Sales Director - Surgical Visualization and Guidance
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Job Description Summary
As the Regional Director you will be responsible for executing the company strategy, meeting regional business objectives, preparing quarterly regional sales forecasts, and participating in the determination of market potential and sales expense estimates. You will monitor region sales performance on an ongoing basis, integrate individual territory plans and account profiles into a broader regional sales plan. The role is responsible for orders, revenues, and profitability targets. The position reports to the VP Sales North America.
Responsibilities
- Regional Sales Planning: Integrate individual territory plans and account profiles into a broader regional sales plan and coach the sales team accordingly.
- Forecasting: Prepare weekly and quarterly regional sales forecasts and participate in the determination of market potential and sales expense estimates.
- Performance Monitoring: Monitor regional sales performance on an ongoing basis, initiating corrective action as required.
- Account Targeting: Develop, implement, and monitor a regional account targeting program.
- Understand regional IDN and VA landscape within the region.
- CRM Compliance: Ensure broad team compliance of CRM tool, focusing on sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information, and updated customer contacts.
- Sales Growth: Identify sales forecast gaps, submit corrective strategies and implement aggressive sales growth.
- Coaching: Coach sales representatives on selling skills and account targeting, sharing personal selling experiences to motivate and teach applicable skills.
- Industry Knowledge: Maintain knowledge of the industry and the competition within the regional market, seeking information from physicians, strategic industry partners, suppliers, and providers to challenge, modify and prioritize regional strategies and prepare the team to counter competition.
- Customer Records: Ensure effective implementation of representative customer records, key contacts, reports, and company policies.
- Demo Equipment Maintenance: Responsible for the proper maintenance of company demo equipment and lease vehicles within the assigned region.
- Expense Management: Plan and control expenses to ensure sales objectives are met within budget. Responsible for revenue budgets.
- Relationship Building: Develop and maintain relationships with key BK Medical functional areas with specific focus on neurosurgery specialists, CES team, product strategy managers and commercial operations (customer service and field service). Attend and participate in customer, company and industry-sponsored forums and courses.
- Talent Development: Maintain a talent mindset and actively develop pipeline of future BK Medical sales representative candidates.
- Recruiting: Ensure that policies are followed in recruiting and selecting the best talent.
- Field Support: Spend a minimum of 60% time in the field with each sales representative to support their professional development needs and maintain and develop strong relationships and understanding of the customer.
- Product Knowledge: Maintain skills and knowledge to sell the entire product line to all applicable buying influences and differentiate each product line against the competitor’s products in front of the customer.
Required Qualifications
- Bachelor's Degree
- 5+ years of experience in sales management, preferably in urology or general surgery
- Valid driver’s license with a clean driving record.
Desired Characteristics
- Experience managing sales teams and supporting employees across multiple states and locations.
- Demonstrated ability to lead programs and projects.
- Demonstrated ability to master all aspects of the capital sales process and consultative selling.
- Successful track record showing ability to meet targets consistently without straining from company’s strategy and goals.
- Ability to travel as required by the job.
- Strong interpersonal and communication skills, with the ability to plan, organize, close, and deliver autonomously.
- High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high level of accuracy.
- Strong internal customer focus with desire to learn all aspects of the business.
- Self-motivated, proactive, and able to work with minimal supervision.
- Result-driven and proactive.
We will not sponsor individuals for employment visas, now or in the future, for this job opening.
GE HealthCare offers a great work environment, professional development, challenging careers, and competitive compensation. GE HealthCare is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
GE HealthCare will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).
While GE HealthCare does not currently require U.S. employees to be vaccinated against COVID-19, some GE HealthCare customers have vaccination mandates that may apply to certain GE HealthCare employees.
Relocation Assistance Provided: No
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