Regional Sales Manager, South Germany & Austria

Job description

About Aerogen: Headquartered in the vibrant city of Galway, Ireland, with offices around the world, Aerogen is proud to be the world leader in acute care aerosol drug delivery. Recognised through multiple MedTech awards, including being named Galway Chamber Company of the Year 2025, and twelve-time winner of the Zenith Award for Respiratory Care Excellence in North America, our employees make a difference to patients’ lives every day, having reached over 30 million patients in more than 80 countries. Today, Aerogen is powered by a global team representing 54 nationalities, working together with a shared commitment to improving patient care. Our talented and skilled team collaborate to innovate, challenge and test not only in relation to our products but every facet of how we work. We lead the way by finding innovative solutions to even the most complex problems, all in the name of delivering better patient outcomes. Our business continues to grow rapidly across the globe and, as we grow, our core culture of “We Care” universally connects us. We believe that your ambition and integrity fuels ours, and we are committed to supporting our employees to reach their full potential through tangible investment in their careers. What is the role? Lead a sales team to meet revenue targets within the defined region. The RSM will lead the hiring, development, and management of the team members to implement growth strategies and initiatives. The RSM is also responsible for ensuring consistent profitable sales growth that achieves Aerogen’s plan commitments by not only driving the topline revenue growth, but also by managing expenses and costs within the region. The RSM is the fundamental link between strategy and execution within Aerogen’s sales team. They demonstrate success by recruiting exceptional talent, coaching, and developing their team to excellence, and driving proven sales processes to profitably expand market share within their region. In addition, the role requires the development of collaborative and results-orientated relationships with external distribution partner sales professionals, Aerogen marketing, Education and Clinical, IDN’s, and the broader management team. Lead as a situational commercial manager: deliberately switch between directing, teaching, coaching, challenging, empowering and holding people accountable according to individual capability and business context. What are the key responsibilities? • Responsible for driving the sales strategy and revenue across assigned geography. • Build and aggressively execute plan for achieving sales revenue and operating budget for Aerogen within the region. • Leverage all provided tools to maximize sales effectiveness in the region. • Develop, mentor and manage team by establishing and executing individual MBOs aligned with corporate and Management objectives and development plans for the team. • Conduct territory field rides, cadence calls and individual territory business reviews to ensure plan achievement. • Drive, manage and support the distributor sales and OEM and sales management teams. • Support marketing and clinical and launch new products, executing according to global marketing guidelines, in combination with objectives. • Acquire and develop value based and strategic selling skills and the ability to develop the team in these areas. • Identify, manage, and develop key executive IDN contractual relationships in region to drive sales results. • Translate company strategy into clear regional, territory, priority-account and activity plans, including measurable Full Account Conversion (FAC) objectives and expansion across the respiratory patient pathway. • Establish explicit performance standards, individual objectives, observable behaviours, execution expectations and regular follow-up; address underperformance promptly and constructively. • Diagnose performance gaps before intervening, distinguishing skill, motivation, knowledge, process, territory design and opportunity quality. • Use field observations and customer interactions to provide timely, specific, behavioural feedback; select the right intervention: direct, coach through questions, teach by demonstration or challenge assumptions. • Teach and reinforce account planning, discovery, Challenger Teach-Tailor-Take Control, stakeholder mapping, value propositions, objection handling, negotiation, closing and value-based selling. • Coach Account Managers to create Account Conversion Maps covering clinical pathways, practice variation, technology, economics, procurement, influence networks and barriers to standardisation. • Ensure teams identify and validate Mobilizers (rather than relying on Talkers), engage executive and economic buyers and build cross-departmental clinical, operational and procurement coalitions. • Guide teams in developing clinical, operational and economic cases for hospital-wide aerosol-delivery standardisation, with appropriate involvement of ACE/Clinical Education, KAM/GPO, Medical Affairs and Marketing. • Manage pipeline quality, forecasting, resource allocation, account-conversion milestones and regional performance using evidence of customer change and commercial progress, not activity counts alone. • Build individual development and succession plans, adapt motivation to the person, recognise effective behaviours and facilitate peer learning and best-practice sharing. • Use structured, evidence-based self-assessment and manager feedback to identify two or three priority development behaviours, their impact and specific follow-up actions. What education and experience are required? • Bachelor's degree. • 3+ years of relevant medical device sales experience. • 2+ years of sales leadership experience. • Experience working with distributors preferred. • Proven track record of consistently overperforming and excelling. • Excellent presentation skills. • Excellent communication (verbal and written) and interpersonal skills. • Strong problem-solving and negotiation skills. • Maintain established care business hours with additional hours and weekends as warranted by project assignment, required travel or business demands. • Proficiency in use of desktop software applications, such as MS office. • Clinical background and training, such as RRT (preferred). What key skills will make you great at the role? • Strong leadership, organizational, communication, analytical business acumen, learning application and team development skills. • Demonstrate a proven track record of hiring and developing top talent. • Situational leadership across five registers: manage the business, manage performance, coach performance, develop people and lead the team. • Ability to combine clear direction and accountability with questioning, teaching, observation, constructive challenge, recognition and adaptable motivation. • Strategic understanding of FAC, hospital patient pathways, account diagnosis, Mobilizer identification, stakeholder coalitions and value-based economic selling; ability to build these capabilities in Account Managers. • Disciplined use of observable performance evidence, pipeline/forecast metrics and development feedback to improve both individual capability and regional commercial outcomes. • RSM is expected to cover the entire region with frequent travel and overnight trips required (at least 50%). • Cross functional teamwork and collaboration with to achieve agreed company goals. • High energy, self-driven, and persuasive and effective communicator to collaboratively achieve team results and retain talent. • Strong region management skills and proven ability to drive multiple opportunities across geography. • Ability to manage a complex sales process that has clinical, financial, and executive customers. • Demonstrate a high degree of influencing skills with peer, clinicians, economic buyer, and physicians. • Challenger Coaching capabilities or at least Challenger Sale capabilities would be a plus. 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