Regional Sales Director - PA, DE, Upstate New York

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The Regional Sales Director is field-based sales leadership position responsible for driving commitment and accountability of a core laboratory sales team to achieve and exceed sales goals, grow revenue at assigned integrated delivery networks, hospital laboratories, regional reference labs and physician office labs.

Focus will be on overall revenue growth for Siemens central lab product lines inclusive of chemistry, immunoassay, coagulation, hematology, plasma protein, allergy, automation, and information technology.

Region covers primarily Pennsylvania, Delaware and Upstate New York.

People Leadership


* Accountable for the continuous development of assigned sales teams and for ensuring all direct sales are appropriately trained and competent in customer management, product and solution positioning, as well as all applicable sales processes and tools.

Coach, promote, and manage adherence to commercial best practices.


* Responsible for hiring and developing a sales team of 6-8 direct reports.

This includes setting appropriate mutual expectations that will be reviewed on a biannual basis, provide frequent feedback, and discuss individual development opportunities one time per year.

Timely manage performance improvement cases if needed.


* Determine priorities to successfully pursue 'must win' deals including short-term (3 to 6 months) and long-term (2 to 3 year) strategic sales plans and ensure their implementation.


* Help coach team on account strategy and own the commercial outcome of new instrument opportunities (grow Reagent and Consumable Revenue, TCO, and instrument placements).

Customer


* Have direct customer relationships and understand the current market conditions in Region of responsibility and lead direct sales team to understand and address the customer's needs and the effective delivery of the Siemens Healthineers value-proposition to the customer.

Operational Excellence & Business Acumen


* Own the execution and output of all key sales operational activities and metrics for sales funnel management, CRM tool rigor, sales processes, coverage on critical accounts, and overall financial health of each account including contract management and compliance.


* Be accountable and own capital and reagent forecasting in Region.

Accountable for quality and accuracy of forecasting across all related product lines, as well as top and bottom-line financial outcomes for each deal.


* Own the commercial outcome of existing customers across Reagent and Consumable revenue growth, menu expansion and contract compliance for assigned accoun...