Regional Sales Manager

Summary

Region sales management role, responsible for staffing and sales for the assigned region.  This role is key to effectively manage assigned sales team to execute the outlined ostomy sales strategy and deliver the assigned goal number established for the region.

Responsibilities

Implement Business Strategies

• Lead a team of 7-8 Territory Managers in established regions
• Manage multiple areas of sales focus within assigned region
• 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
• 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.
• Execute strategies and tactics outlined to deliver sales, market shares and margin contribution
• Execute strategies to gain ostomy new fits in the acute, home health, and aftermarket
• Execute ostomy sales strategy to ensure proper sales time and focus
• Professional and personal development of assigned team.  Development areas to be identified and supported through the Hollister Development/Succession planning process
• Responsible for maintaining region budgets by territory, overall region
• Select, train, develop and appraise team  as necessary to address the needs of the region
• Consistently demonstrate effective behaviors that support and personify the Company’s mission, vision and values

Communication and Market Orientation

• Responsible for on-going two way communications with customers, sales team, other company associates and with agencies and leaders outside the company that are key to success within a particular market/country
• Responsible for continually updating personal and corporate knowledge related to customers and their needs, competitors, payers, and local government & regulatory bodies
• Ability to travel extensively (60%), ability to communicate verbally and through electronic media

Essential Functions of the Role

Education & Work Requirements

Education & Work Preferences

• Total Experience:

  • 8–12 years of experience in medical devices (Ostomy or Wound Care mandatory), 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
  • Advanced understanding of healthcare sales models, reimbursement dynamics, and clinical workflows.
  • Strong analytical capability—forecasting, CRM usage, territory management.
  • Ability to interpret market data, competitor positioning, and industry trends.
  • Proficiency in MS Office, CRM systems and sales analytics tools. 

Competencies