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Job Description

The Area Vice President of Sales reports to the Vice President of Sales, US Region, Specimen Management and acts as a key contributor of the SM Sales Leadership Team. This position is accountable for the overall Specimen Acquisition and Lab Specimen Management product portfolio sales initiatives within half of the United States.  In collaboration with the other Area VP, this leader will oversee and direct a team of Regional Business Managers in developing area strategies and tactical implementation plans to deliver sales growth goals. The AVP will be accountable for achieving revenue expectations, leading talent development and performance management objectives while operating within budget overseeing total SG&A expense management.  Reporting directly to this role are the Area Regional Business Managers and under the Regional Business Manager are the assigned sales associates and product specialists. This leadership appointment will oversee ~$500M in total revenue under management.

RESPONSIBILITIES:

• Second line leadership with direct managerial accountability for the overall Specimen Management (SM) revenue, personnel and operating expenses in the designated Area. Ensures timely and accurate execution of the SM strategy along with tactical implementation programs and reporting systems.

• Manages the execution of field-based compensation programs and sales promotions to ensure alignment with strategic business objectives. In conjunction with the VP of Sales, develops and implements field-based strategies, action plans, communication initiatives, and structural enhancements, within scope of responsibility.

• Interfaces across a matrixed organization ensuring effective linkage to influencing and supporting field-based sales activities. Works well cross-functionally with all SM and BDX departments to drive commercial execution, building high performing teams and strengthening culture.

• Establishes effective key stakeholder relationships with customers to drive SM competitive position and performance.  Oversees area account planning, high stakes negotiations, contract compliance and conversion management.

Profile/Skills:

Financial Acumen

• Demonstrates high financial stewardship, overseeing the total P&L for assigned area

• Proven track record of delivering consistent results across large commercial organizations.

• Leads BD Excellence with strong operating rigor, salesforce effectiveness and forecast accuracy to meet and exceed conversion plan targeting and financial results

• Effectively creates and leads deal management process that delivers profitable outcomes both in top and bottom line through new business acquisition, pricing and contracting initiatives

• Oversees travel & expense budgeting for assigned area (1/2 US)

Builds High Performing Teams

• Attracts, retains and strengthens commercial talent

• Partners with Sales Effectiveness team to accelerate competency through onboarding process to increase revenue recognition

• Leads talent management throughout the assigned area that uplevels skill and competency to exceed business objectives

• Shapes and strengthens culture throughout the assigned area through motivational speaking, high impact communication, in-field support and tactical execution delivering profitable results

• Effectively leads change management; executing commercial transformation and maintains engagement levels that result in a high-performance organization

• Creates unique development opportunities for high potential associates to grow within the organization; fosters a team environment where people feel engaged, empowered and inspired by the work they do every day

• Leads effective succession planning efforts across all levels of the commercial organization

Inspirational Leadership         

• Inspires and motivates people to accomplish a common purpose

• Sets high performance functional or cross-functional goals and coaches others in the goal setting process

• Influences with and without authority, partnering across matrix fo