Job Summary:

The Director of US Sales is a senior management position responsible for driving incremental sales and market share growth in the USA. The role will:

  1. Manage a small team of direct sales employees and a national network of independent manufacturers reps and distribution partners to sell capital blood pressure monitoring devices and accessories, high volume disposable blood pressure cuffs, and veterinary-specific vital signs monitors;

  2. Direct selling efforts to focus on national and regional Integrated Delivery Networks (IDN’s) Group Purchasing Organizations (GPO’s), and key distribution partners;

  3. Evaluate, create and manage new strategic business opportunities, initiatives, partnerships, alliances and/or joint ventures;

  4. Oversee market analysis, monitor competitive activity, and identify customer needs;

  5. Provide leadership in the planning, designing, due diligence, and implementing of strategic business objectives;

  6. Define vision, strategies, and tactics for the US field sales team.

Duties & Responsibilities:

  • Grow sales by understanding where SunTech can win, and devising a strategy to find and close those opportunities.

  • Leverage SunTech’s current footprint in targeted accounts for higher level access to key decision makers (including executive suite members) and strategic business opportunities within IDN’s.

  • Know and manage the bid process & calendars for all GPOs and ensure SunTech participates in all RFPs. Coordinate internal resources to complete and deliver competitive bids, vendor registrations, and other administrative requirements.

  • Analyze and propose direct field sales expansion territories that will accelerate growth. Recruit, train and manage these new reps to profitable success. Expand the direct sales program logically and profitably over time.

  • Devise a US Government, VA and DoD sales strategy.

  • Create strategies and partnerships to accelerate growth in the veterinary market.

  • Provide input to SunTech new product development strategy based on field reality. Assist with formation of KOL relationships and coordinate VOC visits as needed.

  • Develop competitive pricing strategies that drive profitable growth.

  • Work with Marketing to create product value propositions, effective launches and promotions, and collect customer feedback on existing or future products.

  • Implement a modern CRM system and use it to drive sales force accountability and accurately forecast the sales pipeline.

  • Support marketing activities, including training events and trade shows, especially those that involve key accounts and targeted customers.

  • Other duties as assigned.

Physical Requirements:

  • Work is performed in a variety of settings to include normal office environments, healthcare facilities, and trade show exhibit halls.

  • This position may require up to 50-75 % travel (worldwide).

Minimum Qualifications:

  • Bachelor’s degree in bio-medical, business administration or marketing. MBA desired.

  • At least 10 years prior experience in healthcare device sales and account management, with documented track record of growing sales and managing complex sales cycles.

  • Five years medical device national accounts management experience working with GPO’s and IDN’s.

  • Direct experience managing field salespeople and regional managers.

  • Experience with veterinary capital medical devices and/or high volume disposable products a plus.

  • International experience and/or languages a major plus, though this position is entirely domestic.

  • OEM component technology sales experience desired.

Competencies:

  • Views quota attainment as a contract with SunTech and its employees

  • Can-do, positive problem-solver.

  • Self-motivated; figures it out.

  • Exercises sound, ethical judgment.

  • Takes accountability for results.

  • Ability to inspire junior salespeople and sales leaders to perform.

  • Knows customers intimately and can forecast business trends. Uses Key Account Management skills to broaden SunTech support and win business.

  • Understands performance to budget, makes contingency plans to overperform, and deploys mitigation plans to close gaps when necessary.

  • Can write a business plan, propose it, and gain agreement for business growth initiatives. This entails excellent business acumen and the ability to do financial modeling in Excel, plus deliver a compelling argument.

  • Manages expenses appropriately and has a keen eye for the bottom line.

  • Ability to discuss strategy and sensitive issues, influence management and customers, and consider interests of others during discussions and negotiations.

  • Provides exceptional customer service.

  • Understands the importance of attention to detail without being overwhelmed with minutiae—can step back and see the big picture.

  • Ability to work under pressure with strict deadlines.

  • Ability to assess conflicting priorities and make optimal decisions.

  • Proficiency in Microsoft programs and CRM systems

 

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