This position is responsible and accountable for
managing team of Territory Managers and Clinical Service
Managers to meet/exceed sales quota through profiling,
targeting, training, needs analysis and closing on
targeted account customers consisting of Health Care
Professional (Endocrinologists, CDE’s), key diabetes
institutions and managed care organizations.
JOB / DUTIES / RESPONSIBILITIES (Listed in order of
The Regional Manager for the Northeast is accountable
for consistently achieving Regional sales objectives and
ensuring these sales are profitable and within the
guidelines of Insulet Corporation’s defined sales and
marketing practices. The position is responsible for the
leadership and development of Territory Managers and
Clinical Services Managers. You will work with Territory
Managers and Clinical Service Managers to interact with
customers and raise their level of awareness and
increase the demand of the Insulet Corporation product
line. This position will bear the responsibility of
correlating any professional contact needed between the
Field and the operational, quality or customer service
teams of Insulet Corporation.
1. Meets/exceeds sales objective as well as market share
within assigned Region.
2. Strong leadership and goal-setting ability.
3. Work effectively and productively within the Insulet
Corporation sales team as well as home office team
4. Possesses a sound working knowledge of the managed
care reimbursement process.
5. Possess a strong working knowledge of managed care
and account management.
6. Develops and maintains superior relationships with
key diabetes decision makers and influencer within the
7. Consistently exhibits a high level of proficiency and
expertise in discussing and demonstrating Insulet
Corporation product, as well as all related diabetes
products including competitive products. Proven ability
to train and lead Territory Managers regarding Insulet
Corp. product and technology as compared to competition.
8. Consistently exhibits proficiency in demonstrating
and training on all ancillary Insulet Corporation data
management software. Must possess very strong computer
skills. Strong proficiency for working with data bases
and developing business plans.
9. Ability to hire, develop and retain new Territory
Managers and Clinical Service Managers as needed.
10. Facilitates and conducts all required customer
11. Completes all administrative duties in a timely
fashion and works within the specified budget.
12. Ensures that all Territory Managers and Clinical
Service Managers execute field sales and training
activities with a high degree of professionalism in
accordance with established promotional guidelines.
Knowledge / Education
BS/BA or equivalent healthcare registry
Minimum of five successful years in medical sales. At
least 50% of which, in the medical specialty of
diabetes. Field sales management preferred. Medical
industry sales experience as well as strong clinical &
diabetes training experience required. At least five
years in a similar role with a diabetes products company
is preferred. Must possess strong leadership and sales
business development skills. Ability to manage Territory
Managers via field contacts and written performance
Skills / Competencies
Team-player with the ability to lead a highly motivated
and demanding sales team. Successful sales track record,
excellent communication skills, ability to create and
execute a regional sales plan, ability to manage
regional budget, ability to function in a fast-paced
start-up environment. Strong computer proficiency and
data analysis required.
Frequent business travel
Must reside within the geographic area of the assigned
region. (Preferably Boston, Hartford or Westchester
Division/Department : Insulet Corporation
% of Travel Required : 40-50%