Regional Business Manager (Various Locations)

Job Description

The Regional Business Manager (RBM) position will serve as a field-based position responsible for setting strategic sales direction in the growth of key markets and help to define regional product sales strategies in conjunction with peers in the marketing and sales organizations. Where necessary, interface with external sales organizations representing the Olympus product line. The RBM may assist in training of field personnel and HCPs within their region and assigned disciplines. A key purpose will be developing relationships with distributors, growing regional distribution in key geographies, and managing all asset responsibilities with distributors. In addition, there will be a ORBEYE unit quota for this role.

The role will implement strategies that support the growth of Olympus’s Video Microscopy/ORBEYE portfolio while fostering and building business relationships with other key internal and external stakeholders. The RBM is responsible for strategic technology adoption and utilization within identified facilities and clinical specialties. A field-based RBM is also responsible for developing strategic relationships with appropriate HCPs across disciplines of: Neuro, Spine, Plastics, Urology, ENT and other adjacent markets that arise. This will allow the Medical Systems Group VM BU to have consistent access to the voice of the experienced and thought-leading customer for product development, clinical research, education & training programs, speaking engagements, market intelligence and other marketing initiatives.

Job Duties

• Meet and exceed sales and profit targets across all business segments through the continuous development motivation training and management of distribution team within assigned geographic region.
• Continuously assist with recruitment, hiring, training development, motivation and management of distribution networks.
• Manage a specific geography’s relationships with Distributors, assisting with asset coordination, evaluation, closing business and training Distributor sales personnel. Manage and positively influence each distributors daily activities, monthly sales forecasts, business plan updates etc.
• Ensure all Company assets are carefully managed and maintained.
• Build and maintain a comprehensive needs assessment and business plan for each strategic account in order to deliver superior value to the customer and accelerated profitable growth for the Company.
• Support the development and successful execution of annual territory business plans to meet and exceed region's numeric objectives.
• Collaborate between business units by leveraging the combined strengths of all surgical businesses to deliver superior customer value. Communicate competitive activities and market opportunities to appropriate internal parties.
• Explore and validate potential new call-points. Collaborate with Marketing to roll out product introductions by assisting with enablement and education of field sales team.
• Interface with high-level customer stakeholders (HCP, C-suite administration) to convey the Olympus value proposition (product features/benefits, finance/leasing options, “four pillar”-type strategy), while working with sales counterparts to steer opportunities to successful conversion.
• Perform “Voice of the Customer” (VOC) research in developing strategies to deliver profitable value to targeted markets; collects competitive information and report findings.
• Work closely with Sales and Product Management to improve and deliver more value to our customers through product enhancements and potential new product introductions.
• Participate in conferences, exhibitions and trade association meetings, with distributors assisting.
• Facilitate fellowship management by interfacing with fellows in identified programs and clinical disciplines, and ensuring a hand-off of fellows to Olympus teams in the fellows’ career destination geography.
• Develop and execute customer market development programs. Develop Centers of Excellence for training, technology, development and research. Develop strategic relationships with experienced HCPs and thought leaders.
• Act as an interface for education, training and research projects with key thought leaders and internal departments at Olympus. Support new business development assessment.
• Comfortable in delivering presentations to audiences in the medical and healthcare industry as well as providing training to internal and external personnel (e.g.: Olympus sales, distributor partners and marketing, physicians, nurses, C-suite, etc.)

Job Qualifications

Required:

• Bachelor’s degree (BA or BS) is required, MS/MBA is preferred.
• Minimum of 5 years of professional medical device industry experience, especially capital devices in the open and/or minimally invasive procedures space; open surgeries such as Neurosurgery, Spine, Urology, Oncology/H&N, Otology, Plastics, Microsurgery, are considered beneficial.
• Extensive customer facing experience necessary (Academic Medical Center, VA’s, DOD’s, Intergraded delivery networks, etc.).
• 80% domestic travel commitment with possibility for some international travel.

Preferred:

• Previous documented sales and/or marketing experience in the medical devices industry preferred.
• New technology commercialization experience preferred.
• Prior Business Development experience preferred.
• Fellowship Program experience (Fellow training and education) desired.
• Working knowledge of the currently evolving Surgical Technology Landscape preferred.
• Documented Clinical Champions Development Preferred. New technology commercialization experience preferred.
• Ideal candidate has both a sales and marketing background
• Prior experience working with strategic physicians at academic and tertiary care centers.
• Excellent communication skills with all types, such as email, phone, text, social, print, virtual.
• Presentation skills in front of small and large groups, ability to adapt format and message based upon audience.
• Familiarity with MS Office, Lotus Notes, Teams, Zoom and other ancillary software is essential. Ability to perform in-depth analysis, create an assessment with recommendation, and effectively communicate to influence decision-making

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