Area Sales Director – West

Our client company, a global leader in medical devices is seeking  a highly skilled Area Sales Director to provide leadership and direction to a team of Regional Managers and Territory Managers focused on the sale of capital equipment and disposables to hospitals, surgery centers, hospital-owned clinics and other key customers.  Working with the VP of US Commercial Sales Operations, the Area Sales Director will set and manage the successful execution of the business strategy for the assigned Area.  The Area Sales Director will also support relationship building and sales efforts in concert with the US National Accounts Team strategy and goals.

Location Requirements: Los Angeles, San Francisco, Phoenix, Denver, Dallas or Chicago

Key Responsibilities:

  • Lead a team of Regional Managers, providing coaching on all aspects of job responsibilities, performance requirements and people management competencies.
  • Develop an annual Business Plan that encompasses the assigned area’s required contribution in terms of revenue, profit, quarterly Plan of Action, new product launches, etc.
  • Document goals for all regions and coach each Regional Manager to achieve those goals.
  • Conduct concise monthly and quarterly reviews with sales leadership to update progress against Business Plans, forecasts, competition, etc.
  • Use available data to pinpoint best area opportunities in terms of acute hospitals, ASCs and other classes of trade.
  • Routinely participate in and provide input to the executive team on potential investments in new products, programs, acquisitions and licensing agreements.
  • Facilitate relationships with Key Opinion Leaders (KOLS) and customers at the executive level.
  • Apply deep knowledge of clinical and economic value of company products to present to key customers.
  • Partner with National Account leadership peers to build coordinated strategies for winning and maintaining contracts with integrated buying groups.
  • Manage talent within the sales organization by attracting top talent, ensuring successful onboarding and focusing on development planning as a way of fostering career growth within the company.

Knowledge, Skills and Abilities:

  • Five to ten years of experience leading successful commercial teams.
  • Bachelor’s Degree required.  MBA preferred.
  • Established track record of year over year revenue growth.
  • Business management and analytical skills including Forecasting, P&L and strategic planning.
  • Deep industry knowledge, as well as experience working with IDNs and GPOs.
  • Ability to build rapport, trust and persuade executive leaders and key ‘C’ suite customers.
  • Ability to use discovery skills to gain valuable insight and understand issues that need to be addressed both upward and downward in the sales organization

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