Description

Job Title Regional Sales Manager 

Reports to VP – Sales and Business Development

Department Sales

Position Summary: 

Reporting to the VP – Sales and Business Development, the RSM provides “white glove” concierge support to IMI’s most important accounts, develops new accounts, and increases revenue within existing accounts. This position requires a unique blend of analytic, supply chain and relationship skills, sales acumen, and a tenacious passion for representing customer interests within the confines of accepted company practices.

Essential Duties and Responsibilities:

The RSM is a demonstrated professional who has solid key account management experience, with success in delivering on the following tasks: 

· Create strategic account plans to understand the customers’ business model, market, and needs and to implement short and long-term actions to maintain existing business and grow IMI product portfolio sales

· Meet or exceed monthly, quarterly, and yearly revenue goals 

· Prioritize action plan based on customer needs 

· Negotiate sophisticated long-term business and purchase agreements with strategic customers 

· Actively identify new customers and close business opportunities for existing and new customers

· Evaluate market potential, trends, and needs to develop and implement strategies to capitalize on new opportunities 

· Clearly communicate IMI’s value proposition of products and services to cultivate new opportunities

· Segment customers and analyze the market environment, industry drivers, and competitive landscape to manage price, implement a sustainable business model, and maximize profitability

· Support the AR group with collection efforts on overdue payments and report progress on a monthly basis 

· Create an overview of customer business, identify comprehensive understanding of customer needs (both long-term and short-term) and identify key buying factors 

· Assess account opportunities, account trends, and define aspirations 

· Build customer interactions and relationships 

· Manage relationships with customer decision makers to build partnerships across customer organizations, allowing both parties to extract value 

· Develop strong relationships with key accounts, key decision makers, and influencers beyond purchasing 

· Conduct regularly scheduled performance reviews with key customers 

· Represent IMI at select national trade association meetings and conventions 

· Develop and implement key strategic programs to maximize product pull-through for each key customer 

· Create collaborative customer/supplier teams and share info 

· Address customer issues by working with internal departments that can provide answers and solutions

· Provide weekly and real-time communication with sales, customer service, and marketing teams to ensure the appropriate level of cross-functional support to execute effective pull-through strategies on all products 

· Record call activity, account information, competitive intelligence and prices through IMI’s CRM and other general administrative duties

· Manage territory budget

Requirements

 Qualifications:

· Bachelor's degree in business administration, sales or relevant field required

· Experience with compounding pharmacies a plus

· Minimum of 5 years’ sales experience in pharmaceuticals and/or hospital device/disposables 

· Experience evaluating business trends, assessing market conditions within the industry, and providing solutions based on customer needs

· Experience in customer service and sales order intake, including order intake software

· Experience in supply chain to assist in forecasting and managing customer product demand

· Self-starter and results driven 

· Creative and collaborative with strong negotiation skills 

· Excellent organizational, interpersonal and communication (written & verbal) skills with aptitude in building relationships with professionals of all organizational levels 

· Up to 50% travel to support customer accounts and company sales goals

Other Requirements:

· Must be able to work under stress and in a fast-paced environment

· Must be alert, able to concentrate, and use good judgment

*Full Benefits*

*Salary Commission*