Area Sales Director

Sales Manager

Manages sales directly to end-users of the company's products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Leads, supervises, develops, and evaluates performance a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. Engages and inspires sales team, providing an environment that fosters teammates' growth and success.

The anticipated salary range for this position is $140-160K Base salary, plus an incentive plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Responsibilities:

• Cultivates and drives Territory customer relationship management for assigned accounts
• Identifies key account decision-making structure and develops corporate and c-suite relationships.
• Understands the customer life cycle and contract timeframe.
• Coordinates needs and opportunity assessments across accounts.
• Drives regular communications with key decision makers including c-suite executives at assigned accounts, measuring customer satisfaction and developing strategies to improve.
• Provides comprehensive account support for assigned accounts.
• Responsible for comprehensive customer QBR.
• Stays abreast of new product or service offerings, and provides related support to customers and the sales account teammates.
• Develops and wins new business within assigned area
• Develops gain share strategy and execution plans for territory.
• Identifies and develops resource needs, sales targets, profitability goals and action plans necessary to drive new business within both new and existing customer agreements.
• Drives market share growth through gaining new business.
• Oversees account business development in CRM software (Salesforce).
• Communicates business development plans, actions, and progress with Sales leadership.
• Participates in Business Development reviews with Sales leadership to review strategy and progress.
• Maintains full responsibility and accountability for contract compliance for assigned accounts
• Oversees pricing approvals and new contract liaison between product management.
• Ensures company adherence to contract terms and conditions.
• Own regional or territory supplier relationships
• Drives the RFP Process for assigned accounts
• Develops and communicates pre-RFP and renewals positioning and strategy.
• Maintains full RFP/contracting responsibility, accountability, and management.
• Communicates with all internal company functional groups on RFP requests and provides updates on RFP response development.
• Develops RFP response action plans with RFP and Finance teams, detailing required actions, responsibility, and completion dates.
• Provides forecasting information for assigned accounts
• Develops and justifies forecasting information and account potential assessments.
• Prepares sales expense budgets reporting on results for sales leadership in order to evaluate success and recommend adjustments to territory sales goals and objectives.
• Utilizes internal and external sources to formulate accurate assessments (Sales/Business Development/Marketing teams, Customer, etc.).
• Drives and manages the business review process for assigned accounts
• Conducts business reviews per quarterly/per customer requirements.
• Hands off smaller account locations to virtual sales team as needed.
• Ensures full utilization of internal specialist teams in support of assigned accounts.
• Coordinates specialist activities for all customers across the region/territory (Distribution, Product, Service, etc.).
• Leadership
• Coaches, mentors, develops and provides regular performance feedback to assigned sales teammates, empowering them to take responsibility for achieving work goals.
• Provides support to sales reps in the management of customer profitability.
• Provides oversight and direction to a team of sales representatives.
• Leads the team toward achieving company quality, productivity and profitability expectations.
• Supports sales reps in the scheduling of meetings with department heads at the account in order to persuade conversion.
• Prepares cost comparisons to assist in justifying use of the company's products, solutions and services.
• Fosters a spirit of teamwork and unity within sales team.
• Shares company information through appropriate communication channels.
• Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).
• Performs additional duties as directed.

Education & Experience:

• Bachelor's Degree
• 13 or more years of relevant experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, or related industry experience)
• 6 or more years of diversified sales management leadership, planning, communication, organization, and people motivation experience.
• Or any combination of relevant education and experience to meet the above requirement

Knowledge, Skills, & Abilities:

• Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function
• Demonstrated functional knowledge of healthcare industry and the perioperative space
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and