REGIONAL SALES DIRECTOR - NORTHEAST

SUMMARY

The Regional Sales Director (RSD) is responsible for managing the team of Account Executives (AEs) and their sales and marketing activities within their territories to ensure that individual territories and thus entire assigned region meet the expectations of increasing LAM market share as well as associated revenue and profit growth. It is expected that the RSD will achieve the desired results also through coaching and mentoring of AEs, ensuring that they continuously improve their sales skills, are capable of independent territory navigation, utilize customer segmentation tools for this purpose, adhere to the current corporate strategy, and report their activities in the required manner. RSD works closely with the VP of Sales , clinical and service teams to provide leadership to develop and implement comprehensive sales strategies for opportunities within their geography.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to those listed below:

• Coaches and directs the sales team to meet/exceed budgeted sales within a region.
• Develops ongoing cadence of 1:1 calls/meetings with each Account Executive in the region to plan and document sales activities needed to advance the sales process for all identified Opportunities.
• Ongoing commitment to validate and verify sales forecasts as reflected by the Account Executives in Salesforce.
• Ensure all Opportunities in Salesforce accurately reflect the overall Opportunity Values for Product Mix and Expected Order/shipment Dates.
• Consistently use Salesforce to report, track, and trend Account Executive engagements/activities for each Opportunity across the region.
• Ensure each Account Executive is maximizing their focus on identified Specialty Products to drive strategic sales execution.
• Work collaboratively with Strategic Account Managers to support and execute specific sales strategies to acquire new IDN Agreements and/or extend/enhance existing IDN Agreements.  
• Helps to design and recommend sales programs and set short- and long-term sales strategies.
• Evaluates and implements appropriate new sales techniques to increase the region’s sales volume.
• Assists, along with the VP of Sales, with recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining Account Executives in assigned territories; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; identifying trends; determining regional sales system improvements; implementing change.
• Maintains and expands customer base by managing Account Executives ; building and maintaining rapport with key customers and helping to identify new customer opportunities.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.                                                                                         
• Build LINET brand and image in marketplace through positive interactions and a high level of professionalism with key contacts in the territory.                                                                                 
• Successfully execute sales and marketing initiatives, and actively contribute to their development.                                                                   
• Build LINET Americas relationships throughout all levels of the hospital with various departments to help expand our account presence.  

SUPERVISORY RESPONSIBILITIES

Leads, in conjunction with the VP of Sales, a team of Account Executives .

EDUCATION and/or EXPERIENCE

• Bachelor’s degree or equivalent; 5 years related experience and/or training; or equivalent combination of education and experience.
• 3 years prior sales leadership experience.
• Experience of selling in the healthcare field; capital medical equipment solutions selling preferred.                                                                                                           
• In-depth sales experience with strong understanding of the solutions selling process.                   
• Demonstrated excellence in account development and territory management.             

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 9115 Harris Corner Parkway, Suite 150, Charlotte, NC 28269

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).
Please note, due to the nature of our work in healthcare, an essential requirement of this position is the ability to meet all requirements of the credentialing process through industry vendors in order to access hospitals and other facilities.

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

LINET Americas, Inc. is an E-Verify employer