RSD, Northeast

REGIONAL SALES DIRECTOR - NORTHEAST

 

SUMMARY

 

The Regional Sales Director (RSD) is responsible for managing the team of Account Executives (AEs) and their sales and marketing activities within their territories to ensure that individual territories and thus entire assigned region meet the expectations of increasing LAM market share as well as associated revenue and profit growth. It is expected that the RSD will achieve the desired results also through coaching and mentoring of AEs, ensuring that they continuously improve their sales skills, are capable of independent territory navigation, utilize customer segmentation tools for this purpose, adhere to the current corporate strategy, and report their activities in the required manner. RSD works closely with the VP of Sales , clinical and service teams to provide leadership to develop and implement comprehensive sales strategies for opportunities within their geography.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to those listed below:

 

• Coaches and directs the sales team to meet/exceed budgeted sales within a region.
• Develops ongoing cadence of 1:1 calls/meetings with each Account Executive in the region to plan and document sales activities needed to advance the sales process for all identified Opportunities.
• Ongoing commitment to validate and verify sales forecasts as reflected by the Account Executives in Salesforce.
• Ensure all Opportunities in Salesforce accurately reflect the overall Opportunity Values for Product Mix and Expected Order/shipment Dates.
• Consistently use Salesforce to report, track, and trend Account Executive engagements/activities for each Opportunity across the region.
• Ensure each Account Executive is maximizing their focus on identified Specialty Products to drive strategic sales execution.
• Work collaboratively with Strategic Account Managers to support and execute specific sales strategies to acquire new IDN Agreements and/or extend/enhance existing IDN Agreements.  
• Helps to design and recommend sales programs and set short- and long-term sales strategies.
• Evaluates and implements appropriate new sales techniques to increase the region’s sales volume.
• Assists, along with the VP of Sales, with recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining Account Executives in assigned territories; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; identifying trends; determining regional sales system improvements; implementing change.
• Maintains and expands customer base by managing Account Executives ; building and maintaining rapport with key customers and helping to identify new customer opportunities.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.                                                                                         
• Build LINET brand and image in marketplace through positive interactions and a high level of professionalism with key contacts in the territory.                                                                                 
• Successfully execute sales and marketing initiatives, and actively contribute to their development.                                                                   
• Build LINET Americas relationships throughout all levels of the hospital with various departments to help expand our account presence.  

 

 

SUPERVISORY RESPONSIBILITIES

 

Leads, in conjunction with the VP of Sales, a team of Account Executives .

 

EDUCATION and/or EXPERIENCE

 

• Bachelor’s degree or equivalent; 5 years related experience and/or training; or equivalent combination of education and experience.
• 3 years prior sales leadership experience.
• Experience of selling in the healthcare field; capital medical equipment solutions selling preferred.                                                                                                           
• In-depth sales experience with strong understanding of the solutions selling process.                   
• Demonstrated excellence in account development and territory management.