Sales Manager

Fresenius Kabi USA; Chicago (IL); On-site; USD 125,000 - 150,000; Full time

Benefits offered by this job

Medical, dental and vision coverage

401K with company contribution

Life insurance

Disability insurance

Wellness program

Company car

Sales Management plan bonus

Job summary

Fresenius Kabi USA seeks a Regional Sales Manager for the IV Therapy sales team to lead the Midwest region, drive quota attainment, and coach field teams across Infusion Delivery products. The role focuses on strategic territory planning, customer relationship development, and aggressive competitive responses.

The candidate will manage a high-performing sales group, collaborate across departments, and travel extensively within the designated geography.

Qualifications

• Bachelor’s degree required; Masters or advanced degree preferred
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred
• Minimum of 2 years’ experience managing or leading teams
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps)
• Solid influencing skills accompanied with outstanding selling and presentation skills
• Effective communication (verbal and written) and interpersonal skills
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook)
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts
• Must have the ability to travel frequently – Air/Auto
• Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography. Must have a valid driver’s license.

Responsibilities

• Achieve sales quota for Fresenius Kabi’s Infusion Delivery product line: IV Solutions, infusion pumps, IV sets, accessories, safety software and CSTDS
• Define and establish territory strategic sales direction
• Plan and implement tactical sales plans
• Provide leadership, coaching, and motivation for the sales team
• Set goals and priorities for the sales team within the region
• Develop, manage, advance, and close opportunities within a sales funnel
• Monitor sales activities and results using available tools
• Interview and hire all sales positions as needed
• Ensure required training is completed for direct reports
• Perform financial and trend analysis on sales data
• Create/advise on efficient territory alignments
• Analyze competitors programs and develop aggressive response strategies
• Interface with other departments concerning sales data and trends
• Monitor and evaluate territory adherence to expense and profitability guidelines
• Prepare reports; support all computer-based sales reporting
• Assist account managers with contract negotiations, pricing, and contract implementation
• Attend corporate meetings requiring sales input
• Travel beyond own territory when needed to support objectives
• Develop strategic customer relationships to drive purchase of Fresenius Kabi products
• Communicate with team to align sales with targets
• Develop and maintain high level of customer satisfaction
• Approach customers with total account management, leveraging resources and articulating value proposition
• Understand market dynamics and healthcare trends
• Participate in all reasonable work activities as assigned by management

Skills

Sales leadership

Healthcare sales

Negotiation

Communication

Strategic planning

Education

Bachelor’s degree

Master’s degree

Tools

SAP

Salesforce.com

Job description

Join us as our new Regional Sales Manager for our IV Therapy Sales Team selling infusion pumps, IV solutions and disposables for the Midwest region. The Manager, Regional Sales is responsible for leading and managing a team of sales professionals. This position will provide direction and coaching all field sales efforts within a specified geography and for ensuring the successful attainment of all regional sales goals as well as managing an operating budget. Additional responsibilities include, but are not limited to, advancing the professional development of field sales employees.

This role supports the Midwest region for the IV Therapy sales team. The ideal candidate will live in Chicago, Kansas City, St. Louis or Minneapolis.

Responsibilities

• Responsible for achieving sales quota for Fresenius Kabi’s Infusion Delivery product line: IV Solutions, infusion pumps, dedicated and nondedicated IV sets, accessories, safety software and Closed System Transfer Device System.
• Defines and establishes territory strategic sales direction.
• Plans and implements tactical sales plans.
• Provides leadership, coaching, and motivation for the sales team.
• Sets goals and priorities for the sales team members within the region.
• Works with sales team to develop, manage, advance, and close opportunities within a sales funnel.
• Monitors sales activities and sales results using available sales tools.
• Reviews and approves annual objectives, performance goals, and personal development plans for subordinates.
• Interviews and hires all sales positions as needed.
• Ensures required training is completed for their direct reports.
• Performs financial and trend analysis on sales data.
• In collaboration with other team members of the sales organization, the manager will create and/or provide suggestion on efficient territory alignments.
• Analyzes competitors programs and develops aggressive response strategies.
• Interface with other departments concerning sales data and trends.
• Monitors and evaluates territory adherence to expense and profitability guidelines.
• Prepares reports as requested by management.
• Supports all computer-based sales reporting.
• Assists account managers with contract negotiations, pricing, and contract implementation.
• Attends corporate meetings that require sales input.
• Assist in the implementation/management of new accounts and willingness to travel outside of own territory when called upon to help manage corporate objectives.
• Develop strategic customer relationships throughout the hospital to drive the purchase of Fresenius Kabi products.
• Communicate with team members to align sales efforts with Company and regional targets.
• Develop and maintain a high level of customer satisfaction.
• Approach each customer with a total account management perspective, leveraging resources appropriately, and accurately articulating the value proposition for the customer.
• Understand market dynamics and healthcare trends.
• Participates in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required, Masters or advanced degree preferred
• 5+ years of related experience in the healthcare industry required; medical device sales experience highly preferred.
• Minimum of 2 years’ experience managing or leading teams.
• Strong business acumen and excellent negotiation, communication, business planning and sales strategy development traits are paramount.
• Demonstrated success in a consultative selling role (questioning, listening, managing call dynamics, managing objections, closing for next steps).
• Solid influencing skills accompanied with outstanding selling and presentation skills.
• Effective communication (verbal and written) and interpersonal skills.
• Intermediate skill set with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Must have the ability to travel frequently – Air/Auto
• Typically requires travel more than 50% of the time. Ability to travel within designated geography and occasionally outside of own geography. Must have a valid driver’s license.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities.
• The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at-will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.

Salary Range: $125,000 - $150,000 per year

Position is eligible for the Sales Management plan ($16,500/quarter). Position is also eligible for a company car. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most."