Manager, Regional Sales - Western Canada

Bausch + Lomb (NYSE/TSX: BLCO) is a leading global eye health company dedicated to protecting and enhancing the gift of sight for millions of people around the world—from the moment of birth through every phase of life. Our mission is simple, yet powerful: helping you see better, to live better.

Our comprehensive portfolio of over 400 products is fully integrated and built to serve our customers across the full spectrum of their eye health needs throughout their lives. Our iconic brand is built on the deep trust and loyalty of our customers established over our 170-year history. We have a significant global research, development, manufacturing and commercial footprint of approximately 13,000 employees  and a presence in approximately 100 countries , extending our reach to billions of potential customers across the globe. We have long been associated with many of the most significant advances in eye health, and we believe we are well positioned to continue leading the advancement of eye health in the future. 

Title: Regional Sales Manager – Surgical

Employment: Permanent Full-Time

Location: Vancouver Area

Territory: Western Canada (BC, AB, SK, & MB)

Reporting to: Business Unit Director – Surgical BU

Purpose: The Regional Sales Manager leads a group of territory managers, overseeing territory plans, development of business opportunities, building profitable sales volume, and broadening distribution and product image for all B&L’s Cataract ophthalmic surgical product lines. The incumbent leads and develops Territory Managers located in BC & Ontario to maximize sales growth through relationship selling and account development. Using superior knowledge of the region the incumbent provides input and direction in operating plans and tactics. 

This position has direct accountability for developing direct relationships with the Regional Health Authorities and designed to increase Bausch & Lomb’s exposure and B&L’s successful tendering.

Principal Accountabilities:

• Manage the region to meet each customer’s needs through the sale of Bausch & Lomb Surgical’s products. 
• Overseeing the development of territory planning through priority management ensuring that resources are appropriately allocated to balance the company and customer’s needs
• Overseeing the contract and evaluation processes to maximize successful outcomes
• Develop and implement regional business plans and programs to meet and exceed defined goals and revenue and profit targets
• Work closely with Marketing to design and implement tactical sales plans in order to execute product-marketing strategy within defined financial parameters
• Leverage the knowledge and expertise within the regional team, the surgical sales unit, and other departments within B&L
• Develop and lead the regional sales team to success
• Encourage team work and group processes within the region and the surgical unit
• Manage individual’s performance, providing developmental opportunities to ensure the individual meets the established expectations and standards. 
• Increase product knowledge and value-added selling skills through modelling, co-travel and skill development
• Manage the growth and development of relationships with accounts executives and regional health authorities.  Transmit marketing and sales intelligence to appropriate Company personnel. 
• Meet reporting requirements by line manager and business unit.
• 50%+ travel required

Key Challenges: 

• Utilizing effective time management and organization skills.
• Managing and developing a strong regional sales team
• Consistently reaching to meet/exceed established and changing objectives.
• Learning complex and detailed technical and product information for a large number of products and ensuring direct reports are meeting standards at all times.
• Developing knowledge of the consumer/customer demonstrated through continuous efforts to exceed their expectations.
• Physical energy expended on travelling and calling on a number of accounts on a daily basis.

Required Skills: 

• 5-7 years’ experience in hospital and medical device sales.
• Ophthalmic (cataract and retina) and operating room experience are strongly preferred.
• Post- secondary education
• Experience working with and managing HCP Key Opinion Leader relationships
• Highly developed communication skills, both oral and written.
• Ability to travel extensively within the large geographical region.
• Valid driver’s licence and insurability.

The masculine is used in this publication without prejudice for the sake of conciseness.
Bausch & Lomb is committed to equal employment opportunity and complies with equal employment opportunity laws in effect wherever it operates.

We are an equal opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. Accommodations for job applicants with disabilities are available on request.

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