Regional Sales Manager

Job Summary

The Regional Sales Manager is an integral member of Inogen’s Business to Business (B2B) North America Sales Leadership team and is responsible for growing Inogen’s market share through leadership of the Account Executive (AE) team. Managing 5–7 direct reports, this role leads efforts to position Inogen’s quality, reliability, and support to achieve revenue and volume goals established for US HME partners. Success is driven by developing and managing field sales organizations, stabilizing core business, acquiring new accounts, and driving clinical modality conversions. The Regional Account Manager builds executive presence with assigned key accounts to strengthen partnerships.

This sales executive will develop and drive continuous improvement of sales processes and procedures across the B2B organization. The Regional Sales Manager cultivates and promotes Inogen’s core values, recognizes high performance, and rewards accomplishments while leading by example with clear direction, candid feedback, and a communication style that results in trust and optimism.

Responsibilities

Specific tasks, duties, and essential functions of the job.

• Achieve assigned revenue and volume objectives; meet or exceed monthly, quarterly, and annual targets.
• Build and develop an industry-leading sales team through coaching and development, capable of selling to all relevant stakeholders in the evolving HME healthcare environment.
• Develop and manage B2B sales representatives across the US, including:
  • Establish monthly and quarterly sales volume and revenue quotas aligned to Inogen’s B2B US forecast, considering product and margin mix.
  • Set territory-level sales plans and objectives with the team to ensure a clear path to revenue goals; provide clear direction and track weekly progress.
  • Create innovative programs and strategies to differentiate Inogen in the marketplace.
  • Maintain and grow results by coaching and motivating employees; plan, monitor, and appraise job results; conduct ride-alongs and weekly check-ins for development.
  • Establish weekly team calls to promote communication and strong team culture, supporting a cohesive employee experience.
  • Track team metrics, monitoring sales volume, product mix, and selling price while staying current with supply/demand, trends, economic indicators, and competitors.
  • Determine pricing, discounts, and customized value-adds.
  • Manage the team in accordance with Inogen’s core values, policies, and procedures.
• Establish and grow strategic partnerships with identified key accounts:
  • Build and maintain executive relationships within key accounts, including strategy planning, communications, and quarterly business reviews.
  • Identify goals and needs/requirements of prospects and clients, including budget cycles/amounts and key decision makers.
  • Help structure corporate contracts to position Inogen as a key Personal Oxygen Concentrator (POC) supplier.
  • Determine solution offerings, pricing, discounts, and customized value-adds.
• Establish and cultivate relationships with medical thought leaders that contribute to Inogen’s strategic goals.
• Leverage functional expertise to identify and execute new opportunities to expand Inogen’s patient census under its oxygen services program.
• Participate in overall product strategy and conceptual program development.
• Identify and monitor market trends that affect sales, service, and product development.
• Assist senior management with business planning, forecasting, and resource allocation.
• Influence, collaborate, and work cross-functionally to develop and execute successful strategies.
• Ensure proper communication between Inogen field sales/services activities and senior management.
• Maintain regular and punctual attendance.
• Comply with all company policies and procedures.
• Assist with other duties as assigned.

Knowledge, Skills, and Abilities

• Strong track record of B2B sales and sales leadership success; DME/HME experience preferred.
• Demonstrated ability to execute sales and marketing strategies and tactics.
• Ability to analyze market trends to develop presentations, recommendations, and forecasts.
• Skilled at presenting to senior management/C?suite to influence decisions, including presenting project plans and cost–benefit analyses.
• Proven ability to assess and initiate actions independently; experience taking charge of situations, teams, or projects.
• Strong time management: prioritize/organize, track details, and meet deadlines across multiple projects.
• Demonstrated cross-functional collaboration and facilitation to solve complex problems.
• Executive presence; effective conflict resolution.
• Flexibility and adaptability to changing internal and external environments.
• Negotiation and business skills to secure account agreements.
• Willingness to travel 50%–70% (region-wide); field travel with Account Executives to visit existing and new accounts.
• Succeed in new product launches and ensure penetration in existing and new accounts.
• Create account planning dashboards with specific actions and deliverables per customer.
• Track Account Executive KPIs by customer and product.

Qualifications (Experience & Education)

• Bachelor’s degree or equivalent.
• 5+ years’ experience in B2B sales or physician offices; quota-driven sales leadership required.
• Advanced proficiency with Microsoft Office.
• Or an equivalent combination of training, education, and experience providing the required knowledge, skills, and abilities.

Disclaimer

The above statements describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.