Regional VP, Sales

Job Summary

The Regional Vice President, Sales is responsible for driving competitive conversion and the generation of new business sales for their Region. This position leads a team responsible for developing senior-level client relationships, launching strategic sales initiatives, and accurately tracking and forecasting revenue.

Reporting Relationships

This job reports to: Area Vice President, Acute Care Sales. Reporting directly (or indirectly) to this position are the following job titles: Account Managers.

Duties and Responsibilities

• Develop objectives for each of the Account Managers in the Region;
• Attain or exceed yearly revenue and deal profit objectives for the Region;
• Review the FOV/eFunnel accounts with each Sales Representative on a weekly cadence call and reinforce on a monthly, quarterly, and annual basis; work with each person to modify their plans accordingly to meet agreed-upon objectives and forecasts;
• Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the Area Vice President; modify plans and strategies accordingly to meet agreed-upon objectives;
• Work with Account Managers, Marketing, Corporate Accounts, Finance, and other Care Area Departments to develop sales strategies for key accounts and major competitive conversions;
• Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skills, and competitive product knowledge;
• Commit to an annual sales plan, writing specific objectives and forecasting orders and expected revenue on a monthly basis;
• Provide training and development for each Account Manager; evaluate their needs, set joint objectives, and develop a training and coaching plan;
• Operate within the approved region’s expense budget for the fiscal year;
• Recommend changes in the Sales Force to the Area Vice President to meet sales goals, including number of dispositions, promotions, terminations, and salary adjustments;
• Recommend developments or updates of policies and procedures to the Area Vice President as required;
• Develop the sales force to communicate and be aware of market and competition activities, business conditions, and new product needs;
• Attend and assign necessary sales force personnel to trade shows and conferences, communicating specific objectives for their attendance;
• Build and maintain professional relationships with key customers;
• Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts;
• Present Masimo’s Value Proposition to Executive Leaders in the Hospitals in your region;
• Maintain a frequent domestic travel schedule;
• Direct, plan, delegate, and manage department budget and staff, including hiring, promoting, demoting, reclassifying, or terminating employees, conducting performance appraisals, and creating training and employee development plans;
• Handle all departmental employee relations issues;
• Perform special projects as requested.

Minimum Qualifications

• Five or more years of successful selling experience in a Sales Management role with a healthcare organization;
• Proven success attaining sales goals in a high-growth organization;
• Demonstrated success and experience selling in a complex sales environment with multiple contact points;
• Outstanding strategic and tactical selling skills with the ability to apply them in complex selling environments;
• Ability to create needs with customers and lead a team effort in presenting Masimo solutions;
• Ability to coach and mentor Sales Representatives to find and develop Masimo Clinical Champions during the sales process;
• Proven competency selling new technologies that require a change in clinical processes in the Health Care Field;
• Ability to quickly learn and absorb clinical and technical advancements in Health Care;
• Ability to attract, retain, and drive high-caliber sales talent;
• Excellent interpersonal skills and ability to communicate effectively in and across teams;
• Effective presentation skills with the ability to articulate complex key concepts to various decision makers;
• Strong problem-solving and negotiation skills; highly organized and self-motivated with strong attention to detail;
• Demonstrated customer advocate, team player with a commitment to excellence;
• Results-oriented with a positive