The Role:
The role is very diversified as it both includes direct sales rep management and an overall management of growing sales in export markets through distributors. The Regional Sales Manager’s primary objective is to develop LeMaitre’s sales and margins in Singapore and Malaysia directly through the salesforce as well as managing the sales and margin development in export markets. As the Regional Sales Manager you will also oversee LeMaitre Customer Service organization in Singapore, which includes everything around customer service but excludes P&L responsibility, regulatory and quality requirements. In Singapore we deliver medical devices direct to customers while in Malaysia, we deliver through a 3PL.
In lieu of LeMaitre’s sales expansion potential in Malaysia and Singapore, you will have a very high focus on driving the sales growth strategy here. As a significant amount of the role’s responsibility is the sales team of currently 2 people, the candidate must be someone who enjoys a client facing role and the challenge of growing sales. It is key parameter in this role to lead and motivate the sales team to higher performance, including adding more team members in the future, especially in Malaysia. A significant amount of time is expected to be on the road with the sales people and visiting key accounts independently. This also includes visiting key distributors in export markets with the Export Manager.
During the calendar year, a key part of the role of the Regional Sales Manager will be to produce clear and analytical business performance reports on a monthly basis. You will interface both with the direct reporting line in APAC as well as with Marketing, Finance, Quality, Regulatory and Legal departments at LeMaitre HQ, based out of Boston, US. The candidate should expect to occasionally attend conference calls in the evening time (morning time US).
Additionally, you will have the following responsibility:
- Drive internal team targets and performance and develop cooperative working relationships - Ensure regulatory approval processes are on track, in close cooperation with the Senior Regulatory Manager (based in Singapore)
- Establish and continue to build strong partnership with both key surgeons and dealers.
- Evaluation of Asia distributor performance including potential discontinuation
- Oversee tight Inventory management with warehouse responsible, ensuring no Backorders
- Oversee Marketing campaigns, including trade shows, mailing campaigns etc.
- Conduct performance appraisals
- Continue to build a strong organization, culture and LeMaitre’s reputation in the market
- Work with professional integrity and morale upholding LeMaitre organizational values as well as adapt and conform to LeMaitre Vascular business culture, principles and philosophy
- Lead by example and inspire the team to develop themselves and achieve great results
Required Qualifications:
As a successful Regional Sales Manager, you will need to demonstrate strong sales skills, sales management capabilities and a desire to grow sales yourself and through a sales team. You should be a motivated self-starter with the ability to work with little or no supervision and possess the ability to assemble and manage teams. In order to succeed in this position, you need to be highly driven, have a passion for vascular products, and a desire to run a business with a high sales drive. You should expect a significant amount of travel days per year, potentially up to 100 days.
Successful candidates will have a proven track record demonstrating their understanding and business acumen as well as achieving sales targets and profit objectives. The candidate will have excellent interpersonal skills at all levels, including people-management, leadership and both written and verbal communication skills. A big part of being successful in this role lies in your ability to drive sales through a small sales team and through distributors.
Additionally, you should preferably possess the following:
- Strong leadership capabilities and ability to influence and motivate a team
- Awareness of the healthcare environment in Singapore/Asia and needs of external customers - Minimum 10 years medical device sales. Vascular, Cardiovascular or Interventional Radiology industry experience preferred
- Minimum 5 years’ or more experience in sales management
- Great understanding of vascular anatomy and treatment modalities is an advantage
- Exceptionally well organized and driven by success
- Analytical thinker with superior problem solving skills
- Read, write and speak English at a high level
- Master’s degree, MBA or other relevant field, strongly preferred
- IT savvy. Experience in Salesforce.com a major advantage. Experience in similar CRM system an advantage.
About LeMaitre
LeMaitre Vascular is a leading global provider of innovative devices for the treatment of peripheral vascular disease. We develop, manufacture, and market disposable and implantable vascular devices to address the needs of vascular surgeons. Our diversified product portfolio consists of well-known brand name products used in arteries and veins outside of the heart.
A Focus on Core Competencies
LeMaitre Vascular designs and manufactures devices for vascular surgeons. This is where we have significant clinical and technological expertise. The company has purposely avoided investment in areas that would simply increase the number of products that we sell. Instead, we have focused our efforts on research and development and strategic acquisitions within the field of vascular medicine. We are dedicated to providing innovative products to vascular surgeons. By producing better devices, we seek to improve procedure efficacy and reduce patient recovery time.
Growth Strategy
LeMaitre Vascular's growth strategy is to provide vascular surgeons with an increasing number of devices to assist in the diagnosis and treatment of vascular disease. The company expands and diversifies its product portfolio through acquisitions and internal research and development. These products are distributed through its geographically expanding sales channel. The company follows its vascular surgeon customer base as it transitions from traditional, open arterial surgery to vein surgery, dialysis surgery, and endovascular procedures. As the company has grown, it has focused increasingly on patented, differentiated product platforms.
Corporate Culture
LeMaitre Vascular's core hiring principle is to find and hire smart, motivated people. This mission leads to providing our employees with challenge and opportunities for personal and professional growth, as well as the growth of the company. Our employees have dedication and passion for their work. Each day they know they can make a difference. Working with LeMaitre Vascular means you are surrounded by talented and passionate co-workers and owners.
