Regional Sales Manager

Role & responsibilities

1. Sales & Business Execution

• Own and deliver regional sales targets, growth plans, and market share objectives for ostomy and continence care portfolios.
• Translate national sales strategy into region-specific execution plans, account prioritization, and territory deployment.
• Monitor sales performance, pipeline, forecasting accuracy, and corrective actions.
• Ensure disciplined execution of pricing, contracting, and distributor/CFA engagement models in the region.

2. Team Leadership & Development

• Lead, coach, and manage Area Managers, Territory Managers, and regional sales resources.
• Set clear priorities, performance expectations, and development plans for direct reports.
• Mentor team members within the region and contribute to leadership development beyond immediate team when required.
• Drive a culture of compliance, ethical selling, and patient-centric behavior.

3. Process & Operational Excellence

• Establish and continuously improve regional sales processes, reporting cadence, and field governance.
• Ensure effective implementation of CRM, sales analytics, and standard operating procedures.
• Resolve complex operational, customer, or organizational issues impacting regional performance.
• Balance management responsibilities with selective field involvement to resolve critical issues or meet timelines

4. Clinical & Market Development

• Strengthen clinical advocacy by collaborating with surgeons, stoma care nurses, GI/urology specialists and rehabilitation centers.
• Support market creation projects, patient education initiatives, and clinician training programs.
• Utilize advanced industry knowledge to recommend innovative approaches for market penetration and therapy adoption.

5. Judgment, Decision-Making & Impact

• Work on complex sales and business problems requiring in-depth evaluation of multiple variables.
• Exercise sound judgment in selecting methods, techniques, and evaluation criteria to achieve regional results.
• Decisions directly impact regional revenue, costs, and short- to medium-term business objectives.
• Failure to achieve results may impact regional goals, timelines, and operating costs

6. Collaboration & Stakeholder Management

• Build collaborative networks across Marketing, Clinical Education, Supply Chain, Finance, and Regulatory teams.
• Interact with senior department managers and key external stakeholders (KOLs, hospital administrators, distributors).
• Adapt communication and leadership style based on cross-functional and cross-regional nuances.
• Represents the region in national business reviews and cross-functional forums

Preferred candidate profile

Total Experience:

• 812 years of experience in medical devices / healthcare sales, with at least 5 years in people management.

Experience Type:

• Proven experience managing multi-state regions, distributors, and hospital accounts.

Strong understanding of India healthcare market dynamics, tendering, and institutional sales

1. Functional Knowledge & Capability

• Possesses specialized and broad knowledge of medical device sales, hospital selling models, distributor/CFA structures, and institutional procurement.
• Understands how the region contributes to overall India business objectives.
• Identifies and resolves technical, operational, and organizational challenges within the region.
• Applies knowledge to improve efficiency, quality of execution, and customer outcomes

2. Innovation & Adaptability

• Proactively addresses challenges and drives change to engage the regional team.
• Applies creative approaches to solve sales, access, and execution issues within the region.
• Responds effectively to change and influences teams to adopt new ways of working.
• Demonstrates resilience and adaptability in a dynamic, growth-stage organization