MiMedx
Regional Sales Director
MiMedx, Houston, Texas, United States, 77246
Description
POSITION SUMMARY:Lead and direct all sales and marketing activity within designated region through field sales team in order to develop new accounts and maintain or expand existing accounts. Execute on the Company's sales strategy and regional sales/market penetration goals. Implement and execute all sales initiatives within the region and establish and sustain revenue growth and market penetration. Develop and implement region-wide strategies to increase market share through the identification of targeted commercial and/or government physician practices, hospitals, wound care clinics, medical centers, surgical centers and related entities within sales representatives' assigned territory.ESSENTIAL DUTIES AND RESPONSIBILITIES:Participate in the planning, development, and implementation of key accounts with field sales teamAchieve regional sales goals operating within budgetProvide strong leadership in the selection, development, coaching, and retention of field sales representativesDevelop, direct, and update orientation program for new field sales representativesMonitor development of their sales abilities and skills through direct observation and review of territory metrics, assessment of competencies and skills, organization, planning, etc.Provide assistance to field sales representatives with patient specific reimbursement issues;Promote a collaborative relation with corporate reimbursement function to ensure the most effective reimbursement support is provided to physicians and their billing functions
Motivate regional staff and resources through strong leadership, providing clear definition of sales tasks and methods to achieve sales goalsStrengthen and maintain a goal-oriented regional environment that stresses performance, accountability, teamwork, credibility and successCoordinate sales activities with other departments acting as a liaison between field sales representatives and managementPrepare timely reports of departmental activity (e.g., sales results or projections, staff development, as requested by management); monitor review teams' expense reportsResearch, analyze and monitor region-specific sales factors to capitalize on opportunities and ensure company maintains competitive edge and growth in market sharePrepare and submit regional sales forecasts, detailed analysis of regional opportunities, potential, barriers to success and strategies for growth and penetration
Establish regional plan to ensure achievement of revenue and sales goals for both budget year and strategic plan timeframeEstablish sales objectives by creating a territory-by-territory sales plan and quota in support of regional sales objectives
Ensure all regional activities are in compliance with the Company's policies and procedures
PROBLEM SOLVING:Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.This position reports to the Area Vice President Sales and is a key top management team member in the execution of the Company's sales strategies and growth objectives The incumbent must assess regional and territory situations and conditions requiring analytical thinking and convert these assessments into quantifiable regional and territory plans.Communicate in a professional manner with all levels of senior management, Company departments, and various external audiences as a representative of the Company to build and maintain the Company's industry reputation.The RSD is responsible the development and retention of a highly trained and motivated sales force. The incumbent must ensure that adequate coaching, mentoring and development programs are in place for the regional sales staff.Ensures staff maintains an advanced and up-to-date knowledge of the results of key scientific and clinical studies, and the consistently utilize studies as appropriate to advance the physician's knowledge of the Company's products and tissues.
DECISION MAKING/SCOPE OF AUTHORITY:Nature of work requires increasing independence; receives guidance only on unusual complex problems or issuesWork review typically involves periodic review of output by supervisor and/or direct "customers" of the process
SPAN OF CONTROL/COMPLEXITY:Fully competent and productive professional contributor, working independently on larger, moderately complex projects/assignments that have direct impact on department results
EDUCATION/EXPERIENCE:Bachelor's degree required; MBA preferred3+ years of progressive sales management experience preferably in the medical device and tissue segments of the healthcare industryExperience in high-growth organizations and developing brands that fueled the organization's growthA successful track record of achievement in growing revenue results in a related business or market segment
SKILLS/COMPETENCIES:Excellent oral, written, and interpersonal communication skills, with a focus on customer serviceStrategic prospecting and active listening skillsProficient in Microsoft Office (Excel, Word, etc.)Organized, flexible, and able to multi-task while maintaining a high level of efficiency and superior attention to detailAbility to influence others to achieve desired results using tenacity and diplomacyStrong analytical skills, strategic and tactical analysis and problem solving skills ;
high degree of quantitative analyses and ability to manage and plan complex issuesEffective and influential presentation, negotiating and relationship building skillsExecutive-level business acumen, sound business judgment and drive, with history of achieving and exceeding sales and marketing objectivesHigh energy, creative, flexible, results-oriented individual with ability to develop and motivate a highly experienced and motivated sales team; coaching and mentoring; hands-on styleBroad-based businessperson with a complete understanding of sales, sales and marketing planning and execution, and ability to build a top-notch sales teamAbility to communicate regional strategies and plans to senior management for approval, and direct sales team for implementation
WORK ENVIRONMENT:Work is performed at customer/clinical sites and/or home office. When at customer site, must follow appropriate dress code (scrubs and white coat) and adhere to their credentialing and registration system, which requires up-to-date vaccines. Must travel local and/or long distance within assigned territory on a regular basis.
