Director of Equipment Solutions

Position Summary

The Director of Specialty Equipment Services (SES) is responsible for growing revenue from sales to new and existing accounts in the assigned region by providing sales leadership, coaching, and SES selling strategy. Scope of responsibility includes leadership over Specialty Equipment Specialists, including direct interaction with operations to ensure continuity between sales and operations.

Primary Objectives And Responsibilities

• Works with VP Specialty Solutions, Finance and Sales to establish target growth and revenue goals.
• Establishes, manages, and reviews sales results, and assessment of market opportunities to meet objectives for new sales and customer retention.
• Sets sales quarterly booking and new business bookings by Specialty Equipment Specialists.
• Leverages business management tool to track, monitor, communicate and take corrective action (when necessary) when sales representative not achieving results.
• Develops and maintains working relationships including liaison role with Corporate leadership on Operations, and Agiliti regional sales and operations counterparts to create an environment that promotes teamwork and cultural continuity.
• Buils and leverages strong relationships with key customers to fully understand their business needs to develop a “trusted adviser” status. Knows first-hand and meets on regular basis the top 25 customers in the Region.
• Responsible for meeting or exceeding sales quota objectives and operating within the Region cost, expense, revenue, and profit objectives.
• Participates with team on customer calls at “high value” accounts to ensure that Agiliti is exceeding customer expectations and performance objectives.
• Ensures timeliness of Region-wide performance appraisals.
• Identifies new and existing opportunities to sell and work with appropriate Agiliti resource to move deals through sales funnel using Challenger sales approach.
• Prepares territory management plans and business reviews for new sales and revenue expansion groups.
• Communicates with district, divisional and national sales management and marketing on sales and territory plans and status of competitive activities.
• Assists with local contract pricing, terms and conditions and national agreements.
• Keeps abreast of current industry trends, products, and sales tools.

Qualifications

• BS/BA degree required; focus in clinical discipline preferred.
• Specialty equipment (patient handling, wound care, bariatric, etc.) sales experience. 5+ years healthcare sales or related experience required.
• 5+ years of prior management experience required.
• Experience working in a team-based selling environment preferred.
• Previous experience selling services is preferred.
• Must be available to travel up to 60%.
• Must hold a current, valid, and unrestricted driver’s license.
• Must have a safe driving record based on Agiliti policies.
• Knowledge of Challenger Sales methodology preferred.
• Knowledge of healthcare, hospital industry, medical equipment industry preferred.

Knowledge, Skills, And Abilities

• Ability to influence and articulate message at all levels within organization.
• Demonstrated computer literacy with Microsoft Office applications.
• Collaborative working style.
• Willingness to be flexible in work schedule to meet customer needs.
• Demonstrated strong leadership skills that motivate employees and builds competent teams.
• Strategic thinker – quickly assess big picture and integrate into solution set.
• Demonstrated strong planning, organizational, and problem-solving skills.
• Excellent verbal and written communication, and presentation skills to include ability to influence and persuade.
• Improves and refine processes to increase sales, gain operational efficiencies and reduce cost.
• Demonstrates the leadership to inspire others by modeling a positive commitment to the business, peers, other departments, direct reports, and clients.
• Maintains open and consistent communication with sales and operations leadership to ensure customer service level agreements and high customer satisfaction scores are achieved.
• Able to effectively interface with hospital administration, management, and clinicians responsible for patient programs.
• Maintains high level of business knowledge and professionalism to meet changing (daily/weekly/monthly) requirements.