Area Vice President - Digital & Automation; Midwest Zone

Area Vice President, Digital and Automation - Midwest Zone

Ensures the implementation of the sales strategy, guidelines and targets in a specified region, for the portfolio of a unit, in order to increase sales with all kinds of potential customers, and to achieve defined financial goals and sales targets.

• Leads and develops their team of Product Specialist Executives (PSEs) and Enterprise Imaging Sales Executives providing recognition, reward, feedback, and continuous coaching to further promote the high-performance team culture to exceed sales and market share growth targets.
• Together with Team, provide effective Customer Solutions and drive high Customer Satisfaction.
• Provide oversight with ownership of deals & the sales process, sales tools, accountability, and drive individual and team success.
• Assess technical/sales/professional developmental needs of team members and coordinate their systematic professional development.
• Drive clinical conversion excellence by developing the team sales skill and clinical competency.
• Ensure active participation and engagement of teams in daily zone business execution.

• Develop and implement sales strategies and guidelines. Set sales targets for the zone.
• In coordination with the Business Line, develop and propose sales budgets and growth forecasts aligned with the sales strategy of the portfolio.
• Manage completion of budgets and regular sales reporting.
• Collaborate with Marketing, Product Management and Project Management in matters of strategic and tactical product and service positioning.
• Drive customer focus within the organization and initiate / contribute to planning of customer related product development measures or the setup of customer related projects.
• Develop & maintain strong relationships with KOL’s within strategic key customers to ensure beneficial reference sites for business development.
• It is the role of the AVP to collaborate with internal and external resources (ie: Service, Factory, R&D, Customer Specialists and local sales teams) to coordinate and lead the resolution of customer satisfaction issue.
• Demonstrate a high degree of understanding of market dynamics, opportunities and risks. Provide excellence in win/loss reporting, trending, and solution development for future deals.
• Capture competitive conversions, own installed base management and drive D&A mindshare of the general salesforce in a zone.
• Drive Share quality excellence and develop the team to use CRM data to improve market strategies and effectiveness.
• Create transparency to forecast and achievement of business line specific goals.
• Provide support for must-win/multi-unit/multi-modality deals.
• Collaborate on Customer account strategy with RVPs, SCA Manager, Federal Account Managers, and Service teams.
• Responsible for climbing the Customer ladder to help drive customer satisfaction.

Bachelor's degree in Business, Marketing, or a related field, plus 10+ years’ experience in a clinical or sales environment, with preferred experience selling software solutions into clinical/hospital environments; or equivalent combination of education and related experience.

• Successful sales and operations experience, preferably in a major Healthcare Imaging or Software organization, with a deep professional know-how and experience with Medical Imaging Software
• Solid understanding of strategic business goals, with ability to create and update sales strategies based on analytics of customer, market, and products.
• Demonstrated ability to form relationships to effectively collaborate across a matrixed organization
• Solid professional judgment and problem-solving competence.
• Ability to improve existing processes and approaches, as well as successfully implement and sustain.
• Proactively share knowledge within own team (incl. virtual & matrix team).
• Impact on results in own area. Internally acknowledged member within specialist field
• Demonstrate and apply advanced knowledge of strategic planning, cross-functional business practices, and operating procedures for a major functional area.

• Expe…