Divisional Vice President- Sales

POSITION SUMMARYThe Divisional Vice President, Sales is responsible for managing and achieving Division financial goals through growing revenue in accounts and retaining and growing sales to existing accounts. This person is accountable for growing gross margins on both existing customer base and expansion accounts. Revenue accountability of approximately $12-$30 million.PRIMARY OBJECTIVES AND RESPONSIBILITIESAccountable for attracting, developing, and retaining sales talent.Establish, manage, and review sales results, assist market opportunities to meet objectives for new sales and customer retention.Build and leverage strong relationships with key customers to fully understand their business needs and move the account(s) beyond the standard supplemental rental relationship to buy more programs and services. To sell more comprehensive solutions to customers.Responsible for meeting or exceeding revenue quota objectives and operating within Division cost, expense, revenue, and profit objectives.Ensure that new prospect (CRM Management) database contains current information on revenue potential, close probability, etc. for all prospects.Interface with other divisional managers, corporate management, clients, and sales personnel.Participate with team on customer calls at high-value accounts to ensure that the company is exceeding customer expectations and performance objectives.Know first-hand and meet on a regular basis the top 10 customers in the Division.Expect to be on the road 4 of 5 days visiting top 20 customers with AEs.Collaborate with operational counterpart and refine processes to increase sales, gain operational efficiencies and reduce cost.Recruit, train, and develop employees and ensure positions are properly staffed.Demonstrates proficient leadership skills that motivate employees and build competent teams.Demonstrates the leadership to inspire others by modeling a positive commitment to the business, peers, other departments, direct reports, and clients.Ensure timeliness of Division-wide and corporate-wide performance management initiatives.QUALIFICATIONS7-10 years sales management experience or equivalent experience.5-7 years healthcare, hospital industry, medical equipment, sales and services required.Advanced degree preferred.Healthcare experience preferred.Proven sales management experience.Demonstrated excellent communication/presentation skills.Demonstrated computer literacy.Demonstrated track record of results (achieve sales quota).Travel up to 75%.KNOWLEDGE, SKILLS, AND ABILITIESDemonstrates in-depth knowledge of product and service offerings.Demonstrates financial acumen and a robust understanding of financial analysis and communication.Use insight into market drivers to capitalize on key business opportunities that will create new or additional revenue.Understands primary competitors, leverages that knowledge to position and differentiate the company for success.Demonstrates knowledge of the healthcare industry, including an understanding of hospital operations, alternate care providers, and medical equipment manufacturers.Active in the health industry and viewed as experts as it relates to healthcare industry trends, reimbursement, legislation, and other key issues impacting customers (understand customer profile who is their GPO, IDN affiliation, regional presence).Recognizes professional trends and business situations that present opportunities.Persuade partners to take action that will advance shared business interest.Leverage business knowledge and experience to identify area for improvement.Ability to perform under time constraints.Financial acumen.Responsible for accounting: Ability to maintain communication with other departments within organization to ensure timely and accurate recording of accounting events. Revenue review calls.Willingness to strive for constant improvement of department efficiencies as well as utilization of financial data.Excellent communication skills, both written and verbal.High capacity to manage change and ambiguity.Influence others by using appropriate interpersonal styles and methods to inspire and guide individuals, gaining acceptance of ideas or plans.Identifies skill development areas and takes the initiative to learn new processes and technologies.Plans, prioritizes, and organizes tasks based on business need.Exhibits flexibility in work schedule to meet customer need.Builds employee trust and engagement by being honest and consistent, keeping commitments, exchanging ideas openly and providing support.Motivates, inspires, and supports team efforts to achieve sales goals.Clearly communicate coaching and development suggestions in a way that engages individuals and helps them apply what they learn.DISCLAIMERThis job description in no way states or implies that these are the only duties to be performed by the employee in this position. It is not intended to give all details or a step-by-step account of the way each procedure or task is performed. The incumbent is expected to perform other duties necessary for the effective operation of the department and the company.J-18808-Ljbffr