Spine Regional Sales Manager (Southern California) in Virtual, California at Stryker Corporation

Date Posted: 9/9/2018

Job Snapshot

Job Description

Job Duties/Responsibilities:

The Regional Sales Manager is the key champion for the Region with sales--- driving the planning, direction and oversight of all region activities, ensuring that region financial targets, including sales & expense are achieved.  Drive local talent strategy, talent selection and engagement activities.  Meet with and build long-term, stable relationships with key surgeons, clinicians, and evaluators in local Region to drive product innovation, clinical studies completion and medical education.

  • Achieve/exceed sales targets for Region, including Total Sales, Percent Growth, Dollar Growth, and Market Share by product category
  • Achieve key financial indicators for Region, including Discount vs. Company Average, Cost of Sale vs. Regional Average, COS Less Commission vs. Regional Average, Inventory Turns to Budget, Effective Commission Rate vs. Company Average, and Days Sales Outstanding
  • Recruit, engage and retain Talent; measurement of success includes Region sales reps achieving quota and headcount vs. budget
  • Coach, develop and lead direct reports by providing developmental and growth opportunities 
  • Build and maintain exceptional employee engagement throughout the department
  • Oversee individualized training and development plans for all staff
  • Conduct annual performance reviews and bi-annually interim performance
  • Locates, interviews, and hires top level sales talent for Sales Representative positions
  • Trains and develops new sales personnel
  • Sets overall regional goals and territory quotas and evaluates their performance against these goals
  • Develops plans in accordance with the Area Director to maximize sales opportunities in the region
  • Develops and recommends strategic plans with representatives to achieve greater market share/penetration
  • Evaluates performance and takes corrective action where appropriate with sales representatives under their supervision
  • Build Region sales/operations team, develop and coach that team and communicate performance to expectations
  • Provide competitive and business information to Marketing and Business Development organizations to provide insight to strategy, pricing, innovation projects and other business requirements
  • Work closely with Marketing and Operations leader around projects and planning for product launches
  • Represent Stryker at local symposia, community practice marketing events, national industry meetings such as NASS and AAOS
  • Work closely with Spine Sales leadership to ensure proper support for these businesses at region and agency level
  • Analyzes operations to evaluate performance of division to determine areas of cost reduction and program improvement
  • Directs and coordinates organization's financial and budget activities to fund operations, maximize investments, and increase efficiency
  • Directs activities of organization to plan procedures, establish responsibilities, and coordinate functions among departments and sites
  • Directs and coordinates activities of business concerned with production, pricing, sales, and distribution of products
  • Develops and implements strategic marketing plans, sales plans and forecasts to achieve corporate objectives for products and services
  • Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
  • Assists in developing and recommending product positioning, and pricing strategy to produce the highest possible long-term market share.
  • Implement employee compensation plans
  • Meets with key clients, assisting sales team with maintaining/fostering relationships and negotiating and closing deals.

Qualifications/Work Experience Required:

  • Bachelor's Degree required; Advanced Degree preferred
  • 5-7 years increasingly responsible experience in business roles (P&L responsibility a plus)
  • 2+ years leading a sales management team 
  • Excellent organizational skills - Must be able to routinely make decisions regarding strategy as it pertains to sales representatives’ territory activity
  • Excellent interpersonal skills - Must be able to impart fundamental product and sales knowledge to newly hired representatives
  • Excellent analytical skills - Must be able to analyze regional market potential and effectively create sales territories
  • Possess ability to identify and hire outstanding talent - Must be able to analyze and make decisions regarding personnel
  • Direct selling experience required preferably in consultative selling model, medical device preferred
  • Demonstrated success in developing and managing a business plan
  • Demonstrated success in asset management, talent acquisition, people engagement
  • Leadership and ability to manage complex customer relationships in a healthcare setting including surgeons, clinicians, hospital administrators, Group Purchasing Organization’s
  • Proven ability to attract, engage and develop sales talent
  • Demonstrated ability to use performance management systems to conduct timely and meaningful performance planning, performance monitoring, feedback and performance reviews.
  • Track record of identifying and removing under-performing employees
  • Demonstrated record of overachieving sales and financial goals (e.g. Quota, accounts receivable, expense budge, cost of sales)
  • Negotiation experience also required

Work From Home: Yes

Travel Percentage: Up to 75%

Stryker Corporation is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Stryker is an EO employer – M/F/Veteran/Disability.

Stryker Corporation will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.


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