R10029407 Region Medical Sales Manager (Open) Location: Kennesaw, GA - Sales How will you CONTRIBUTE and GROW? The Medical Sales Manager is responsible for managing medical sales within the region, including direct management of Medical Sales Specialists and driving the profitable growth of the health care product line. ESSENTIAL DUTIES & RESPONSIBILITIES: Sales Management Works with VP, Life Science & Healthcare to identify key target markets and develops a strategy to achieve region sales goals. Develops and implements specific launch plans for new product offerings, including training of the sales team and adherence to pricing guidelines. Assures that Group Purchasing Objectives strategic account initiatives are effectively implemented. Establishes sales targets per specialist and works with each Sales Specialist to develop and execute a growth plan within his / her assigned territory. Manages the productivity and activity of the sales team through regular “ride-alongs” and by tracking and driving key metrics such as pre-call plans, F2F calls, opportunity pipeline, territory growth plan, campaign results, etc. Consistently provides feedback to the Sales Specialists. Acts as a champion of “Track Selling” to drive that as an integral part of the Airgas sales culture. Promotes “Track Selling” through words and actions. Drives the value based selling philosophy within the sales team. Implements the practice of conducting a lessons learned review for lost business and failed to gain business and adapts strategy accordingly based on the findings. Serves as the "chief sales strategist" in selected situations; is actively involved in the selling effort to win or retain key accounts (strategic or financial). Customer and Market Knowledge Gains knowledge of competitor product offers, strengths and weaknesses, market opportunities and market pricing. Maintains knowledge of market trends and anticipates possible medical business opportunities and threats. Effectively listens for customer "pain" / unfulfilled needs and directs selling effort at the most critical customer needs, using a value based approach. Looks for innovation opportunities; identifies opportunities for Airgas that may not be part of the standard product offer. Personnel Development Develop a collaborative team environment amongst the medical specialists. Continually provides feedback to the medical specialists to assist in their continued professional growth - both in their knowledge of the medical market / Airgas offers as well as in their sales approach. Assures new employees receive thorough on-boarding / orientation opportunities; balances sales priorities with the proper mix of training and orientation experiences; may serve as or assign a mentor to a new team member. Use both a formal (documentation) and informal (coaching) approach to address and improve upon personnel performance issues. Responsible for maintaining the highest standards for the health and safety of all Airgas associates. Other projects/duties as assigned. ________________________ Are you a MATCH? To perform this position successfully, an individual must be able to perform each job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties. Required Education: Bachelor’s degree in Business or related field of study required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted. Required Length & Type of Experience: Minimum of five (5) years of experience in sales / business experience in the healthcare market and with associated product offerings. Knowledge, Skills & Abilities: Demonstrated sales and sales management skills. Must be able to interface effectively within all levels of Airgas and customer organizations. Must possess the confidence that permits selling to high-level officers of customer companies, the ability to manage and inspire others, and effectively lead and influence groups. Excellent written and oral communication skills are required. Must be proficient with Google suite applications and Microsoft Office (Word, Excel). Ability to read and interpret documents such as safety rules, material safety data sheets, operating and maintenance instructions, and procedure manuals. Considerable independent judgment and initiative are required in resolving problems and making recommendations; demonstrating tact and diplomacy in dealing with internal and external customers; and handling proprietary information. Must have the financial acumen for articulating ROI, and other metrics utilized by business professionals; the ability to compute rate, ratio, and percent; and knowledge to draw and interpret bar graphs. Accuracy is required in performing all functions of this position. Must possess self-motivation, enthusiasm, a positive attitude and perform as a team player. PHYSICAL DEMANDS: The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties. Employee will regularly be required to traverse through office and/or manufacturing locations. Employee will frequently be required to actively listen and exchange information. Employee will be required to observe and assess information. Requires use of computer, telephone and operation of a motor vehicle. Ability to routinely lift 5 pounds and occasionally lift up to 25 pounds and perform various physical maneuvers to complete essential functions of the job. Must be able to work flexible hours to meet customer needs and handle regular exposure to moving mechanical parts and risk of electrical shock. WORK ENVIRONMENT: The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties. Up to 60% travel may be required; overnight stays averaging two to three nights per week. Work space is one that contains moving mechanical parts and risk of electric shock. Requires both indoor & outdoor environments in various seasonal weather conditions. Noise level is usually moderate, but may contain loud noises and/or odors that may last for long periods of time or on a continual basis. _________________________ Your differences enhance our performance At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world. We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world. _________________________ Equal Employment Opportunity Information We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. Please click here to view the EEO Know Your Rights poster and here to view the Pay Transparency Nondiscrimination poster. Airgas, an Air Liquide Company invites any applicant and/or employee to review the Company’s written Affirmative Action Plan or Policy Statement. This plan or policy statement is available for inspection upon request by contacting Human Resources at 844-myHR4AG (844-694-7424). Airgas, an Air Liquide Company and its group of companies does not discriminate against qualified applicants with disabilities and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by phone at 844-myHR4AG (844-694-7424) or by email to us-accommodationrequest@airgas.com. Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions. Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for Industry and Health. Air Liquide is present in 78 countries with approximately 64,500 associates globally. Join us for a stimulating experience: you’ll find a world of learning and development opportunities where inventiveness is at the heart of what we do, in an open, collaborative and respectful environment.