Director, Great Lakes or Central or Mid-Atlantic

Our client company has a unique sales and business management opportunity to work in the developing and growing market of pharmacy automation solutions. This position involves working closely with Field Sales Leadership (across the business segments), Individual sales representatives, Product Management, Operations, our Professional Services Group and Our Executive Team. This individual will become the subject matter expert on IV Sales strategy, Sales Process and workflow. They will have a deep understanding of competitive positioning, value propositions and Industry Best Practices. This person will have to understand the sterile compounding process, the advantages and disadvantages of different buying patterns, form factors and the associated impact to clinical workflow. They will need to form the unique market strategy based on the different segments of the market and how the company is approaching them. This is a direct sales position that involves working with the core Sales team in a coaching and mentoring role, particularly in the early stages of Opportunity Development and the leadership position in navigating each opportunity from Executive Sponsorship through the assessment process all they way through to closure.

Key Responsibilities Include:This role is responsible for developing an annual territory business plan across segments, identifying a specific action plan to achieve annual assigned targets/goals and quota, MBO’s, individual development plan (IDP), management of campaigns in and detailed Steps to Close activities.

  • This person will be proficient in presenting Challenger Insight and Impact Statements for their markets and be involved in the development of such content.
  • Further cultivate strategic customer relationships through face-to-face contact and client opportunities with key opportunities, partnering with field or inside sales resources as appropriate.
  • Maintain a consistent cadence with Sales and Sales Leadership with the field teams they work with.
  • Research, prepare, and present selling/customer focused presentations.
  • Understand current workflow and articulate key value positions for current to future state Gap Analysis.
  • Cross-functional/cross business leadership, working in conjunction with Marketing, Product Development and Operations to develop the appropriate sales tools and commercial marketing requirements.
  • Lead sales efforts from Executive Sponsorship to contract negotiations.
  • This individual will be responsible for closing new and existing business sales in their territories (Enterprise and Regional) and potentially beyond.
  • This person is responsible for selling our new IV portfolio and any other solutions that are added to the portfolio.
  • Travel to customer sites to coordinate presentations, conduct demonstrations and facilitate site visits.
  • Manage time and resources effectively to meet territory sales objectives and improve customer relationship.
  • Maintain industry and product knowledge and inform company of changing market conditions and competitive issues.
  • Utilize and display competency with all sales process tools.
  • Develop tailored call plans for key constituents such as Risk Management, DOP, CFO, CEO, CNO, CMO, CIO and Plant Operations(Facilities).
  • Participate in an implementation; learn and utilize Gateway process.
  • Support Field Marketing efforts through leading product demonstrations at trade shows and regional events as assigned by Business Leader.
  • Utilize software and other necessary tools for accurate and detailed data capture and metrics.

Achieve Business and MBO objectives and metrics as assigned by IV Business Leader

Specialized Knowledge/Skills:
o  Strong Sales Disposition
o   Shows discipline – takes a structured approach to managing sales; strives to make well-informed decisions related to sales strategies and tactics; maintains high work and ethical standards.
o   Drives toward success – possesses an energetic and tenacious achievement orientation; proactively seeks business opportunities; strives to gain competitive advantage; takes action for a
recognized benefit despite uncertainty of outcome
Demonstrated Sales Innovation –
o Takes a creative approach – thinks unconventionally when faced with sales challenges; is open to new ideas. Inspires curiosity and challenges the current thinking
Proficient at executing multiple concurrent/competing priorities.
o Retains focus and sustains positive outlook demonstrates resilience and adaptability in the face of obstacles; effectively channels emotions to manage job challenges and stress; handles
disappointment and/or rejection without losing effectiveness. Approaches sales challenges with confidence of success; remains realistically optimistic when pursuing sales objectives (e.g.,
celebrating successful milestone achievements)

  • Strong problem solving skills.
  • Deals well with ambiguity
  • Excellent interpersonal skills, high impact communication, and strong presentation skills
  • Proven leadership skills
  • Highly motivated
  • Solid team skills (team player)
  • PC skills with strong Word, Excel, Power Point, and Internet capabilities.

Working Conditions:
Environment – Field based/home office environment
Travel Required – Yes, 70% Plus


4 year college degree

  • Minimum of one of the following and preferably more than one:
    Hospital Pharmacy and IV admixture experience
    8+ years of sales experience in pharmacy capital
    5+ years of a proven track record of exceeding plan and performance in a Complex Solution Sales role

Director of Regional Sales – West Coast

Our client company is a leader in innovative pharmacy automation solutions.  They offer game changing solutions that help hospitals and health systems to support improved patient outcomes, build stronger businesses and manage ongoing change.  They are seeking a talented Director of Regional Sales (Northern California, Washington, Seattle) to grow sales with all products and solutions in both existing customers and new business target accounts.

They are seeking a rock star sales professional who has been highly successful in strategic selling of capital solutions in the healthcare industry in a multi-level environment including the C-Suite.  Must have excellent sales acumen and the ability to build existing relationships, create new footprints, understand challenges and craft innovative solutions.  In this role you would be responsible for developing an annual territory business plan, strategic account development, contract negotiation/proposal development, and maintaining customer satisfaction.

Responsibilities include:

  • Responsible for engaging in a complex, consultative 6-18 month sales negotiation process to evaluate a hospital’s needs for optimizing the medication delivery process and inventory management
  • Grow the territory’s current customer footprint through winning new customer opportunities
  • Maintain accurate detail of customer assets and expirations within Sales Pro-actively plan for and target current customers’ product replacements, extensions, add-on expansions, upgrades and competitive flips
  • Coordinate with internal clinical consultants (Professional Services Group) to evaluate current hospital medication delivery operations versus outcomes that can be offered.
  • Conduct MSA/MMA studies
  • Develop  relationships  with  all  customer  stakeholders  on  project  to  strategically  evaluate  issues, objectives, and fulfillment of hospital goals
  • Build the Account Plan at the corporate and facility level in order to populate each Opportunity plan effectively.   Utilize and demonstrate all sales process tools.   Developed tailored call plans for key constituents through the sales process
  • Execute all phases of the sales process including the use of Challenger insights and techniques
  • Develop and maintain high levels of customer satisfaction through Net Promoter Score follow through actions and collaboration with Customer Care counterparts (TAMS, AOCs, ROMs)
  • Participate and achieve a passing score in required Learning & Development activities
  • Utilize and other necessary tools for accurate and detailed data integrity and metrics

Specialized Knowledge/Skills:

  • Deals well with ambiguity
  • Strong problem solving skills.
  • Proficient at executing multiple concurrent/competing priorities.
  • Excellent interpersonal and communications skills with strong presentation skills.
  • Proven leadership skills
  • Highly motivated
  • Solid team skills (team player)
  • PC skills with strong Word, Excel, Power Point, and Internet capabilities
  • Innovative thinker
  • Strong executive presence


Basic Requirements:

  • BS or BS degree
  • At least 5 years of sales experience
  • Experience with multi-level strategic sales process and calling on executives

Preferred Requirements:

  • 5 years of clinical/healthcare sales experience
  • MBA
  • Strong financial acumen
  • Field based/home office environment with travel 70%+
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