Sales Manager Canada in Montreal, Canada

GE Healthcare

Job Description Summary

BK Medical is seeking a Manager, Regional Sales – Central to execute the company strategy, meet regional business objectives, prepare quarterly regional sales forecasts and participate in the determination of market potential and sales expense estimates. S/he will monitor region sales performance on an ongoing basis, integrates individual territory plans and account profiles into a broader regional sales plan. S/he will also select, develop, and lead a team of 1 sales representatives by embodying the following traits: excellence, accountability and transparency. The role is responsible for orders, revenues and profitability targets. The position reports to the VP Sales North America.

BK Medical is committed to designing ultrasound systems that help surgeons image, guide, intervene, and navigate inside the human body. Surgeons are our customers, and they range from HPB surgeons, neurosurgeons, and robotic-assisted surgeons to urologists, colorectal surgeons, and more.

Our mission at BK is to enable real-time intraoperative guidance during surgical procedures, giving surgeons the information needed to immediately make critical decisions.

Real-time visualization supports surgeons in achieving the best patient outcomes by allowing visualization of organs at the time of surgery and imaging the path of surgical devices during the procedure, as well as imaging at the end of surgery. BK Medical’s intraoperative ultrasound imaging can guide the surgeon through various steps – from staging through intervention to validation – all in one procedure.

Job Description

Roles and Responsibilities

  • Integrates individual territory plans and account profiles into a broader regional sales plan and coaches’ sales team accordingly.

  • Serves as a player/coach and is responsible for assigned quota within own territory as well as rest of Canada

  • Prepares weekly and quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.

  • Monitors regional sales performance on an ongoing basis, initiating corrective action as required.

  • Responsible for developing, implementing and monitoring a region account targeting program.

  • Understands RFP/RFQ process within the region

  • Ensures broad team compliance of CRM tool, with specific focus on: sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information and updated customer contacts.

  • Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth.

  • Coaches sales representatives on selling skills and targeting of accounts. Shares personal selling experiences in a way that motivates others and teaches applicable skills.

  • Maintains knowledge of the industry and the competition within the regional market, continually seeking information from physicians, strategic industry partners, suppliers, payers and providers and others to challenge, modify and prioritize regional strategies and prepares their team to counter the competition.

  • Ensures the effective implementation of representative customer records, key contacts, reports and company policies.

  • Responsible for the proper maintenance of company demo equipment and lease vehicles within the assigned region.

  • Plans and controls expenses to ensure sales objectives are met within budget. Responsible for revenue budgets.

  • Attend and participate in customer, company and industry sponsored forums and courses.

  • Develop and maintain relationships with key BK Medical functional areas with specific focus on: , CES team, Product Strategy Managers and Commercial Ops (Customer service and Field Service).

  • Maintains talent mindset and actively develops pipeline of future BK Medical sales representative candidates.

  • Ensures that policies are followed in recruiting and selecting the best talent.

  • Spends a minimum of 60% time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understand of the customer.

  • Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor’s products in front of the customer.

  • Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives

Required Qualifications

  • A bachelor’s degree and a minimum of ten years medical device sales experience is required, with five years selling ultrasound machines and/or capital equipment preferred.

  • Demonstrated ability to master all aspects of the capital sales process and consultative selling.

  • A successful track record showing ability to meet targets consistently without straining from company’s strategy and goals

  • Valid driver’s license with a clean driving record.

  • The ability to travel as required by the job.

  • A Sales skill-set that includes: drive and self-motivation, strong interpersonal and communication skills, the ability to plan, organize, close and deliver, and the capacity to work autonomously.

  • Experience managing sales teams and supporting employees across multiple states and locations.

  • Strong written and verbal communication and interpersonal skills. Prefers direct and honest communication with superiors, peers, and direct reports.

  • Outstanding organizational, problem solving, and multi-tasking skills.

  • High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy.

  • Strong internal customer focus with desire to learn all aspects of the business.

  • Team-player, positive attitude, and eager to do more and help.

  • Self-motivated, proactive, and able to work with minimal supervision.

  • Result-driven and proactive.

  • French and English speaking



Additional Information

Relocation Assistance Provided: No

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