Regional Sales Director, Northeast

About the role

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.

Responsibilities

• Coaches and directs the AEs to meet/exceed budgeted sales within a region.
• Institutes standard sales process steps with each AE and refine each step for best practices on a frequent basis.
• Forecasts the timing and likely success of each opportunity in mid to late stage of the sales process and align this forecast with regional goals.
• Actively generates action plans to offset any forecast which is not achieving the regional goals to assure the goals are achieved.
• 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.
• Ensures a high level of accuracy in the pipeline of orders and shipments in Salesforce by systematically guiding AEs to an awareness of their responsibility for their pipeline.
• Ensures each Account Executive follows the company strategy focusing on prioritized customers and products.
• Works collaboratively with Strategic Account Managers to support and execute specific sales strategies to acquire new IDN Agreements and/or extend/enhance