Manager, Regional Field Sales

The Regional Sales Manager will oversee sales and marketing activities across the assigned region (Central America), while managing the CooperSurgical Fertility product portfolio. This role necessitates extensive teamwork with the LATAM team and other cross-functional departments to devise and implement effective regional sales strategies.

As the Regional Sales Manager, you will play a pivotal role in building CooperSurgical's presence in the field. Leveraging your deep understanding of the medical devices market in Central America, your objective will be to cultivate strong alliances with channel partners, engage directly with end-users, and drive sales performance and market share growth.

Essential Functions & Accountabilities:

1. Market Development:

• Expand market share by identifying growth opportunities and analysing local market dynamics. 
• Utilize market research to understand customer needs and competitive landscapes.

1. Channel Partner Management:

• Identify, evaluate, and assess potential new channel partners in the assigned territories. 
• Develop criteria for partner selection to enhance the distribution network strategically. 
• Set and monitor sales targets, ensure structured follow-ups, and conduct regular training sessions to empower channel partners in promoting CooperSurgical products effectively.

1. Sales Pipeline Management:

• Build and maintain a robust sales pipeline for medical equipment and consumables. 
• Utilize lead generation strategies to ensure a consistent flow of potential sales opportunities, focusing on both existing relationships and new business development.

1. Performance Analytics and Reporting:

• Analyse sales data and market metrics to track performance, assess the effectiveness of sales initiatives, and provide actionable insights for strategic decision-making. 
• Leverage CRM systems to report sales activities promptly and accurately.

1. Customer Relationship Management:

• The role mandates 75% of your time to fieldwork, directly engaging with customers to understand their needs, support channel partners, and identify areas for improvement in the sales process. 
• Build and nurture relationships with clinics, healthcare professionals, and decision-makers, fostering trust and loyalty.
• Represent the company at trade shows, channel partner meetings, and industry events.

1. Product Knowledge:

• Maintain an up-to-date and comprehensive understanding of CooperSurgical's product offerings to effectively train and guide channel partners and clients. 
• Address any questions or concerns proactively to reinforce product value.

1. Collaborative Initiatives:

• Partner with cross-functional teams (marketing, product management, regulatory, customer experience and DC,….) to ensure that strategies align with sales objectives and that local marketing initiatives resonate with target customers.
• Work in close collaboration and alignment with KA Lead on key accounts across the assigned region.

1. Financial Oversight:

• Ensure thorough follow-up on financial processes, including billing and money collection from channel partners and clients. 
• Coordinate with the finance department to address payment issues and develop strategies to optimize cash flow and maintain healthy financial relationships.

1. Pricing and Forecasts:

• Collaborate with internal teams to develop effective pricing strategies and conduct forecasting, ensuring sales goals are achieved while maintaining profitability across designated territories.

1. Legal Compliance:

• Ensure all sales activities comply with local regulations and corporate policies, maintaining high ethical standards in every interaction and reporting practices.

Travel: 

75% of the time is customer facing in the field of the assigned territory.

Knowledge, Skills and Abilities:

• Strong understanding of the medical devices market in the Central America. Familiarity with the fertility sector is a plus.
• Excellent analytical, negotiation, and communication skills. 
• Proficiency in using CRM tools, preferably D365 CRM.
• Confident speaker and networker
• Collaborative; Relationship builder
• Practical, competent, patient, helpful
• Adaptable and flexible
• Languages: Spanish and English

Work Environment:

• The role requires 75% of travel time (field based)

Experience:

• Proven track record in a sales leadership role within a multinational healthcare/life sciences organization in the Middle East. 
• Experience working with channel partners is essential.
• A background within fertility is an asset but not a pre-requisite.

Education:

• Bachelor's degree in Business, Marketing, or a related field.
• A Master's degree or MBA is an advantage.