1. POSITION DESCRIPTION
TITLE JOB CODE REVIEWED PAGE
Regional Sales Manager SuS / AST ……. 1 of 4
Job Title: Regional Sales ManagerSuS / AST Reports to:Business Unit Director SuS / AST
SUPERVISES: n/a
Department:Surgical Solutions Location:Country ( home office) – Field
ABOUT COVIDIEN
The lifesaving work of medical professionals inspires us. Through partnerships with medical communities around the globe, we
create advances in medical devices, supplies products to improve lives. From reducing surgery time to accelerating healing, our
breakthrough solutions are a vital part of daily healthcare delivery. Through progressive thinking and cutting-edge technologies,
Covidien is well positioned to lead the way in today's rapidly changing healthcare industry. As a global, $11+ billion healthcare
products leader, we deliver outstanding results and innovative solutions for challenging problems.
The Surgical Solutions Division of Covidien consists of 3 Business Units; Early Stage, Advanced Surgical Technologies
(AST)&Surgical Supplies (SuS).
At Covidien, we strive to fully understand our marketplace, customers, communities and employees, and we enter into relationships
with a sense of honesty, fairness and trust. Our constant focus on innovation, combined with significant investment in research and
development, ensures that we will soon be introducing even more new technologies that have the potential to "disrupt" today's
standard methodologies and open new business opportunities.
Whatever your specialty or ambitions, you can make a difference at Covidien – both in the lives of others and your career.
JOB PURPOSE (MISSION)
The main purpose of this new role is to manage and motivate the sales staff to achieve the annual business objectives of
Covidien SuS or AST Business Unit. Ensure continuous development of the sales process. Train and coach his/her team in
economic value selling process. Coordinate service team of his/ her area in order to maximize account conversions.
RESPONSIBILITIES & ACCOUNTABILITIES
The jobholder is primarily responsible that his/her team will sell the full range of products of SuS or ASTin assignedterritories in a
professional manner to hospitals and related healthcare professionals as well as for the management of quality and consistency of
product and service delivery.
He/ She will be responsible to maximise SuS or ASTgrowth and profitability through achieving targets within the assigned region
and assigned team.
Develop long term sustainable profitable business in the territory with a reasonable expenses management.
Make sure that his / her team develop new business or defend existing business.
Cooperate and coordinate activities with KAM team and other S2 RSMs in the region in order to maximize Surgical
Solutions business opportunities.
He/she will responsible that his/ her team build strong ethical business relationships with customers to ensure usage of our products
and gain greater market share by focusing on business solutions selling.
Budget management:
Prepare the annual budget for the relevant structure and ensure its respect during the year.
Agree with your management the sales and profitability targets for the managed product lines and ensure their

2. POSITION DESCRIPTION
TITLE JOB CODE REVIEWED PAGE
Regional Sales Manager SuS / AST ……. 2 of 4
achievement through the dependent structure.
Organize the sales force in the most effective and efficient way in order to ensure the achievement of defined objectives.
Periodically verify, together with your teams, its adequacy to the business objectives as well as propose and implement the
necessary changes.
Define together with the Product Manager, and in line with Company’s guidelines, the more effective commercial strategies
to be applied in the territory to achieve the sales and profitability targets assigned.
Manage and control the sales actual vs. targets as well as define and implement the corrective commercial actions
necessary to realign the sales force towards Company’s targets.
Team management
Manage, develop and motivate all staff within your team. Continuously coach the dependent structure with clear objectives.
Ensure that all sales representatives within the business unit are coached in the most effective way.
Promote an effective communication flow within the managed team. Ensure that all the necessary information (commercial
and none commercial) are properly transferred to the sale force.
Ensure that relevant data and information are collected on the market and properly communicated within the organization.
Optimize use of salesforce.com in his /her team
Ensure that the dependent structure is properly trained from both the economical and technical perspective
Ensure that the annual performance appraisal process is carried out in due time.
Identify talents within the managed organization.
Ensure the hiring of skilled and talented personnel.
Customer Management
Achieve agreed budgets, focused on sales growth and gross profit target achievement.
Implement price strategy in the territory. Manage customer profitability effectively.
Maximize presentation and sales of SuS or ASTproducts and services to current and potential clients.
Coach and guidance of his / her team in prepare presentations, proposals and sales contracts.
Support his/her team in manage account services through quality checks and other follow-up.
Ensure to develop and implement, in the territory special sales activities to reduce stock.
Identify and resolve client concerns when his / her team require high level of decision.
Coordinate service team coverage in converted accounts of his/her territory when needed it.
KOL management
Business Development
Take the lead in economic selling activities in the territory. Coordinate with KAM and AST team when need it.
Initiate broader purchasing agreement and account conversion when required
Maintain the territory Business Dashboard and appropriate Business Plans for the territory.
Report in a regular basis relevant changes/ deviations if his / her team performance ratios.
Help his/her team to identify sales prospects and guarantee that are properly contact.
Initiate if needed, follow up and help his/her team to close new purchasing agreements.
Ensure execution of action plans and schedules to identify specific targets and to project the contacts made by his /her
team.
Follow up on new leads and referrals resulting from field activity.
Responsible for creating and maintaining networks with important key opinion leaders necessary for the success of the
business. It is also the Sales Manager’s role to bring extra value to opinion leader contacts.
Ensure an efficient and effective way of working of his /her team with the Purchasing Managers/ Hospitals Managers for
the territory in order to maximise business opportunities.
Maintain close contact with the Surgical/Clinical Specialists for the territory in order to ensure our products usage.
Coordinate work of his /her team in the theatre environment converting surgeons, theatre personnel when needed it, with

