Eastern Regional Sales Manager-USCAN-Point of Care (POC)

Description:

*** Desired candidate resides in the Eastern part of the US (East of the Mississippi River) and within 2 hours driving distance to a major airport ***

SUMMARY OF POSITION:

Under the guidance of the Sr. Sales Director-POC, this Regional Sales Manager is responsible for expanding market presence, driving sales growth, and managing key accounts for EKF Diagnostics’ Point of Care products across the acute care sector (hospitals, emergency departments, reference labs) in assigned region. This position requires a strong blend of clinical knowledge, sales expertise, and strategic account management.

ESSENTIAL FUNCTIONS, included but not limited to:

• Contribute to sales growth by consistently meeting agreed-upon weekly targets for POC and associated products, generating a strong pipeline of new potential customers, and effectively converting opportunities into EKF product sales.
• Develop and maintain robust relationships within hospitals, Integrated Delivery Networks (IDNs), and large lab networks, direct and through distribution, to deeply understand their evolving needs, facilitate networking, and secure long-term contracts.
• Serve as the go-to expert for products, understanding client requirements and tailoring solutions; communicate the clinical value of all EKF POC and IT technologies and solutions to all US distributor partners, as well as in all acute and non-acute facilities
• Manage and grow relationships with key accounts, distributors, and clinical partners.
• Conduct regular business reviews with major customers.
• Map regional opportunities and create a targeted sales plan.
• Prioritize top accounts based on revenue potential, clinical fit, and competitive landscape.
• Represent the company at trade shows and other professional events to build brand awareness and generate leads.
• Utilize professional selling skills to identify, pursue, and close new business, expand within existing accounts, and ensure market penetration through targeted prospecting and strategic outreach.
• Proactively manage the entire sales cycle, from lead generation (inbound and outbound) and forecasting to delivering compelling presentations and closing deals.
• Work with designated Account Executive (AE) to generate accurate and weekly forecasts and 30-60-90 day sales pipelines; Provide monthly forecasts and territory updates to the National Sales Director.
• Prepare and deliver tailored presentations and proposals to lab managers, clinicians, and purchasing teams
• Negotiate contracts, establish pricing, and secure new and repeat business.
• Accurately track sales activities, forecast performance, through our Customer Relationship Management (CRM) tool and prepare essential reports (e.g., QBRs).
• Performance in this role will be evaluated based on meeting targeted call volume and conversion rates, as detailed in performance plans and recorded within our CRM.
• Collaborate closely with Account Executives (AEs), Sales Management, Marketing, and other departments to support sales efforts, launch promotions, and resolve customer issues
• Comply with Company policies, Quality Management System (QMS) and Standard Operation Procedure (SOPs), etc.
• Adhere to current Good Manufacturing Practices (cGMP); Ensure all direct reports comply.

OTHER FUNCTIONS:

• Ensure compliance with safety regulations and procedures are followed; Maintain clean and safe work area.
• Perform other duties as assigned.

SUPERVISORY RESPONSIBILITIES:

• None.

TRAVEL:

• Up to 75%
• Travel consists of weekly customer visits, business meetings, tradeshows, etc.; overnight travel will be necessary.

Requirements:

REQUIRED QUALIFICATIONS:

• Authorized to work in the United States.
• High School Diploma, or equivalent.
• Minimum five (5) years outside sales experience in a business-to-business (B2B) sales environment.
• Minimum of three (3) years demonstrated success in medical sales calling on hospitals, Integrated Delivery Networks (IDNs), and large lab networks, direct and through distribution.
• Proven product knowledge in business area.
• Experience with contract negotiations and execution.
• Current, valid Driver License with an acceptable driving record (as determined by insurance carrier).

PREFERRED QUALIFICATIONS:

• Bachelor’s degree from an accredited college or university or equivalent.
• 5+ years sales experience in medical sales, lab, science, or healthcare industry in general.
• Knowledgeable in US distribution, overall POC and medical IT technologies, with an emphasis on hematology or hemoglobin testing
• Track record of success covering large territories and owning sales goals.
• Experience in a cGMP or regulated environment.

BASIC SKILLS AND ABILITIES:

• Project a positive company image by interacting with fellow employees, customers, and management in a cooperative, supportive, and courteous manner; displays a professional attitude.
• Positively represent the Company in business settings throughout customer locations, trade shows, business meetings, trade association meetings, etc.
• Result-oriented with the tenacity and drive to seek new business and meet or exceed targets.
• Ability to flourish with minimal guidance, be proactive, versatile, flexible, and willing to work within constantly changing priorities with enthusiasm.
• Must have excellent communication skills in both reading and writing.
• Self-motivated and highly organized, with the ability to work independently and remotely.
• Detail oriented with a high level of accuracy, efficiency, and accountability.
• Proven ability to handle multiple projects and meet deadlines; work in a fast-paced environment.
• Initiative to offer new innovative ideas and improve processes.
• Demonstrated ability to navigate resources and work with cross-functional teams to achieve corporate objectives.
• Solid strategic thinking skills and ability to implement strategic plans.
• Ability to establish credibility and be decisive, while recognizing and supporting the organization’s preferences and priorities.
• Proficient with CRM tools (e.g., HubSpot, Salesforce) and virtual collaboration platforms.
• Proficient in MS Office Suite.

REASONING ABILITIES:

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Must have strong analytical and planning skills sufficient to determine resources and time required to complete projects.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.

LANGUAGE SKILLS:

• Ability to read, write, speak, and understand the English language.
• Outstanding communication and presentation skills, both written and oral, to express technical and nontechnical concepts clearly and concisely.
• Exceptional interpersonal skills; ability to communicate effectively, internally, and externally at all levels and diverse personalities.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports and business correspondence, and procedure manuals.

MATHEMATICAL SKILLS:

• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• General knowledge of the metric system units (length, area, volume, capacity, mass, and weight) and U.S. equivalents.

VISUAL ACUITY:

• Close visual acuity to perform an activity such as preparing and analyzing data, transcribing, viewing a computer terminal, and reading.

PHYSICAL DEMANDS:

• Light physical activity performing non-strenuous daily activities of a primarily administrative nature.
• Stationary position sitting for prolonged periods of time while utilizing standard office tools.
• Constant repetitive motions that may include the wrists, hands and/or fingers to operate keyboard and mouse; dexterity and coordination necessary to handle files and single pieces of paper.
• The ability to hear, understand, and distinguish speech.
• Frequently communicate information and ideas with others to exchange information and understanding. Able to exchange accurate information in these situations.
• Frequently lift and/or move up to 10 pounds.
• When onsite, often move about inside the facility to access office machinery, correspond with other departments, attend meetings/training, etc.
• When onsite, must be able to wear and work in personnel protective equipment (PPE) as required.

ENVIRONMENT CONDITIONS:

• Well lit, heated/air-conditioned indoor office setting with adequate ventilation.
• The noise level in the work environment is low.