Regional Sales Director; CT, RI, Western, MA, Westchester, NY Area

Role Overview

The field-based Regional Sales Director (RSD), Screening Team is responsible for leading a team of Account Executives within a designated region, promoting the Shield™ early cancer detection solution to general practice providers and their practices.

• Prospect and target to identify a region early adopter list and generate adoption of Shield.
• Identify and partner with national, regional and local laboratories that offer phlebotomy draw agreements that support your region.
• Initiate and secure lab service draw agreements, establish strong partnerships and manage the relationship with your teams.
• Proactively identify and build strong relationships and advocacy with key thought leaders and decision makers in the assigned region.
• Successfully manage 8-12 direct reports, including the recruitment and selection of highly qualified Account Executives, ensuring effective coaching and development of the sales force.
• Demonstrate effective leadership; drive performance through coaching, motivating and inspiring the team of Account Executives; provide clear expectations, ongoing feedback and opportunities for continuous development.
• Manage the assigned region’s sales targets and maintain ongoing reporting of progress with the management team.
• Successfully forecast and achieve quarterly and annual sales goals.
• Ensure the effective use of sales process and approved product marketing and product promotion material by the regional sales force.
• Model and share best practices nationally.
• Effectively manage open territories while recruiting for new personnel should a territory be vacated within the designated area.
• Develop and implement a comprehensive business plan for the region including budgets, travel, territory management, and goal setting.
• Collect ongoing customer insights, market trends and competitive data from the sales force and communicate to leadership and peers.
• Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms relevant to customers.
• Effectively collaborate with Key Account Managers and commercial team members to optimize business performance within health systems in the assigned area.
• Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside the team is taking place.
• Demonstrate GHI's values by acting with integrity, respect, trust and a very positive attitude.
• Leverage Medical Science Liaisons, Account Executives and other company resources as necessary to provide the required technical, clinical and business content to create competitive differentiation and deliver solutions that meet or exceed customer expectations.
• Lead and engage in regional and national projects; participate on cross‑functional headquarters projects having a positive business and/or cultural impact.
• Mentor individuals within or outside the commercial organization.
• Uphold company mission and values through accountability, innovation, integrity, quality and teamwork.
• Ensure sales force compliance with all Quality, Regulatory and company policies and guidelines.
• Meet customer access requirements; this is a field‑based role.
• Travel with direct reports to observe and provide training and coaching; travel approximately 75% of working time within the assigned area and some travel outside the area for regional or national meetings.
• Handle sensitive information and maintain a very high level of confidentiality.

• 7+ years of direct experience in a customer‑facing sales role in a medical, diagnostic or medical device company with a history of consistent closing abilities and proven past performance that has met and exceeded expectations.
• 3+ years of experience in a sales leadership/Sales management capacity.
• Demonstrated measurable revenue generation at a diagnostic, pharmaceutical or biotechnology company.
• Proven experience leading sales teams who promote products or services directly to primary care providers, gastroenterologists and their practices.
• Experience in a sales leadership role during a product launch.
• Outstanding influencing,…