Regional Sales Manager - North

We are hiring! We have an exciting new opportunity at Scope for a Regional Sales Manager - North to join our team! We are looking for people who can connect their own personal vision and values into some of what we do at Scope. Our vision as a company is to constantly exceed the expectations of our healthcare partners, our patients and our people by bringing together the extraordinary.

Responsibilities:

• Business Strategy: Responsible for direct management of a regional sales team. Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business. Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business. Establish a managerial cadence of conference calls, 1-1 meetings, ride-alongs to ensure Sales Team are effectively executing the Business Strategy.
• Tactical Business Plans: Monitor Sales in the territory and ensure the Sales Team have robust business plans in place to protect revenue and take advantage of growth opportunities. Establish and execute quarterly reviews of business plans providing guidance and support to Sales Team as needed. Ensure compliance with agreed Sales Cycles (e.g. Priority products, bonus products, new product launches). Ensure the Field Sales Lead is fully informed on the conditions of business and market through regular reporting providing recommendations for action as warranted.
• Data & Analytics: Data and analytics form a core component of this role. Identifying trends, producing insights, and making evidence-based recommendations to stakeholders. Production of regular reports, including weekly updates, to track performance, highlight risks or opportunities, and support continuous improvement. Strong analytical skills and confidence working with data tools and systems are essential.
• People Management: Motivate the team and plan the use of resources in medium and long term in order to achieve sales targets. Responsible for the appointment, promotion, and guidance of personnel within his/her responsibility. Ensure each member of the Sales Team reach the essential level of Knowledge, Skills and Competency for their role providing and arranging coaching, mentoring, and training where needed. Manage the Performance and Development Review (PDR) process ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals. Work with the Field Sales Lead to establish performance (e.g. Sales Targets) and behavioural expectations (e.g. company adopted sales model) for their team in line with the Values, Business Strategy, Role Responsibilities and Competencies.
• Customer and Account Focus: Responsible for providing additional focus on major accounts. Recommend to the HOS: Pricing taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches; Recommend promotion and advertising programs; Scope participation in any congress/conferences. Monitor your team’s compliance with CRM milestones and timelines to ensure that our CRM system is an accurate and useful database.
• Product & Market Knowledge: Be fully aware of market trends, competitor environment and make strategic recommendations. Compile and prepare sales statistics and market information, analyse the information and submit recommendations to Field Sales Lead for assessment and decision making. Review and discuss territory data regularly with the team (e.g. Netsuite and QLIK). Work with the Marketing Team to ensure all field marketing needs are met.
• Self-Development: Proactively seek feedback from your team, peers, and more senior management on personal performance, and to act on development areas highlighted by their response. Construct a personal development plan with significant guidance from your manager and to take personal accountability for implementing this plan. Continuously seek to improve personal skills, knowledge, and competencies to improve performance and be effective in giving feedback and coaching/mentoring/training your team.
• Administration & Company Equipment: Complete all administrative tasks in line with processes requirements and hold members of your team accountable for same. Maintain all company equipment in a good state at all times ensuring people on your team do likewise. Complete all company administration in a timely and accurate fashion.
• Flexibility & Travel Requirements: This role requires a high degree of flexibility to support business needs. Be willing and able to travel to various locations as required, including occasional overnight stays. Supporting events, meetings, and activities that may take place outside standard working hours.

Qualifications:

• University degree or equivalent in a related field - required
• Master or Professional qualification – desirable
• Holder of a current full driving license
• Occasional international travel.

Specific Knowledge, Skills and Experience:

• Proven experience in a sales environment at a management / leadership level
• Sound background and experience in life sciences or commercial business – required
• Commercial awareness/business acumen of the Eye Care market, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services, and marketplace desirable.
• Operational Sales/Key Account experience
• Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities) with the drive, diligence and interpersonal savvy to succeed.
• Practical experience of customer and channel management
• Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers
• Experience of successfully leading, coaching, and motivating a sales team to achieve business targets at a regional level
• Proven commercial acumen, with clear insight and understanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets
• Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated, and professional manner
• Collaborative leader with an impressive track record leading in a ‘start up’ type environment

Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.