Regional VP, Sales

About the Role

Key Responsibilities

• Develop objectives for each of the Account Managers in the Region.
• Attain or exceed yearly revenue and deal profit objectives for the Region.
• Review the FOV/eFunnel accounts with each Sales Representative on a weekly cadence call and reinforce on a monthly, quarterly and annual basis; work with each person to modify their plans accordingly so that they can meet agreed upon objectives and forecasts.
• Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the Area Vice President; modify plans and strategies accordingly, so that agreed upon objectives can be met.
• Work with Account Managers, Marketing, Corporate Accounts, Finance and other Care Area Departments supporting their activities to develop sales strategies for key accounts, large sales objectives and major competitive conversions.
• Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skill and competitive product knowledge.
• Commit to an annual sales plan, write specific objectives and forecast orders and expected revenue on a monthly basis.
• Provide for the training and development of each Account Manager; evaluate their needs, set joint objectives and develop a plan to provide the training and coaching required.
• Operate within the approved region's expense budget for the fiscal year.
• Recommend to the Area Vice President changes in the Sales Force in order to meet sales goals, including: number of disposition, promotion, termination and salary adjustments.
• Recommend developments or updates of policies and procedures to Area Vice President as required.
• Develop the sales force to communicate and be aware of market and competition activities, business conditions and new product needs.
• Attend and assign necessary sales force personnel to attend trade shows and conferences, communicating specific objectives of their attendance.
• Build and maintain professional relationships with key customers.
• Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts.
• Present Masimo's Value Proposition to Executive Leaders in the Hospitals in your region.
• Maintain a frequent domestic travel schedule.
• Direct, plan, delegate and manage department budget and staff including hiring, promoting, demoting, reclassifying or terminating employees, conducting performance appraisals, making salary decisions, creating training and development plans, handling employee relations issues, and performing special projects.

Requirements

• Five or more years of successful selling experience in a Sales Management role with a healthcare organization.
• Proven success attaining sales goals in a high growth organization.
• Experience selling in complex sales environments with multiple contact points.
• Outstanding strategic and tactical selling skills with the ability to teach others.
• Ability to create needs with customers and lead a team effort in presenting solutions.
• Ability to coach and mentor Sales Representatives to develop Clinical Champions.
• Proven competency selling new technologies that require changes in clinical processes.
• Ability to quickly learn and absorb clinical and technical advancements in healthcare.
• Ability to attract, retain, and drive high-caliber sales talent.
• Excellent interpersonal, verbal, written, and communication skills.
• Effective presentation skills for articulating complex concepts to decision makers.
• Strong problem-solving and negotiation skills.
• Highly organized, self-motivated, with attention to detail and prioritization skills.
• Results-oriented with a positive attitude and a sense of urgency.
• High level of integrity, work ethic, and broad business perspective.
• Comfortable in high visibility situations with strong self-confidence and listening skills.
• Proficient in PC use, with excellent organizational, communication, writing, and project management skills.
• Ability to maintain a frequent domestic travel schedule and overnight stays.

Nice to Have

• Graduate degree with strong academic credentials.

Qualifications

• Bachelor's degree with strong academic credentials is required.
• Graduate degree is preferred.

Benefits & Perks

• Salary range of $125,000 - $135,000 plus benefits.
• Variable compensation up to $170,000 at 100% of annual sales objectives.