District Sales Manager, Diabetes - Ohio Valley at Medtronic in Cleveland, Ohio

Job Description:

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You'll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life
What does it take to be a leader at Medtronic? We look for inspiring and inclusive leaders who partner with others, knowing that diverse talent, skills, and perspectives lead to better outcomes.

We are seeking a dynamic, clinically savvy District Sales Manager to lead and manage a team of Clinical District Managers and Territory Managers in order to achieve and exceed sales plans within a specified budget. The District Manager will also recruit, hire, develop, and retain the assigned district's team. The District Manager provides input to the Regional Sales Leader regarding sales strategies and plans and develops sales goals and objectives for each territory on a fiscal quarterly and monthly basis to achieve and exceed sales performance.

DIABETES BUSINESS DESCRIPTION:

The Medtronic Diabetes Business is one of the most exciting, dynamic and challenging spaces in the medical device industry. More than 463 million patients worldwide suffer from diabetes and this is expected to reach close to 600 million in 10 years. The diabetes device industry is unique in that technologies available to monitor and manage diabetes are starting to converge with consumer electronics technology. As such, the decision dynamics are evolving: patients have a stronger voice in therapy choice, care is transitioning away from specialists, and the role of artificial intelligence is elevating care. Medtronic Diabetes is transforming its business to adapt to this change and create meaningful differentiation to drive customer preference and revenue growth.
A Day in the Life:

• Provide a clear vision for the district and motivate the team


• Ensure maximum sales coverage with resources available to achieve peak performance; puts metrics in place to measure success over time


• Maintain sales data and records on each territory to understand market trends, provide direction to employees, and communicate competitive data


• Support pre-call planning and strategic account planning


• Interpret and explain business/marketing policies and programs to employees to maintain consistency and responsiveness to customer needs, ensuring that market and territory strategies are fully executed


• Develop and maintain strong relationships with all key account personnel within the district in order to support selling, market development, service efforts and clinical programs


• Provide input to the Regional Sales Leader on sales strategies, promotions, staffing needs, new product indications and product acceptance


• Fosters collaboration, coordination, and communication between territory sales and clinical teams


• Collaborate with Inside District Sales Supervisor team to ensure continuity, efficiency, and effective sales pull through the pipeline


• Ensure all field personnel are meeting or exceeding all objectives set including both revenue-based and market development objectives


• Works strategically with direct reports to analyze and interpret the customer needs of the territory


• Responsible for district budget management, and effectively controls/monitors the selling expenses for the district and sales team


• Provide coaching and feedback to Diabetes Territory Managers and Clinical District Managers through field visits and phone contact


• Provides feedback and evaluation of performance after sales calls, presentations, etc., in order to improve technical and selling skills of sales team


• Creates development opportunities and assesses performance and skill growth over time for each direct report


• Recruit, interview, and hire talented field employees


• Ensure that new sales staff receive appropriate onboarding and ongoing training


• Provide performance and salary review of field personnel annually and submit recommendations to appropriate management


• Plans, directs, and monitors the activities of a sales team within a specified region/district/geography to achieve established sales targets


• Develops and/or implements business strategies for existing and potential accounts


• Manages the day-to-day activities of a sales team in order to implement the organization's overall sales strategy for an assigned region/district/geography


• Develops and maintains strong relationships with all key account personnel and relevant functions in order to support selling, market development, service efforts and clinical programs


• Identifies opportunities and develops new programs to meet the organization's sales plans to increase market share


• Assesses need for the addition of new selling programs and processes, conducts competitive analysis, and implements strategies


• Coaches sales representatives on the technical aspects of the organization's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets


• Responsibilities may include the following and other duties may be assigned

Qualifications - External

MUST HAVE - MINIMUM REQUIREMENTS:

TO BE CONSIDERED FOR THIS ROLE, PLEASE BE SURE THE MINIMUM REQUIREMENTS ARE EVIDENT ON YOUR RESUME

• Bachelor's degree required


• Minimum of 5 years of relevant sales experience (medical device/pharmaceutical/healthcare sales experience), or advanced degree with a minimum of 3 years of relevant sales and leadership experience.

• 2 years previous work experience having direct reports and managing teams OR


• 3 years' successful Medtronic Diabetes Field Sales experience as a Territory Manager/Sr Territory Manager or equivalent


• Demonstrated skills in business planning, consulting and territory financial analysis


• Demonstrated success in a sales position as indicated by level of sales performance against established objectives / goals


• Prior experience leading high performance sales teams in the medical device industry


• Previous sales award recipient due to strong sales performance (i.e. President's Club, Rookie of the Year).


• Understanding of Medtronic business environment


• Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills


• Experience coaching direct reports or peers and providing candid feedback


• Experience in identifying economic drivers to maximize performance


• Strong data analysis, evaluation and problem-solving skills


• Demonstrated effective understanding of profitability and can balance company and customer goals


• Coaching skills - demonstrated creative coaching for field personnel recognizing different styles and types of motivation. Able to drive two-way communication to motivate and build trust


• Can work on problems of diverse scope where analysis of data requires evaluation of identifiable factors


• Ability to exercise judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions


• Experience utilizing Microsoft Office Products: Word, Excel, PowerPoint, Outlook

PHYSICAL JOB REQUIREMENTS:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. Travel is required. Must be able to drive approximately 85% of the time within assigned territory and may require overnight travel. Ability to drive over four hours consecutively. Must have a valid driver's license and active vehicle insurance policy. In addition, your driving record will be reviewed and will be considered as part of your application. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)

A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage. Learn more about our benefits here .

Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.

Salary ranges for U.S (excl. PR) locations (USD):140000-142000

This position is eligible for an annual long-term incentive plan.

In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards here.

The provided base salary range is used nationally (except in certain CA locations). The rate offered is compliant with federal/local regulations and may vary by experience, certification/education, market conditions, location, etc.

Medtronic benefits and compensation plans

About Medtronic

We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission - to alleviate pain, restore health, and extend life - unites a global team of 90,000+ passionate people.
We are engineers at heart- putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.

Learn more about our business, mission, and our commitment to diversity here .

It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

At Medtronic, most positions are posted on our career site for 3-7 days.