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VICE PRESIDENT, US Sales                           

 

Job description:

As the US organization’s senior-most sales and marketing leader, the Vice President of Sales will provide leadership, direction, and resource stewardship to this critical function and be accountable for overall sales performance, profitable achievement of sales goals, and for aligning sales objectives with the overall business strategy.

 

The VPSM will be accountable for designing the most effective sales organization structure, including sales job roles, sales channel design, sales compensation structure, sales process and sales resource deployment while continuing to drive growth and improve margins. S/he will ensure effective US marketing strategies, customer segmentation and deployment to drive profitable sales volume, market share, and other key financial performance objectives are met or exceeded.  The VPSM will also lead learning and development initiatives impacting the sales organization.


Responsibilities:

  • Provide leadership to the sales organization’s team, while fostering a culture of accountability, professional development, high-performance, and ethical behavior.
  • Organize and motivate a highly effective sales organization with a focus on thoughtful, disciplined, and a "success orientated" approaches across all targeted markets, channels, and accounts.
  • Strengthen and broaden current GPO and customer relationships and continue to build new satisfied customers through effective account management. 
  • Establish and govern the sales organizations performance management system. This includes establishing guiding sales organizational principles for managing performance, establishing and prioritizing critical performance measures for all sales jobs; overseeing the equitable allocation of organization objectives across all sales channels, markets, and personnel; and ensuring all key sales and sales management associates are held accountable for assigned results.
  • Strengthen the forecasting process with the goal of achieving a robust short, medium and long range forecast accuracy.
  • Align the US sales organization’s objectives with overall business strategy and work closely with other US functions as well as participate in corporate strategic planning, strategy development, resource planning, and budgeting.
  • Strengthen the US marketing efforts including downstream strategies and tactics to improve market share, robust customer segmentation, value propositions, effective pricing and promotion of products, along with development of a US strategy to win.
  • Establish and maintain productive peer-to-peer relationships with customers and prospects.

 

Anticipated challenges:        

The US market consists of well-established competitors and a large market opportunity.  The VPSM role is expected to be instrumental in establishing and executing the strategy which allows yearly incremental gains in market share and double digit revenue growth.

 

Supervisory Responsibilities:

Regional Sales Leaders, Account Management, GPO sales, Sales Operations and customer service. Overall headcount ~50.

 

Characteristics & candidate profile:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The items listed below are representative of the characteristics that are necessary to perform in this assignment. 

  • Demonstrated success in setting a strategic vision for sales that aligns with the company and business strategy and is able to communicate the purpose and importance in a compelling way. 
  • Possesses the leadership skills necessary to assimilate a high energy, hard charging leadership team while orchestrating the required change needed to drive predictable business success.
  • Ability to connect with others in the organization on both a rational and emotional level; gives people a sense of belonging to something greater.  High EQ.
  • An entrepreneurial thinker.  Recognizes and pursues opportunities for business growth that enable the company’s strategic vision.  Is adept at forecasting revenue opportunities within the market, has a good sense of what customer’s needs.  Monitors market trends and competitor activity; recognizes emerging opportunities in the broader marketplace.
  • Acts as a change champion; promotes new ideas and change to achieve optimal results, challenges the status quo. An adaptable leader capable of adjusting tactics and strategies to maintain consistent growth and manage through competitive responses.
  • Provides leadership through strong management capability and instills a culture of accountability.  Holds teams accountable for performance by management through metrics and driving consistent overachievement.
  • An engaging personality that inspires and creates excitement within the sales organization, the customer base and sales prospects, as well as across the entire organization and in the marketplace at large. 
  • Able to create and communicate a compelling US vision that motivates and inspire others.

 

Education and/or experience: 

MUST-HAVE:

  • Undergraduate degree in business or realted field of study required. 
  • A minimum of 15+ years working in US medical sales & marketing roles, demonstrating a strong progression through positions of increased responsibility.
  • Proven leader and motivator who has successfully led a US sales organization; entrepreneurial, unafraid to roll-up sleeves, get it done and "lead from the front.” Ability to get to the heart of issues rapidly and to act decisively.
  • Shows a strong understanding of the US hospital environment and understands factors, trends and issues which influence the company’s business performance. The ideal candidate will have extensive knowledge in the capital acquisition space to further drive the mission to be the world’s leader in patient support surfaces.  Areas of knowledge could include; hospital beds, therapeutic surfaces, stretchers, and integration software.
  • Experience leading a sales and marketing organization through a profitable growth phase including successfully scaling the organization. 
  • Strong customer orientation; success in broadening existing customer base, key account management.
  • Experience in implementing a world class account management sales methodologies and sales management processes. 
  • Possess an executive perspective.  Thinks as a senior leader but has the capability to drive daily processes.

Culture Fit & Impact

  • The Vice President, Sales and Marketing will operate in a fast-paced, performance-driven and customer-focused business environment. 
  • Self-confident executive presence with a credible, reasonable and persuasive appearance.
  • Possesses a level of business maturity, flexibility, and intestinal fortitude to re-energize and instill a winning, “can-do” attitude within the organization.   A credible leader with mature management style, who can lead in a cooperative team-oriented culture.
  • Possesses unquestionable integrity and is intellectually curious.
  • Team-oriented. Focused on what’s right for the business, not what’s right for the individual or function; ability to build deep relationships and earn the respect of other teams.

 

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 headquarters in Charlotte, NC.

 

Travel:

This position requires variable travel ranging from approximately 40% 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.


Nearest Major Market: Lansing

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