Regional Sales Director - Southeast

Job Summary:

The Regional Sales Director is responsible for leading a team of Account Managers, Key Account Managers and Clinical Professionals for all defined activities within an assigned region. The RSD is responsible for overall topline revenue growth as well as profit margin expansion for their respective region. The RSD will develop and execute regional strategic business plans to create sustainable value for ASP and customers, including key account strategies for regional IDNs. They will have direct ownership of a regional P&L with focus on price discipline, expense management and margin expansion. They will partner with cross functional teams including Inside Sales, National Key Accounts and Technical Service to align on overall strategy and execution within their region. The RSD will also partner with Marketing and R&D to support new product launches.

Key Responsibilities:

• Achieve Sales Quotas related to Capital & Consumables in assigned region.
• Accountable for the monthly performance and results of assigned region for forecasting topline revenue and profitability objectives.
• Establish and ensure the strategic direction of assigned region’s business plan in alignment with ASP strategy and customer priorities.
• Create long-term and short-term financial projections and manage key performance indicators.
• Responsible for integrity of SFDC data to ensure accurate reporting to Sr. Management on demand and key performance indicators.
• Develop a strategy for regional IDNs to drive growth and win-back competitive share.
• Lead the team in the business planning process for their accounts and in pursuing opportunities that will create sustainable value.
• Allocate resources to align with business objectives and annual plan, anticipating customer needs and leveraging the strengths of individual team members.
• Build continuous improvement expertise of the team by coaching individuals on how to use FBS to address business challenges and opportunities.
• Invest in personnel performance management, development and continuous learning plans through frequent field visits with each team member.
• Contribute to and lead the Sales Training initiatives. Coach sales trainers to optimize onboarding of new team members.
• Challenge and motivate team members to reach their highest potential, create an environment that encourages risk-taking, promote teamwork, encourage others to pursue challenging goals and to challenge the status quo, and foster continuous professional development and career growth of a diverse workforce.
• Foster effective cross-functional collaboration in support of organizational capability, culture and objectives, including service contract and revenue initiatives.
• Influence and hold cross-functional stakeholders accountable for meeting customer needs in alignment with ASP strategic priorities.
• Conduct business and set the tone for the team or for others in accordance with the business Conduct policy, Healthcare Compliance, and other ASP policies and procedures.
• Create a safe work area environment, recognize safe activities, and reward good safety performance

Education and Experience:

• 8 years healthcare sales, marketing, or relevant commercial experience and Bachelor’s degree, or equivalent required.
• Consistent yearly track record driving results through others, including launching new products, growing product utilization, and winning against competition.
• Demonstrated ability to develop and execute strategic plans leveraging strong business acumen.
• Key sales leadership role where strong business and financial acumen are required.
• Successful experience leading complex contract negotiations.
• Demonstrated understanding of assigned regional market and customers.
• The ability to travel at least 50% of the time based on the requirements of the role.
• Must live in or be willing to relocate within assigned region.
• Must possess a valid driver’s license issued in the United States.

Role and Competencies Requirements:

• Strategic thinker with big picture mentality and ability to tactically execute within given region.
• Excellent problem-solving skills, with a fondness for providing solutions or paths to resolution on complex matters.
• Strong leadership skills and proven track record of building successful teams.
• Ability to set team vision, develop, coach and guide a team in the execution of functional and company goals.
• A strong collaborative leadership style with ability to drive change and build followership across multiple business units, locations, organizational levels, and functions.
• Process and results orientation. A history of building sustainable and innovative standard work and systems.
• Track record in delivering results in changing environments.
• Excellent organizational skills, a high degree of adaptability and the ability to anticipate and respond to changing priorities.
• Excellent negotiations skills.
• Solid presentation, communications and influencing skills, demonstrated through all forms of communication.
• Strong business acumen – Deeply understands the business; portfolio, markets, customers, challenges, demands.
• Unquestionable integrity and excellent judgment.