Regional Director, Sales (West)

Position Summary

Working under the direction of the Area Vice President of Sales, a Regional Sales Director is a key member of the management team. The RSD will be responsible for the implementation and execution of the sales direction to ensure revenue and profit goals are achieved.

Essential Duties & Responsibilities

• Ability to drive market adoption of new technology and existing product lines.
• Understands and demonstrates the sales process in acute care, wound care centers, physician offices and navigates a complex selling environment by establishing relationships across clinical and economic buyers .
• Understands and demonstrates the sales process in all levels of eye care; optometry, ophthalmology and specialty areas including cornea specialists, and navigates a complex selling environment by establishing relationships across clinical and economic buyers.
• Accountable for sales in all territories and creation of plan to achieve sales quota.
• Gain and maintain adequate knowledge of competition, industry trends, pricing, market positioning, and reimbursement environment.
• Manage own key accounts/relationships.
• Maintain regular contact and establish close relationships with large accounts through key contacts to continue and increase business.
• Regular co-travel with the regional sales team.
• Actively coach and mentor representatives in territory and helps with account planning.
• Works with representatives at customer accounts and provides written/verbal feedback.
• Creates team environment and winning culture where best practices are shared.
• High energy with excellent communication skills.
• Conducts team conference calls, and one-on-one feedback sessions with team on business performance.
• Leads educational forums for sales team.
• In addition to direct selling duties, this position will also be responsible for executing individual customer marketing plans via phone calls, e-mail or fax.
• Responsible for analyzing the results of marketing activities.
• Directing sales team on lead follow up from tradeshows.
• Support execution of marketing programs and providing customer feedback as needed.
• Manage sales team to exceed sales goals and produce above average sales growth.
• Provides inspirational leadership and strategic direction to team in order to achieve performance objectives; this is accomplished through effective coaching, mentoring & utilization of resources aligned with organizational vision.
• Lead region to achieve strategic corporate goals: Sales Force Effectiveness.
• Maintain a high performing team (recruiting, hiring, training, developing and terminating when necessary).
• Ability to lead and manage change initiatives and process improvement.
• Strong organizational skills and superior attention to detail.
• Ability to work independently, in an environment of ambiguity.
• Interact with the RSD team to build around Best Practices.
• Implement training and development programs with selling team.
• Interface with sales support systems including SalesForce .
• Demonstrates strong ability to build customer relationships and close difficult sales in a complex selling environment.
• Grow the business by assuring the development of new clients and penetrating current clients, supporting institutional selling and/or academic entities.
• Demonstrate strong business acumen and ability to engage in high-level economic discussions to include local price contract negotiations.
• Act as a liaison between management team and field sales.
• Work with internal support teams to ensure strategies are executed at the territory level.
• Monitor region success through continual financial analysis.
• Adheres to compliance code and enforces BioTissue policies and procedures.
• Attend Local, Regional and National meetings as appropriate.

Skills & Abilities

Essential Duty Definition:

• Excellent communication skills; fluent (oral/written) English.
• Excellent organizational skills
• Ability to work successfully and demonstrate flexibility in a fast-paced, rapidly changing, cooperative work environment.
• Positive attitude
• Proficient in Microsoft software applications: Excel, Word, PowerPoint and Outlook.
• Experience utilizing SalesForce CRM software applications.
• Meets deadlines through commitment to planning, prioritization of tasks, and effectively preventing or managing interruptions until the highest priority tasks are accomplished.
• Positive outlook with a roll-up-the-sleeves/ hands-on approach
• Strong collaborative skills; ability to work equally efficient with other team members as part of an interdisciplinary team and independently (with minimal supervision)

Position Expertise/Qualifications

• Bachelor's degree in Business Administration or Life Sciences, required.
• Masters degree in Business Administration or related field, preferred.
• 5 years experience in the following, required.
  • Managing independent sales teams in the following industries: ophthalmology, optometry
  • Managing independent sales teams in the following industries: wound care, surgical, biotechnology, and/or tissue segment of the health care industry (Amniox positions only)
  • SalesForce CRM (Bio-Tissue positions only)
• 5 years managing independent sales teams in the surgical industry (Bio-Tissue positions only), preferred.

Physical Requirements

• Sedentary work that generally requires sitting and/or standing

Compensation:
Base Salary Range: $140,000-$175,000

The posted salary range reflects base compensation only and represents the company's good-faith estimate of the base pay for this position at the time of posting. Actual base salary will depend on factors such as skills, experience, qualifications, location, and business needs.


In addition to base salary, this position is eligible to participate in a variable commission plan. Commission earnings are based on individual and/or company performance under the terms of the applicable commission plan.