Regional VP, Sales

Job Summary

The Regional Vice President, Sales is responsible for driving competitive conversion and the generation of new business sales for their Region. This position leads a team who are responsible for further developing and building senior level client relationships, launching strategic sales initiatives, and accurately tracking and forecasting revenue.

Reporting Relationships

This job reports to: Area Vice President, Acute Care Sales. Reporting directly (or indirectly) to this position are the following job titles: Account Managers.

Duties and 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 skills, 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; changes include: number of dispositions, promotions, terminations, and salary adjustments, etc.;

Recommend developments or updates of policies and procedures to the 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;

Must be able to maintain a frequent domestic travel schedule;

Direct, plan, delegate, and manage department budget and staff including:

Hire, promote, demote, reclassify, or terminate employees

Write and conduct performance appraisals and disciplinary action plans

Make salary decisions (pay increases or new hire offers)

Create training and employee development plans

Handle all departmental employee relations issues

Perform special projects as requested;

Minimum Qualifications

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;

Demonstrated success and experience selling in complex sales environments with multiple contact points;

Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments and be able to teach;

Must possess the ability to create needs with customers and lead a team effort in presenting Masimo solutions;

Must possess the ability to coach and mentor Sales Representatives to find and develop Masimo Clinical Champions (VCCC) during the sales process;

Proven competency selling new technologies that require a change in clinical processes in the Health Care Field;

Demonstrated ability to quickly learn and absorb clinical and technical advancements in Health Care;

Demonstrated ability to attract, retain, and drive high caliber sales talent;

Excellent interpersonal skills and ability to communicate effectively in and across teams; must possess strong verbal, written, and interpersonal communication skills;

Effective presentation skills with ability to articulate complex and key concepts to multiple types of decision makers;

Strong problem-solving and negotiation skills; highly organized and self-motivated, with both a strong attention to detail and the ability to prioritize;

Demonstrated customer advocate, team player with a commitment to excellence;

Must be results oriented with a positive 'can do' attitude and a sense of urgency to get things done; must have a high level of integrity, outstanding self-motivated work ethic, and possess a broad business perspective with excellent administrative and organization skills;

Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, and problem-solving abilities with the ability to lead a selling team in large opportunities;

Comfortable in high visibility situations and exhibits strong self-confidence and excellent listening communication skills;

Must be PC literate, have excellent organizational, communication, writing, and project management skills;

Must be able to maintain a frequent domestic travel schedule and overnight stays;

Education

Bachelor’s degree, with strong academic credentials is required. Graduate degree, with strong academic credentials is preferred.

Physical Requirements/Work Environment

This position primarily works outside of a traditional office environment, making frequent customer sales calls on a daily basis. Frequent domestic and local travel is a major job component, so the ability to operate a motor vehicle and maintain a valid Driver’s license is required. It also requires frequent driving, sitting, standing, and walking. May stand for extended periods when facilitating customer meetings or walking in the facilities. Daily use of a computer and other computing and digital devices is required.

The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described.

Masimo is proud to be an EEOE, M/F/D/V, and we are committed to Diversity at the corporate level.

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