Company Overview
As leading innovators in the healthcare industry since 1988, Medtrition Inc. has developed a family of effective, clinically proven medical foods that repair and nourish the body to enhance quality of care, speed recovery, reduce costs and lessen reliance on pharmacological interventions. Our mission is simple: We help people feel better by providing evidence based nutritional interventions that improve patient outcomes. We look forward to helping you.
About the job
Regional Sales Manager(RSM)
About Medtrition Inc.:
Since 1988, Medtrition Inc. has been a leading innovator in the healthcare industry, developing effective, clinically proven medical foods that enhance quality of care, speed recovery, reduce costs, and lessen reliance on pharmacological interventions. Our mission is simple: We help people feel better by providing evidence-based nutritional interventions that improve patient outcomes. Our focus areas include Bowel Management, Dysphagia, Malnutrition, Renal Disease, Urinary Tract Infections, Oncology, and Wound Care.
Position Overview:
The Regional Sales Manager will be responsible for achieving target sales in a designated territory by promoting our product line to nutrition managers, food service directors, and registered dietitians. This role involves working with food service distributors and medical supply houses to increase distribution, focusing on strategic products to drive profitability, acquiring new customers, expanding product penetration with existing customers, and demonstrating our value proposition.
Primary Responsibilities:
Achieve 100% of the quota for each assigned account, as determined by the growth necessary to meet the organization’s overall revenue targets.
Manage existing customers and acquire new customers in the assigned territory, including Acute Care (Hospital & Outpatient/Specialty Clinics), Long Term Care Facilities, GPO, IDN, National Account, and Distribution Partners.
Create and maintain relationships within the acute care and long-term care settings, including nursing departments, directors of nursing, wound care specialists, food service staff, executive chefs, dietitians, clinical nutrition managers, pharmacy, oncology, purchasing, and materials management.
Develop in-depth knowledge of Medtrition products, programs, sales tools, and services, providing ongoing technical training and support to customers.
Drive demand for Medtrition products by attaining Hospital Formulary approvals and getting our products on the Medication Administration Record (MAR).
Attend team sales meetings, training sessions, conferences, trade shows, and exhibitions as required.
Planning:
Populate and maintain territory business plans, updating top targets for key products, providing weekly updates on conversions, projected closure dates, and adding new targets.
Build a strong understanding of the compensation plan, KPIs, field sales contests, GAP management, sales quota, and business planning process.
Manage and track sales performance through sales reporting.
Selling:
Clearly define and articulate the value proposition of our products or services for dietary, nursing, WONC, and administration, highlighting the benefits and advantages over competitors.
Develop strategies to understand distribution channels and end-user activity, tracking and reporting data on product reach and usage.
Maximize GPO and National Account contract access through business reviews.
Optimize available selling tools, including marketing collateral, clinical articles, product brochures, demo products, and sales bags.
Understand key competitors’ products, tactics, strategies, and benefits to correctly position our technologies for conversions.
Ask for a commitment at the end of every sales call and review sales calls to understand factors of success or failure.
Set appointments with key department heads and conduct in-services of new products for all current and newly sold accounts.
Utilize established contracts and pricing to drive profitable sales and increase account penetration at current customers by selling key focus items.
Use effective selling techniques (SPIN, Strategic Selling) and conduct regular in-services to reinforce product features and benefits.
Maintain up-to-date clinical and product knowledge.
Territory Management:
Spend 5 business days a week in the territory, managing all administrative requirements daily.
Meet with 8-10 Healthcare Providers (HCPs) each day and record calls in the Customer Relationship Management System (CRM).
Use overnights (2-6/month) effectively to minimize driving time and manage the territory during selling hours.
Quality Compliance:
Ensure compliance with SOPs related to Product Complaints and Field Corrective Actions.
Administration:
Enter daily sales calls into the CRM.
Submit conversions to demand planning for forecasting.
Comply with company T&E policy and manage expenses, accordingly, submitting expense reports within 10 days of incurring the business expense.
Understand and follow sponsorship policy and guidelines.
Meet all required deadlines.
Attitude and Behavior:
Follow Code of Conduct standards outlined by Medtrition.
Display a consistent and positive attitude, maintaining corporate image.
Demonstrate respect to teammates, internal employees, and customers.
Take responsibility for personal and professional development.
Minimum Job Requirements:
Bachelor’s degree or equivalent.
3-6 years of recent sales, RD, GPO, National Account, and Distribution related work experience in the Medical, Pharmaceutical, or Nutrition space.
Experience in managing distributor relationships and GPO contracting is a plus.
Must possess an insured vehicle and an active cell phone.
Must have a current valid driver’s license and current auto insurance documentation.
Strong understanding of Microsoft suite – Excel, PowerPoint, and Word as well as Outlook calendar.
Physical demands include bending, stooping, kneeling, reaching, and climbing stairs, and safely lifting, carrying, and moving at least 20 lbs.
Flexibility to adapt to all situations and work varied hours, including weekends or evenings based on customer and organizational needs.
This position will be based out of your home/office environment with regular trips to corporate offices, hospitals, LTC centers, medical offices, and clinics.
Preferred Skill Sets:
Excellent verbal communication skills with a keen ability to listen and follow up effectively.
Strong organizational skills and ability to handle pressure skillfully.
Positive attitude, initiative, and drive to create a productive work environment.
Ability to anticipate work needs and follow through with minimal direction.
Good common sense and sound judgment.
Ability to multi-task, prioritize, and work efficiently in a fast-paced environment.
Ability to respond diplomatically and positively to customers, vendors, and coworkers.
Ability to train key account customers and HCPs in the proper use of our products.
Flexibility and willingness to embrace change in a growing company.
Ability to absorb technical knowledge quickly and demonstrate curiosity and clinical understanding.
Excellent product knowledge and selling skills.
Outgoing, positive, and willing to contribute to a collaborative workplace culture.
Superior negotiating and influencing skills.
Ability to work independently, take initiative, and be exceedingly responsible.
Solid business, contracting, and financial understanding.
Note: This job description is not intended to be all-inclusive. Employees may perform other related duties as directed by management to meet the ongoing needs of the organization.
How to Apply:
APPLY