Regional Channel Manager - West

Position Overview:

• Confidently develop and maintain high-level channel partner relationships in assigned region
• Conduct professional quarterly business reviews with Executive leaders within assigned channel partner accounts identifying growth opportunities
• Sell Laerdal products and services primarily through distribution channels in assigned region
• Promote the Laerdal Brand and develops strong relationships with key thought leaders and customers in EMS and all other applicable distributor market segments
• Drives adoption of company programs among assigned partners
• Provide support to distributor field sales reps (i.e., product training, customer demos, simulation opportunities, quoting, closing sales)
• Build market awareness of our Resuscitation and Emergency Care Portfolio Solutions with emphasis on the importance of high-quality CPR, while promoting the Laerdal Mission and upholding the Laerdal Values
• Work collaboratively across the organization, managing by influence in order to maximize opportunity development in assigned region
• Share current market trends, competitive information within EMS and Community Health markets to direct sales teams
• Utilize a consultative sales approach to uncover client needs and apply appropriate solutions

Position Holder is Accountable For:

• Achieve annual regional revenue quota
• Maintain operating expenses at or below budget and in accordance with the Travel Policy
• Drive and grow distribution funnel and forecast to achieve monthly, quarterly, and annual target.
• Prepare and submit timely expense reports for approval in accordance with the Expense Policy
• Complete required training and growth development objectives within the assigned time frame. Embrace and implement the SMISS global strategy approach, conduct sales activities with distribution partners and customers through virtual meetings and presentations/ using digital resources
• Sales focus will be an estimated 60% from outside/40% from inside - On average this will require 3 days conducting sales activities in the field with face-to-face interactions and 2 days performing sales virtually per week OR 2 weeks in the field and 1 weeks virtually per month
• Time management focus should be 75% distribution/25% EMS direct
• Drive adoption of Laerdal solutions within EMS and all other applicable distributor-focused market segments
• Exemplify behavior in line with Laerdal values

Responsibilities:

• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Focus on growing resuscitation, patient care and therapy product portfolios via channel partners
• Develop and maintain relationships with all distributor sales reps in region, initiating frequent touchpoints and bringing value (i.e. sales strategy, new product information, training, virtual demonstrations)
• Support distributor sales reps by providing virtual customer product demonstrations, joint sales calls, quoting assistance and sales guidance
• Leverage distribution partners for all regional conferences, sharing booth space, providing demo equipment and Laerdal brand imaging (e.g. banner stands, signage)
• Track and manage all patient simulator distributor opportunities and other relevant opportunities in region through SalesForce.com
• Capture customer engagements and sales opportunities in a timely (weekly) manner in Sales Force CRM program
• Adjust activity level to be commensurate with current corporate strategy to drive results and business goals (e.g. segment time allocation, virtual customer engagements, sales from inside activities)
• Provide support for marketing initiatives including planning and implementation of EMS focused events (to include on-site and virtual Resuscitation User Networks and Product showcases)
• Prepare, analyze, and maintain an annual regional business plan to reflect on results, successes, challenges, growth strategy and call to action details to reach overall revenue goals Attend and support distributor national sales meetings
• Articulate regional channel initiatives to direct sales teams on regional sales calls
• Work with manager to develop written Growth Development Plan to achieve growth in identified skills and competencies
• Demonstrate proficiency and efficient management of demonstration equipment
• Must be willing to utilize home office space to perform customer/distributor webinars and provide virtual product demonstrations and training