VP Sales and Marketing - Post-Acute Sales

SUMMARY

The VP of Sales and Marketing post-acute care will execute and modify the strategic business unit initiatives in the post-acute care market space, as well as hold the responsibility for driving the sales and success of LINET products, services & brand in the marketplace.  Responsible for expanding the portfolio and breadth of line across multiple call points within skilled nursing and other post-acute care facilities.  To build business plans in cooperation with relevant Wi Bo and ELT stakeholders for each new product and business category/opportunity.  Responsible for working cross-functionally with Wi Bo and LAM regarding R&D planning, product development, and marketing and sales strategy for each new business line.  Also responsible for delivering effective strategies in strategic marketing planning, branding, and product development.

Additionally, The VP is responsible to create and build relationships with strategic partners as well as new customers in an effort to build the brand and satisfied customer reference sites.  Works closely with cross functional operations, clinical and service teams to implement comprehensive new business processes for the post-acute market.  Responsible for identifying strategic partnerships for potential synergistic and complimentary industry relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Drive top line growth:
  • Implement effective direct sales channel
  • Drive sales processes into segmented market strategy
  • Improve sales effectiveness and efficiency
  • Continue to build effective indirect channel
  • Sell in person top customers in SBU 1
  • Develop sales training materials
  • Train the channel both channels
  • Lead the operating metrics development and review
• Post acute business Development:
  • Work cross-functionally to identify and determine R&D and product development priorities for SBU 1.           
  • Enhance and strengthen the communication and relationships between LAM and Wi bo.
  • Build LINET brand and image in marketplace through positive interactions and a high level of professionalism with key contacts in the territory.                                                
  • Commit to excellence and quality with a special focus on rapid response to our customers.
  • Understand the detailed functionality and benefit offering of each new product, how each product is best applied to meet emergent customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the hospital.           
  • Define an overall strategy on an planning cycle basis. 
  • Lead the effort to drive SBU1 new product development initiatives.             

• Marketing:
  • Develop, manage, and maintain the SBU1 budget
  • Work in a highly collaborative state with product development and product management in the launch of new products/services and product/service line extensions.  Launch and track performance of product and service offerings in our markets
  • Develop, establish and maintain effective marketing plans which are consistent with the marketing strategy and organizational objectives.
  • Demonstrate effective management of the marketing, advertising and promotional activities of the organization.
  • Execute online and offline marketing initiatives, integrating online and social media, email, print, direct mail, social media, company websites, brand awareness and demand generation initiatives.
  • Articulate product and service offerings, key benefits and messages for use by sales and marketing
  • Work with Consulting and Sales to cultivate reference accounts for products and services; identify client success stories and work with marketing to create appropriate clinical case studies and collateral
  • Drive campaign management for client acquisition programs across multiple channels using planned purchase survey findings to target and market to potential customers
  • Create content for corporate marketing collateral, website/blog/social media, and other initiatives
  • Lead Generation & Sales Enablement
  • Create effective, compelling positioning, messaging, and sales tools that are understood and used
  • Stays abreast of market trends to drive topics for client webinar and whitepaper strategies
  • Create sales-ready tools, including market-facing presentation content to be used by Sales to highlight benefits of our product and services to our customer and potential customers.

SUPERVISORY RESPONSIBILITIES

This position will have direct supervisory responsibility over the Sales, Business Development and Marketing activities for SBU1.

EDUCATION and/or EXPERIENCE

• Bachelor’s degree or equivalent; 7 years related experience and/or training; or equivalent combination of education and experience; Master’s Degree preferred.
• Experience of selling in the healthcare field; durable medical equipment solutions selling preferred.
• Skilled in direct response marketing with ability to craft integrated marketing strategies across all channels and touch points, including website, print communications, online communications and direct mail
• Intuitive, Proactive, Collaborative, Leader, Driver, Creative Problem Solver, Analytical, Versatile, and “Thrives Under Pressure” are words that describe the Director of Marketing
• Strong communication and presentation skills
• Ability to communicate with all levels of an organization comfortably.
• Ability to manage multiple projects with varying priority at one time –to deliver results on time and under budget.                                                                             
• In-depth sales experience with strong understanding of the solutions selling process.                     
• Demonstrated excellence in account development and territory management.                       
• Strong performance against budget requirements and limitations.             
• Leadership experience required                                                                                                                                            

LANGUAGE SKILLS

Ability to read, analyze, and interpret business journals, financial reports, and contracts.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to develop and deliver effective presentations to customers, top management, and public groups.

MATHEMATICAL SKILLS

Ability to apply mathematical concepts and operations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, draw valid conclusions, and offer appropriate solutions.

PHYSICAL DEMANDS 

While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently is required to stand and sit.  The employee is occasionally required to walk; use hands to finger, handle, or feel; and reach with hands and arms.  The employee must occasionally lift and/or move up to 50 pounds.  May be required to push and/or maneuver medical equipment throughout hospital corridors. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT 

The work environment will consist of employee’s home office and healthcare facilities, with the occasional requirement to be present at the company’s headquarter location at 10420-R Harris Oaks Blvd., Charlotte, NC 28269.

TRAVEL

This position requires variable travel ranging from approximately 60% to 80%, locally, regionally, nationally and internationally.  Overnight travel will be required, as well as travel via commercial air carrier, personal auto and rented vehicles (cars and large trucks).

LINET Americas, Inc. is an Equal Opportunity / Affirmative Action employer.
All candidates are selected solely on the basis of legally permissible job related criteria.