Regional Sales Manager NSWACT

Regional Sales Manager

Australian Capital Territory and New South Wales

Location: Sydney, Australia

Reporting to: Sales Director, ANZ

Job Summary

• To ensure the achievement of sales, profitability and market share targets in the geographic area through effective planning and execution of sales and marketing strategies.
• To build and manage a high performing team with a customer and solutions focus and a growth mindset through effective talent acquisition, goal setting, feedback, reward and recognition and development.
• Collaborate with key stakeholders across the business to create a positive organization culture and environment.
• Design, develop, and implement and manage effective commercial relationships with all key stakeholders including but not limited to government and non-government health care professionals.
• To ensure compliance with Corporate, Regulatory and Quality Standards, Policies and Guidelines with regard to products, procedures and operations.

Key Responsibilities

• Work strategically across priority Cardinal Health product portfolios driving a commercial mindset and strategy to meet sales targets through the implementation of sales and marketing strategies.
• Expand the customer base and sales by identifying key stakeholders and working with teams establishing regular contact with them to build strong relationships and successful partnerships.
• Working with the Account Managers, research, negotiate, create and execute opportunities with target customers across all Cardinal Health Product and Service Categories to effectively leverage this range and scope across ANZ.
• Recruit and select high caliber sales talent with a high-performance mindset, engage and influence to leverage the identified opportunities and mitigate risk.
• Provide ongoing coaching, development and performance management in line with Cardinal Health processes and timelines.
• Support employees to follow the career development pathway, ensuring pre and post training discussions take place.
• Establish an environment and foundation for future sales growth and coach sales teams using the Richardson framework to sell value and solutions to customers.
• Field work/coaching of sales staff (at least 2 days per quarter per employee).
• Implement territory quarterly planning and hold monthly/quarterly review meetings with employees.
• Set and monitor annual performance and development goals.
• Recommend merit adjustments at year end following completion of annual performance review process.
• Prepare and deliver accurate, meaningful, strategic and analytical reports, quarterly business reviews, monthly reports and other analyses as requested.
• Ensure compliance with the full use of SFDC with teams.
• As the regional commercial leader working with the Tenders and Contracts team, marketing and other Cardinal Health stakeholders, monitor all Tender and Contract activity and play an active role by leading tenders and contract commercial strategy development and preparation including pricing guidance, positioning, competitive behavior and pricing, creation of value-added offers and the implementation of these contracts to drive business growth following the award.
• Contribute to and participate in annual revenue and expense budgeting processes as well as periodic forecasting.
• Evaluate market trends and gather market and competitive information.
• Develop an environment where all team members are energized to perform their best work.
• Manage resources including leave to ensure territory coverage is optimized.
• Practice good territory management in terms of organization, administration and expense planning and control.
• Review territory structures to ensure that optimal service levels and sales growth are achieved and so that the business is structured for growth.
• Maintain a productive working partnership with other support functions for self and teams demonstrating the Cardinal Health value and behaviors.
• Observe all health & safety policies & procedures & take all reasonable care that actions or omissions do not impact the health & safety of others.
• Work within and actively promote Cardinal Health’s mission, corporate strategies, policies, procedures and Business Conduct Standards.

Job Qualification

• Minimum of 5 years’ experience managing a team.
• At least 3 years’ experience in the healthcare industry.
• Proven successful coaching experience.
• Previous experience as a successful salesperson.
• Minimum - Technical/Clinical or nursing diploma level.
• Tertiary qualifications in related field / medical background desirable.
• Prior experience of using SFDC to manage business and coaching.

Required Knowledge, Skills, Abilities and Certifications / Licenses

• Strong commercial acumen and high-performance mindset.
• Proven track record in professional sale and sales leadership preferably in the medical device industry.
• Demonstrated ability to achieve sales targets and lead sales teams.
• Commercial sales competencies including strategic and territory planning, negotiation skills and solutions selling.
• Excellent communication and relationship building skills.
• Experience with tenders and contract negotiation, management and execution.
• Comprehensive knowledge of the public and private hospital markets.
• Demonstrate behaviours in accordance with Cardinal Health values.
• Able to work effectively within a team environment as well as autonomously.
• Computer literacy including sound knowledge of the MS Office suite of software, salesforce .com or similar CRM system.
• Knowledge and understanding of the relevant healthcare system.
• Computer literacy including advanced working knowledge of MS office software.

Additional Position Requirements

• Highly effective interpersonal skills with the ability to build credible working relationships with employees and customers.
• Ability to analyse sales and market data and initiate appropriate action.
• Good time management.
• Ability to attract, select, develop and retain top talent.
• High impact communication skills and professional presentation style.
• Copes well under pressure and adapts to changing and competing priorities.
• Well organized and able to think on ones feet.
• Aptitude for technology.
• Empathetic, good listener - gives recognition and feedback often and when it’s due.
• Resilient and persistent.
• Self-motivated and positive.

Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day. Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

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