Hiring Manager: Luke Pittman Recruiter: Aislinn Roche ABOUT THE ROLE The Regional Sales Manager (RSM) leads the Urology business across Victoria. The successful RSM will deploy a combination of people leadership, commercial strategy, with an understanding of the clinical landscape and customer relationship management skills to lead a talented team with six direct reports of clinical and commercial professionals in driving Urology business growth. The Urology ANZ portfolio is vast and complex and focuses on providing optimal patient outcomes across prostate health, prosthetic urology, prostate cancer, incontinence and kidney stone disease. This position is based in Victoria and will report directly to the Urology Business Unit Leader. WHAT WILL YOU BE RESPONSIBLE FOR? People Development : Responsible for developing and supporting a high performing team and facilitating a positive winning spirit and collaborative culture. Spends time in the field with team members and proactively coaches where required by providing constructive feedback; ensures team receive ongoing regular feedback, training and help in identifying, supporting and achieving agreed development objectives. Business Development: Monitors sales performance, initiating change as required, preparing reports and analysis; integrates territory plans and account profiles into a broader regional plan and coaches sales team accordingly, prepares sales forecasts and participates in the determination of market potential; spends time with team members to ensure effective territory management and account targeting. Sales Execution: Conducts regular commercial review & planning meetings with their team, other RSMs within Urology and the Business Unit Director; adjusts strategies in accordance with requirements; identifies sales forecast gaps and develops mitigation strategies; identifies & recommends promotion programs and materials to help support the sales plan & strategy; actively supports divisional selling initiatives by proactively assisting in sales training, coordinating clinical training and influencing their team. Building and Maintaining Relationships : Builds and maintains strong relationships and understanding of the customer including key upcoming customers (fellows); maintains contact with major accounts and other key stakeholders seeking to identify and leverage opportunities; supports key customers with education forums; attends and participates in customer, company and industry sponsored events and meetings; develops and maintain relationships with functional areas. Collaboration : Deliver verbal and written information; work with your team to achieve collective goals; foster cross functional and cross divisional partnerships between customers and stakeholders to work productively and achieve outcomes; collaborate to develop solutions and improve processes and procedures; cultivate a collaborative environment that reflects our values and positively impacts engagement. Product & Clinical Acumen : Maintains an understanding of the Urology product portfolio and can compellingly differentiate each product line against competitor products. Develops and maintains a depth of relevant clinical knowledge through published literature, conference addresses, formal training and local clinical expertise. Collaborates closely with Urology marketing and education teams to keep themselves and their team up to date on the latest in product and therapy advancements and associated key messages. KEY COMPETENCIES REQUIRED FOR SUCCESS People Development Attracts, develops, manages and retains talent through providing employees with continuous feedback, mentoring, coaching, training and actively seeking development opportunities to compliment existing skill sets Holds self and others accountable for making continuous progress against development objectives Upholds our values of High Performance and Caring by developing talent to meet commercial goals while respecting individual differences Communication Creates an environment which promotes the free flow of communication and information throughout the team and organization Communicates effectively in large and small groups by openly sharing knowledge and expertise Listens actively and encourages expression of ideas and opinions Actively seeks to understand decisions to communicate them clearly and effectively to their team, including difficult messages Strategic Thinking Maintains a long term, big picture view of the business. Ensures all decisions – from everyday to strategic – align with the vision, mission, and values of the organization Shapes, develops, and aligns the strategies of the organization to capture emerging trends, address competitive threats, meet market needs, provide value to the consumer, and enhance business value Aligns personal and workgroup activities to the organization’s strategic goals Innovation Generates and champions new ideas, approaches, initiatives and creates an environment that nurtures and supports innovation Uses a growth mindset to leverage knowledge and best practices, fresh perspectives, breakthrough ideas, and new paradigms to create value in the market Encourages new ways of looking at problems, processes and solutions Planning & Execution Sets plans with clear deliverables, milestones and accountabilities, aligned with the division. Has a results-oriented mindset; creates a sense of urgency and ownership amongst team to achieve goals. Relationship Building & Influence Builds and maintains effective external as well as internal networks that add value in achieving work related goals. Skilled in building rapport with a wide variety of individuals with diverse backgrounds and ways of thinking Influences and motivates others. Wins support and acceptance for proposed changes and ideas through consideration of key stakeholder needs. Collaboration Models and promotes collaboration and works effectively with others to achieve goals. Involves others, where appropriate, in decision making. SKILLS AND QUALIFICATIONS Medical device industry experience including consumable and capital equipment portfolios Experience developing sales and business strategy and demonstrated commercial track record of success. Commercial and sales leadership success in Urology (preferred) Experience leading high performing teams and adept at change management Tertiary qualification in life sciences or business management (preferred). Ability to undertake regular travel Requisition ID: 605017