Regional Sales Director (CT, RI, Western, MA, Westchester, NY Area)

About the role

The field-based Regional Sales Director, Screening Team is responsible for leading a team of Account Executives within a designated region. The RSD is responsible for the effective promotion of Shield™ to general practice providers and their practices within the designated area. The RSD recruits, hires, coaches, develops, and leads the Account Executives for the launch and promotion of Shield.

Responsibilities

• Possibly prospect and target to identify a region early adopter list and generate adoption of Shield
• Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements that support your region
• Initiate and secure lab service draw agreements, establish strong partnerships and manage the relationship with your teams
• Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers in assigned region
• Successfully manage 8-12 direct reports including the recruitment and selection of highly qualified Account Executives, ensuring effective coaching and development of the sales force
• Demonstrate effective leadership; drive effective and successful performance through coaching, motivating & inspiring team of Account Executives; provide clear expectations, ongoing feedback and opportunities for continuous development
• Manage the assigned region’s sales targets and maintain ongoing reporting of progress with management team
• Successfully forecast and achieve quarterly and annual sales goals
• Ensure the effective use of sales process and approved product marketing and product promotion material by regional sales force
• Model and share best practices nationally
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within designated area
• Develop and implement a comprehensive business plan for the region that will be inclusive budgets, travel, territory management, goal setting, etc.
• Collect ongoing customer insights, market trends & competitive data from sales force and communicate to leadership and peers
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms which are relevant to customers
• Effectively collaborate with Key Account Managers and commercial team members to optimize business performance within health systems within assigned area
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside of the team is taking place
• Model and uphold GHI's Values by acting with integrity, respect, trust and possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Leverage Medical Science Liaisons, Account Executives and other Company resources as necessary to provide the necessary technical, clinical and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations
• Leads and is engaged in regional and national projects
• Participate on cross functional headquarter projects having a positive business and/or culture impact
• Mentors' individuals within or outside the commercial organization
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork
• Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies and guidelines
• Must meet customer access requirements
• This is a field-based role. Travel with direct reports in order to observe and provide training and coaching
• Ability to travel approximately 75% of working time within assigned area and some travel outside of assigned area for regional or national meetings

Requirements

• Experience 7+ years of direct experience in a customer-facing sales role in a medical, diagnostic or med device with a history of 1) consistent closing abilities throughout the sales cycle and 2) proven past performance that has met and exceeded expectations
• Experience in a sales leadership/Sales management capacity
• Proven Experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices
• Experience in a sales leadership role during a product launch
• Outstanding influencing, interpersonal and networking skills to drive successful relationship building
• Demonstrated ability to effectively coach and educate others
• Establish Reach and frequency, high decile healthcare provider targeting and production/coverage experience
• Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales force metrics
• Impeccable oral and verbal communication and presentation skills; Superior listening and problem-solving skills
• Excellent negotiation, problem-solving and customer service skills; Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with GHI capabilities
• Proven ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives
• Outstanding strategic business analysis and planning skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Demonstrate ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines
• Strong administrative skills and sophistication to manage business in complex environments
• Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
• Effective and regular utilization of Salesforce.com
• Experience using/coaching to different sales methodology

Preferred Qualifications

• Proven Experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices
• Experience in a sales leadership role during a product launch
• Experience using/coaching to different sales methodology