VP / Director of Sales (Medical / Healthcare)

Responsibilities

• Oversee the direction, supervision and performance management of the consumables sales team.  This will include six (6) direct management reports and a total of about sixty (60) total reports.


• Assume P&L responsibility for all consumable revenue.  Responsible for formulating the strategic operating plan for the North American consumables group.  Develop budget and establish staffing level.  Provide input in establishing sales forecast and revenue.  Responsible for performance management of the consumable team.


• Develop and implement a system solution, sales concept and approach to optimize maximum volume for the consumable business in North American. 


• Plan, control, and direct activities of the sales, service, and distribution of the organization’s consumable products and/or services. 


• Ensure maximum sales volume and profitability for the organization’s products and service.  Develop, and upon approval, execute the strategic operating plan for the consumable business.          


• Develop, implement and execute sales strategies that identify new market opportunities and meet P&L responsibility.


• Develop, implement, and execute strategic sales plans which include identification of new opportunities; Directs business development activity and sales distribution through territory management and establishing goals. 


• Demonstrate and provide expert knowledge of distribution strategies, competitive intelligence, and brand opportunities to sales organization to provide constructive insights for account success and to solidify future business.


• Lead the consumable sales organization to identify, prioritize, and implement best practices to improve execution and performance results. These practices include, but are not limited to, forecasting methodology, training, sales financial management and metrics, and pricing strategy.


• Manage and maintain key customer relationships and implement strategies to expand the customer base.  Handle Customer issues as needed.


• Manage contract negotiations, closing the sale, and developing marketing plans for contract accounts with Region Managers and other sales directors.


• Provide senior management with all requested and required information including preparation of business plans, expense budgets, sales and service forecasts, projects, staffing, and any supporting justification required.
  
  
  
  • Travel as needed.  Approximately: 50 – 60%.
  
  
  
  

Requirements

• Bachelor of Science Degree in Administration or Marketing.  MBA in Marketing and/or Management preferred.


• At least 10 years of experience as a sales executive with field sales and/or service experience.   


• At least 5 years of sales management experience


• At least 3 years in a senior sales management role directing other managers (e.g., Director, Sr. Director, VP Sales or similar title).


• Proven success directing sales teams.  Coaching, motivating and driving business through Regional Managers. Mentoring, hiring and developing sales teams geographically distributed across the country. Experience managing large distributed sales teams.  Strong understanding of sales processes and methodologies, territory design, and quota management required.


• Demonstrated track record of delivering sales plans and identifying barriers to plan achievement.


• Medical, Healthcare or Consumer goods manufacturing.