COMPANY OVERVIEW
Checkpoint Surgical is a privately held medical device company based in Cleveland, Ohio. The company works with surgeons to advance the science and practice of peripheral nerve care through research, education, and innovative product development. Checkpoint Surgical’s state-of-the-art nerve care products have become the standard of care for peripheral nerve surgery. The company actively develops and brings to market new products to support the entire continuum of intraoperative nerve care.
Position: Regional Sales Manager
Department: Sales
Reports to: Area Sales Director
Salary Range: Base Plus Variable Comp / Bonus: $185k at plan (uncapped)
Location: NYC / NJ / CT / Eastern PA
Job Description
The Regional Sales Manager is primarily responsible for achievement of revenue growth targets by proactively leading a hybrid team of both direct sales representatives and independent distributors. As a focused and hands on sales leader, the RSM plays an integral role in helping each team member and territory regularly achieve sales targets. In conjunction with the Area Sales Director the RSM identifies strategic opportunities and solutions to achieve aggressive growth in each territory.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Effectively Lead a Hybrid Sales Team comprised of direct sales employees focused on driving growth with new surgeon users – performing new procedures – at new facility locations – using new and existing products.
Territory Strategy and Execution. Under the direction of the Area Sales Director, the RSM regularly interacts and coordinates with both employed sales representatives and independent distributor partners to craft the execution of the strategy for the territory. The RSM diligently works to align goals and objectives with the corporate vision and focus. The RSM strives to discern and seeks understanding about partner distributors’ corporate goals (beyond Checkpoint) and works to ensure that territory strategies are sustainable and not incongruent.
Sales Training and Clinical Expertise. The RSM provides regular insight and feedback from the field about corporate training programs to consistently enhance the quality of training, while ensuring that the ‘Language of Checkpoint’ message (provided in corporate training) is widely known. The RSM is a trusted clinical expert providing accurate and concise answers that arise from the sales team.
Conduit for Sales Personnel. The RSM serves as an important conduit between the field (customers, sales personnel, and distributor representatives) regarding the following items:
- Feedback and insights on Product specific training for the entire breadth and depth of Checkpoint Surgical.
- Information regarding procedure-specific training on target cases that are most relevant to our portfolio.
- Pro-active competitive strategies and targeted sales campaigns.
- Proper use and level of internal and external sales support.
Strategic Planning, Critical Thinking, Market Analysis. An ideal RSM is an exceptionally thoughtful and strategic planner. The RSM is a problem solver not a problem passer. The RSM is a critical voice from the field in helping to craft corporate pricing structure and policies, assess market data, competition, and customer needs. RSM’s help Identify growth opportunities, market trends, and provide strategic direction and leadership for all sales initiatives to ensuring alignment with the company’s goals and objectives.
Product Launch. RSM’s help in the development and execution of comprehensive sales plans as we launch new products to the market. The RSM regularly collaborates with Clinical, Marketing, & Engineering teams to rapidly and impactfully bring unique and desired new products to market.
Sales Targets and Accountability. The RSM owns and is ultimately responsible for ensuring the achievement of aggressive growth and sales targets. The RSM also helps to instill in each representative (direct and distributor) a shared ownership with the territory and stewardship to which they are assigned. The RSM is accountable – – and holds everyone on the team accountable.
Talent Management. The RSM is a skilled manager of people, adapting their management approach and style to best meet the needs of the team member they serve. The RSM seeks to help everyone achieve new heights and continually improve as they draw the best out of all on their team. The RSM helps to identify, recruit, and maintain exceptional talent in the following ways:
- Source and recommend ideal sales employees and distributor groups to represent Checkpoint Surgical in underserved hospital and ASC locations.
- Using a variety of means including personal relationships, relationships with hospitals, physicians, referral sources, or purchasing groups, the RSM recommends personnel or territory changes, and assists the ASD in vetting and selecting the most talented and capable people to join the team.
- Provides regular and ongoing management of sales employees and independent distributor teams that is congruent with region goals and corporate objectives.
- Formulates and distributes quarterly sales targets to sales personnel and distributors in the region.
- Develops and executes specific region plans to execute the company strategy and ensure revenue growth in all company products and product categories.
- Establishes or maintains excellent relationships with key accounts and customers.
- The RSM manages non-performance situations and when needed, manages a focused return to performance which may also include recommending termination as necessary.
- The RSM performs sales activities with sales personnel in key or target accounts and with key surgeons.
EDUCATION AND EXPERIENCE
- Bachelor’s degree or equivalent experience required.
- A minimum of 5 years progressive experience and documented success in medical sales.
- Interaction or familiarity with independent distributorships a plus.
- Experience in nerve surgery, biologics, orthopedic devices, or capital equipment sales is preferred.
- Success in a startup environment and/or launching new products.
- Must be a “hands on” leader, willing and excited to wear multiple hats.
- Success building and managing a sales force of direct sales representatives and distributors.
- Comfortable operating within in a high growth, entrepreneurial business and the increased expectation that goes along with it.
- Must possess a high degree of emotional intelligence and self-awareness. Must also be collaborative and open to constructive input.
- Track record of exceeding goals and targets.
- Demonstrated experience leading a sales culture of accountability, development, and education.
- Demonstrated ability to establish rapport and gain confidence of customers.
- Exceptional integrity, honesty, and trustworthiness.
- Ability to communicate effectively, carry the company’s vision to the sales team and inspire success.
- Not currently excluded, debarred or otherwise ineligible to participate in any Federal Healthcare Program or the healthcare program of any state.
ADDITIONAL INFORMATION
- This position requires extensive travel (Up to 75%).
- Ability to “get the job done” in a we-can-do environment, allowing for flexible hours, depending upon the project and/or customer needs.
- Small office environment interacting directly with others in virtually all situations.
- This is a remote position covering the following states: NYC Metro, Eastern PA, NJ, CT
- Living in the Region, and proximity to a major metropolitan airport is required.
- Competitive Base Salary with Attractive Bonus Plan
- Comprehensive Benefits package including generous 410(k) matching.
- Auto Allowance / Mileage
- Professional Development Opportunities
- Thorough Training and Support
- Excellent Company Culture
