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 track and forecast 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 Representatives 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;
• Commits to an annual sales plan, writes specific objectives and forecasts 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 disposition, promotion, termination and salary adjustments, etc.;
• 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;
• 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 actions 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 environment 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 sk