Job Description

Job Summary

The Regional Sales Manager (RSM) is responsible for leading Inogen’s Medical Device Sales Representative (MDSR) Field Sales Team/Clinical Support Specialist team. The RSM will provide continuous direct management and coaching of their team members to drive revenue of Inogen’s products. RSM will monitor and ensure team compliance with all applicable regulatory requirements.

Responsibilities (Specific tasks, duties, essential functions of the job)

• Travel 2-3 days most weeks, 70% travel conducting “ride-alongs” with MDSRs
• Position requires sales manager to be out in the field with MDSRs to observe, coach and monitor individual and overall team skills.
• Participate in the hiring, interviewing and onboarding top talent
• Manage team in accordance with Inogen’s 5 core values, policies and procedures.
• Meet or exceed performance objectives and sales quotas
• Analyze and utilize data to coach MDSRs on appropriate targeting, routing and messaging
• Ensure efficient use of clinical support specialist team for delivery of devices and patient service.
• Identify team’s ongoing training gaps and work in conjunction with Training Manager to develop and implement team or individual training to improve performance
• Meet with team frequently to review progress, strategies, goals and achievements and develop actions to ensure achievement of defined sales objectives.
• Continually monitor and track MDSR productivity and motivate team to achieve goals.
• Manage performance review process and ensure employee development plans are established.
• Work cross departmentally to resolve issues including Billing, Shipping, Operations and Customer Service.
• Provide regular reports to National Sales Director regarding MDSR and team metrics to facilitate continuous improvement.
• Manage and ensure effective, appropriate and compliant use of team budget
• RSMs will build relationships with top Inogen customers in designated region
• Ensure self and team members are up to date on expenses and company trainings

Knowledge, Skills, and Abilities

• Thorough knowledge and experience of developing a successful sales territory, working effectively with medical offices, and interaction with home healthcare patients.
• Ability and willingness to travel 70% of time for rep travel and leadership meetings
• Expert selling skills, product knowledge and business acumen
• Experience and knowledge of payor requirements and medical record review
• Track record of motivating and coaching a winning sales team.
• Must have strong work ethic.
• Ability to utilize and coach use of clinical studies and marketing pieces during customer calls
• Excellent oral and written communication skills required.
• Analytical & problem-solving skills & ability to multitask.
• Excellent planning and organizational skills maximizing field and office time
• Ability to effectively interface with different departments within the company.

Qualifications (Experience and Education)

• Ability to travel up to 70% of the time
• Bachelor’s degree or equivalent and related work experience
• 3+ years successful direct field sales leadership experience.
• Previous Durable/Home medical equipment and/or pharmaceutical sales experience
• Track record of success as an outside field sales representative
• Experience selling to pulmonologists preferred
• Advanced knowledge/proficiency in Microsoft Office, required.

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