3. POSITION DESCRIPTION
TITLE JOB CODE REVIEWED PAGE
Regional Sales Manager SuS / AST ……. 3 of 4
support of service team.
Taking a wide organisational view of selling and managing accounts, with sufficient knowledge of competitors and their
products
Support & Training
Demonstrate to his / her team effective use of all sales tools and materials provided to identify and develop real prospects
to ensure sales targets are achieved.
Updated status of reports, including activity, closings, follow-up, and adherence to goals.
Communicate new product service opportunities, special developments, information, or feedback gathered through field
activity to appropriate company staff.
Coordinate company staff to accomplish the work required to close sales.
Educating and training Logistic Managers/ Purchasing Manager and Hospital Staff as well as providing verbal technical
support and organising regular in-services, and assisting in National/International training requirements when needed it.
PRINCIPAL WORKING RELATIONSHIPS
Key working relationships include, but are not limited to the following:
 Business Unit Director SuS or AST
 Sales Representatives Surgical Solutions
 Local Marketing SuS or AST
 KAM
 KAD
 Price Department
 Comm. Op. Department
 Customer service Department
 Tender Department
DELIVERABLES & PERFORMANCE INDICATORS
Achievement and exceeding of sales budget (SuS or AST Unit)
Achievement of Gross Margin in the territory (SuS or AST Unit)
Management of expenses budget. Not exceed expenses/ MKT/ A&P budget allocated to his /her area.
New sales generated due to account conversions.
Total sales Surgical Solutions in the territory
Implementation/ execution ofsales&MKT plan in the territory.
Managing of KOL customer relations at all levels in your territory.
Developing excellent levels of competitors’ strategy knowledge and awareness of environmental changes.
Effectively manage expenses budget allocations as well as all consignment accounts when required.
Sales rep Perform x customer and P&L * sales rep.
Complete all administrative tasks as per Line Manager Requirements.
Attend any scheduled meetings and calls requested by EU HQ or
Attend and facilitate congresses, workshops.

4. POSITION DESCRIPTION
TITLE JOB CODE REVIEWED PAGE
Regional Sales Manager SuS / AST ……. 4 of 4
EXPERIENCE & SKILLS
Strong business acumen.
Organization agility.
Proven ability in Sales and in growing a business generally.
A minimum of five year experience in sales management. Ideally in medical device sales; preferably in the surgical industry.
Demonstrated track record of sales success in tender management, account conversion and procedural selling.
Proven track record in account management is desirable, selling to procurement level customers is essential.
Experience in manage senior or high performance sales team.
Advanced presentation and negotiation skills.
Coaching and management skills are necessary
Strong ability to spot business opportunities and to persuade and influence others internally and externally.
No need but if reasonable ability to move in an Operating Room session and be familiar with specific requirements in the
OR will help.
Good network in the industry, ideally working experience with a competitor (Ethicon J&J, Boston, etc.).
Strong interpersonal and communication skills are necessary to establish good working relationships with a wide range of
customers.
Product launch, territory planning and Forecasting experience a plus.
Used to work independently with a high level of time management skills
Fluent in English and other EU languages is a plus
Good IT skills, including all Microsoft packages and proficiency in using modern multi-media tools. Sales force.com
experience if possible
A full clean Driving Licence
EDUCATION
University degree required in business administration or scientific. Business backgroundis a must
MBA is a solid advantage
COMPETENCY BEHAVIOURS
Leadership skills. He/ she will be able to manage senior teams under pressure.
Team player with focus in team results.
High standards in ethic and values. Behaviour (how) same importance than what.
Sales driven, business minded and with an entrepreneurial spirit.
He / she will enjoy winning in demanding environments. Clear focus for achieving team results.
High level of motivation to take care of his/ her team development from a professional point of view.
A charismatic and enthusiastic person with a never ending motivation to keep high level of execution in his /her team.
A good listener to colleagues of different levels with anability to understand and to develop plans and make it effective.
A fast action person whose energy is combined with empathy, logic and communication skills.
Defeating the competition by better looking after the needs of all people and being a skilled negotiator and a good diplomat.
Dynamic and willing to invest in his/her career.