QualificationsEducation
Bachelors (required)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
POSITION SUMMARY:Lead and direct all sales and marketing activity within designated region through field sales team in order to develop new accounts and maintain or expand existing accounts. Execute on the Company's sales strategy and regional sales/market penetration goals. Implement and execute all sales initiatives within the region and establish and sustain revenue growth and market penetration. Develop and implement region-wide strategies to increase market share through the identification of targeted commercial and/or government physician practices, hospitals, wound care clinics, medical centers, surgical centers and related entities within sales representatives' assigned territory.ESSENTIAL DUTIES AND RESPONSIBILITIES:Participate in the planning, development, and implementation of key accounts with field sales teamAchieve regional sales goals operating within budgetProvide strong leadership in the selection, development, coaching, and retention of field sales representativesDevelop, direct, and update orientation program for new field sales representativesMonitor development of their sales abilities and skills through direct observation and review of territory metrics, assessment of competencies and skills, organization, planning, etc.Provide assistance to field sales representatives with patient specific reimbursement issues;Promote a collaborative relation with corporate reimbursement function to ensure the most effective reimbursement support is provided to physicians and their billing functions
Motivate regional staff and resources through strong leadership, providing clear definition of sales tasks and methods to achieve sales goalsStrengthen and maintain a goal-oriented regional environment that stresses performance, accountability, teamwork, credibility and successCoordinate sales activities with other departments acting as a liaison between field sales representatives and managementPrepare timely reports of departmental activity (e.g., sales results or projections, staff development, as requested by management); monitor review teams' expense reportsResearch, analyze and monitor region-specific sales factors to capitalize on opportunities and ensure company maintains competitive edge and growth in market sharePrepare and submit regional sales forecasts, detailed analysis of regional opportunities, potential, barriers to success and strategies for growth and penetration
Establish regional plan to ensure achievement of revenue and sales goals for both budget year and strategic plan timeframeEstablish sales objectives by creating a territory-by-territory sales plan and quota in support of regional sales objectives
Ensure all regional activities are in compliance with the Company's policies and procedures
PROBLEM SOLVING:Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.This position reports to the Area Vice President Sales and is a key top management team member in the execution of the Company's sales strategies and growth objectives The incumbent must assess regional and territory situations and conditions requiring analytical thinking and convert these assessments into quantifiable regional and territory plans.Communicate in a professional manner with all levels of senior management, Company departments, and various external audiences as a representative of the Company to build and maintain the Company's industry reputation.The RSD is responsible the development and retention of a highly trained and motivated sales force. The incumbent must ensure that adequate coaching, mentoring and development programs are in place for the regional sales staff.Ensures staff maintains an advanced and up-to-date knowledge of the results of key scientific and clinical studies, and the consistently utilize studies as appropriate to advance the physician's knowledge of the Company's products and tissues.
DECISION MAKING/SCOPE OF AUTHORITY:Nature of work requires increasing independence; receives guidance only on unusual complex problems or issuesWork review typically involves periodic review of output by supervisor and/or direct "customers" of the process
SPAN OF CONTROL/COMPLEXITY:Fully competent and productive professional contributor, working independently on larger, moderately complex projects/assignments that have direct impact on department results
EDUCATION/EXPERIENCE:Bachelor's degree required; MBA preferred3+ years of progressive sales management experience preferably in the medical device and tissue segments of the healthcare industryExperience in high-growth organizations and developing brands that fueled the organization's growthA successful track record of achievement in growing revenue results in a related business or market segment
SKILLS/COMPETENCIES:Excellent oral, written, and interpersonal communication skills, with a focus on customer serviceStrategic prospecting and active listening skillsProficient in Microsoft Office (Excel, Word, etc.)Organized, flexible, and able to multi-task while maintaining a high level of efficiency and superior attention to detailAbility to influence others to achieve desired results using tenacity and diplomacyStrong analytical skills, strategic and tactical analysis and problem solving skills ;
high degree of quantitative analyses and ability to manage and plan complex issuesEffective and influential presentation, negotiating and relationship building skillsExecutive-level business acumen, sound business judgment and drive, with history of achieving and exceeding sales and marketing objectivesHigh energy, creative, flexible, results-oriented individual with ability to develop and motivate a highly experienced and motivated sales team; coaching and mentoring; hands-on styleBroad-based businessperson with a complete understanding of sales, sales and marketing planning and execution, and ability to build a top-notch sales teamAbility to communicate regional strategies and plans to senior management for approval, and direct sales team for implementation
WORK ENVIRONMENT:Work is performed at customer/clinical sites and/or home office. When at customer site, must follow appropriate dress code (scrubs and white coat) and adhere to their credentialing and registration system, which requires up-to-date vaccines. Must travel local and/or long distance within assigned territory on a regular basis.
QualificationsEducation
Bachelors (required)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)