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 responsible for developing 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 to 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 to meet agreed-upon objectives;

Work with Account Managers, Marketing, Corporate Accounts, Finance, and other Care Area Departments to develop sales strategies for key accounts 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, writing specific objectives and forecasting orders and expected revenue on a monthly basis;

Provide training and development for each Account Manager; evaluate their needs, set joint objectives, and develop a training and coaching plan;

Operate within the approved region’s expense budget for the fiscal year;

Recommend changes in the Sales Force to the Area Vice President to meet sales goals, including number of dispositions, promotions, terminations, and salary adjustments;

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 trade shows and conferences, communicating specific objectives for 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, and creating 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 a complex sales environment with multiple contact points;

Outstanding strategic and tactical selling skills with the ability to apply them in complex selling environments;

Ability to create needs with customers and lead a team effort in presenting Masimo solutions;

Ability to coach and mentor Sales Representatives to find and develop Masimo Clinical Champions during the sales process;

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

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

Ability to attract, retain, and drive high-caliber sales talent;

Excellent interpersonal skills and ability to communicate effectively in and across teams;

Effective presentation skills with the ability to articulate complex key concepts to various decision makers;

Strong problem-solving and negotiation skills; highly organized and self-motivated with strong attention to detail;

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

Results-oriented with a positive

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