Divisional Vice President of Sales

Position Summary

The Divisional Vice President, Sales is responsible for managing and achieving Division financial goals through growing revenue in accounts and retaining and growing sales to existing accounts. This person is accountable for growing gross margins on both existing customer base and expansion accounts. Revenue accountability of approximately $12‑$30million.

• Accountable for attracting, developing, and retaining sales talent.
• Establish, manage, and review sales results, assist market opportunities to meet objectives for new sales and customer retention.
• Build and leverage strong relationships with key customers to fully understand their business needs to move the account(s) beyond the standard supplemental rental relationship to “buy” more programs and services.
• To sell more comprehensive solutions to customers.
• Responsible for meeting or exceeding revenue quota objectives and operating within Division cost, expense, revenue, and profit objectives.
• Ensure that new prospect (CRM Management) database contains current information on revenue potential, close probability, etc. for all prospects.
• Interface with other divisional managers, corporate management, clients, and sales personnel.
• Participate with team on customer calls at “high value” accounts to ensure that the company is exceeding customer expectations and performance objectives.
• Know firsthand and meet on a regular basis the top 10 customers in the Division.
• Expectation to be on the road 4 of 5 days visiting top 20 customers with AEs.
• Collaborate with operational counterpart and refine processes to increase sales, gain operational efficiencies, and reduce cost.
• Recruit, train, and develop employees and ensure positions are properly staffed.
• Demonstrates proficient leadership skills that motivate employees and build competent teams.
• Demonstrates leadership to inspire others by modeling a positive commitment to the business, peers, other departments, direct reports, and clients.
• Ensure timeliness of Division‑wide and corporate‑wide performance management initiatives.

• 7‑10 years sales management experience or equivalent experience.
• 5‑7 years healthcare, hospital industry, medical equipment, sales and services required.
• Advanced degree preferred.
• Healthcare experience preferred.
• Proven sales management experience.
• Demonstrated excellent communication and presentation skills.
• Demonstrated computer literacy.
• Demonstrated track record of results (achieve sales quota).
• Travel up to 75%.

• Demonstrates in-depth knowledge of product and service offerings.
• Demonstrates financial acumen and a robust understanding of financial analysis and communication.
• Uses insight into market drivers to capitalize on key business opportunities that will create new or additional revenue.
• Understands primary competitors, leverages that knowledge to position and differentiate the company for success.
• Demonstrates knowledge of the healthcare industry, including an understanding of hospital operations, alternate care providers, and medical equipment manufacturers.
• Active in the health industry and viewed as an expert as it relates to healthcare industry trends, reimbursement, legislation, and other key issues impacting customers (understand customer profile who is their GPO, IDN affiliation, regional presence).
• Recognizes professional trends and business situations that present opportunities.
• Persuades partners to take action that will advance shared business interest.
• Leverages business knowledge and experience to identify areas for improvement.
• Ability to perform under time constraints.
• Financial acumen.
• Responsible for accounting: maintain communication with other departments within the organization to ensure timely and accurate recording of accounting events. Revenue review calls.
• Willingness to strive for constant improvement of department efficiencies as well as utilization of financial data.
• Excellent communication skills, both written and verbal.
• High capacity to manage change and ambiguity.
• Influences others by using appropriate interpersonal styles and methods to inspire and guide individuals,…