Director of Sales, Anesthesia

Position Summary

The Director of Sales, Anesthesia will provide visionary leadership to their team to meet challenges and achieve ambitious goals with a clear sense of direction and purpose in an ever-changing environment.

Leading a team of Regional Sales Managers, this sales leader will create and effectively communicate a compelling strategy and cultural direction of the business, generating energy and confidence within their teams.

Focused on the acute care hospital and surgical center markets, this leader will apply disciplined execution in the orientation towards a process-focused, decisive course of action that will ensure that Teleflex and client / customer needs are met with a high standard of excellence, urgency and predictability.

This role interfaces closely with the Vice President of Sales in developing, modeling and executing the delivery of sales outcomes to meet annual national plans.

The Director of Sales will ensure a commitment to building people capabilities, effective talent optimization ensuring the right people are in the right roles and individuals feel empowered and supported to reach their potential.

This role must partner across organizational lines and work cooperatively with Sales Training, Marketing, Sales Operations and Corporate Accounts leaders and team members, providing field sales / clinical insight in order to best serve client needs as product portfolio and national account strategies are established.

Principal Responsibilities

• Build performance-based relationships with leaders and team members in Clinical and Medical Affairs, Customer Service, and Distribution Operations to foster trust and respect through open communication.
• Partner with marketing, and product development to explore implications of shifting dynamics and determination of Teleflex’s best response.

Communicate customer needs and ensure the development of an innovative product portfolio.

• Interface with Planning when necessary to help ensure adequate inventory positions to meet sales projections / needs.
• Advise leadership of quality problems, ensuring that corrective action is taken by sales team and that customers are properly notified.
• Promotes a work environment that challenges the status quo, one which leads and adapts to customer needs, creating significant value.

Responsible for understanding customer trends and buying patterns of distributors and maintaining a direct relationship with each distributor for forecasting, order velocity and QBR’s.

• Responsible for all facets of sales planning, modeling, and execution of sales execution strategies.
• Responsible for negotiating with and delivery of customer and contractual relationships with pre-hospital and acute care hospitals / surgical centers (ASC’s) in addition to delivering outcomes that meet contractual commitments set forth in group purchasing organizations (GPOs) and integrated delivery networks (IDNs) and the Big 4 Distribution partners.
• Analyze the business to find improvement opportunities; develop and execute improvement plans; ensure that change is managed to ensure adoption and utilization to create value.
• Actively research current competitive developments in the market, industry, and / or unique geographies. Analyze the strategies of key competitors and develop proactive plans to gain competitive advantage.

Keep management informed of competitors' activities through review of information from internal and external sources.

Organize and conduct Regional Sales Meetings. Ensure appropriate Sales team members support trade show and other professional organizational appearances.

Ensures that self and team demonstrate disciplined execution by encouraging a climate of continuous improvement, where people are expected to take steps to operate in ways that improve the delivery of current services.

• Provide guidance on pricing strategy based on evaluation of local economic conditions and purchasing practices with Marketing.
• Develop, monitor, and execute within annual OPEX plan sales expense budgets.

Education / Experience Requirements

• Bachelor’s degree (BA / BS) from a four-year college or university. MBA preferred.
• 3-5 years’ experience in a sales management role within Medical Devices with proven demonstrated track record of success and positive impact over sales managers in the medical device industry.
• Experience selling products and managing teams in Anesthesia, OR, and surgical centers a plus.
• Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial / business acumen.
• Self-directed, able to work independently and ability to handle multiple projects concurrently & function in a fast paced, high growth environment.
• Excellent communication skills both written and verbal. Ability to demonstrate confidence and engage an audience during public speaking presentations.
• Strong organization / project management skills.
• Strong problem solving / analytical skills with the ability effectively and appropriately confront performance issues, resource constraints and other obstacles
• Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint), including IPhone and IPad platforms.
• Ability to operate within a matrix structure, prior experience working in large corporate environment, or a diversified, complex organization is required.

Specialized Skills / Other Requirements

The following competencies would be expected to be demonstrable at a very high level :

• Demonstrate a sense of purpose and inspire others
• Takes ownership and holds self and team to the highest standards
• Demonstrate critical judgement
• Communicate effectively
• Build and sustain relationships
• Planning and organization
• Create value for the customer
• Demonstrate Continuous improvement
• Creates a culture of inclusion and involvement
• Develops & empowers people
• Builds high performance people and teams
• Demonstrates growth mindset

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