a company with a heritage of leadership, a focus on shaping the future, and a mission dedicated to alleviating pain and improving the quality of life for people around the world.

The purpose of this field based role is to consistently deliver expected sales results in the assigned region.

Principal Duties and Responsibilities

• Delivers on monthly, quarterly, and annual sales goals for defined geographical sales region;


• Outlines, communicates, and delivers on all quarterly sales priorities and commitments;


• Develops and executes strategic business plans to drive sales growth in the defined region;


• Attracts, hires, and develops top talent to deliver according to all strategic plans;


• Develops and mentors direct sales team members and distributors by assisting them in maximizing the value of current prescribers, converting competitive business, generating organic growth with new surgeons and/or accounts, and developing the skill sets of sales team members;


• Models impeccable sales behavior by appropriately, effectively, and compliantly preparing for and executing impactful sales calls with key targeted surgeons in the region to drive sales growth;


• Consistently tracks and measures regional sales results on a monthly, quarterly, and annual basis;


• Consistently modifies strategy, plans, and tactics based on sales results;


• Provides and submits accurate and relevant sales projections on a regular cadence;


• Analyzes sales reports and utilizes data to modify strategic region and territory plans on a monthly, quarterly, and annual basis;


• Leads sales team members and applicable corporate employees in the execution of regular strategic initiatives to support the betterment of the business;


• Develops and maintains a high level of technical expertise and sales proficiency to meet the needs of surgeon customers and their patients;


• Reports to the Sales Director.

Sales Skill Requirements:

• 
  Technical Expertise: Ability to quickly and efficiently become proficient in articulating and promoting applicable technology and product information based on the labeling, utilizing research to differentiate the technologies and products with an evidence-based medicine approach, and effectively articulate key messaging to position the technologies and products to consistently capture market share.


• 
  Sales Skills: Proficiency and consistent demonstrated use of a consultative sales model(s) and skills to consistently maintain and support business growth with targeted physicians.  Proven track-record of building strong, interpersonal business relationships.


• 
  Strong Business Acumen: Demonstration of Specific, Measurable, Agreed upon, Realistic, and Time-based (SMART) goals to achieve expected sales results. Ability to utilize a Strategic Territory Plan to effectively target, track, and measure progress with impactful accounts and manage territory business with applicable tools.

Sales Leadership Skill Requirements:

• 
  Goal Clarity –Demonstration of high, SMART goal clarity to achieve desired results;


• 
  Effective Partnerships – Demonstrated ability to effectively create & manage valuable partnerships through teamwork and networking to consistently grow sales;


• 
  Coaching and Feedback – Well-developed coaching skill set and ability to adapt and customize the coaching process to maximize effectiveness, mentor, and develop new and tenured sales professionals.


• 
  Facilitation Skills – Excellent facilitation skills with the ability to lead and manage small and large groups of sales professionals via conference calls, live webinars, and in-person training meetings and/or workshops;


• 
  Infectious Positivity - Leads by example with infectious positivity daily.

Expected Areas of Competence

• Strictly adheres to all laws and industry standards and/or guidelines;


• Adheres with all Zimmer Biomet’s policies and Standard Operating Procedures (SOPs);


• Team budget and expense management;


• Appropriate, effective, and compliant promotion or support of Zimmer Biomet’s products according to each product labeling;


• Understanding and utilization of insurance reimbursement and payer criteria;


• Commits to fully engaging, learning from, and completing all iLearn Learning Management System (LMS) training courses on time;


• Timely and comprehensive reporting of all product complaints;


• Accurate and timely reporting of approved company expenses;


• Consistent and accurate product inventory management;


• Proficiency with internet utilization;


• Proficiency in Microsoft Office Programs (i.e., Word, Excel, PowerPoint, Outlook);


• Experience with Salesforce.com or equivalent CRM preferred;


• Experience with iLearn or equivalent Learning Management System (LMS) preferred.

Education/Experience Requirements

• Bachelor’s degree required


• Proven sales track record required


• Minimum 7-10 years of sales management experience


• Medical device sales and/or sales management experience preferred


• Leadership experience preferred.

Travel Requirements

• Up to 75% overnight travel

Additional Information

This is not an exhaustive list of duties or functions and might not necessarily comprise all of the essential functions for purposes of the Americans with Disabilities Act.

EOE M/W/Vet/Disability.

At Zimmer Biomet, we believe in The Power of Us, which means that we are stronger together. We are committed to creating an environment where every team member feels included, respected, empowered, and celebrated.