Area Director Structural Heart/ICE (Western U.S.)

Siemens Healthineers

About The Position

Join us in pioneering breakthroughs in healthcare. For everyone. Everywhere. Sustainably. Our inspiring and caring environment forms a global community that celebrates diversity and individuality. We encourage you to step beyond your comfort zone, offering resources and flexibility to foster your professional and personal growth, all while valuing your unique contributions. Provides deep technical knowledge in an assigned portfolio and advices both sales organization and customers in capabilities and options how to use and integrate Siemens products effectively. The Area Sales Director, Structural Heart/ICE (AD) is responsible for managing 4D Volume ICE ultrasound sales within a defined geographical area, by directing, coordinating and leading a group of Structural Heart/ICE Territory Managers (TMs) as well as Field Clinical Specialists (FCS) and their activities to meet established order and revenue objectives, while achieving outstanding clinical case and patient outcomes.This role reports to the VP of Sales – Cardiovascular and will typically manage a team of 7-10 direct reports. This position assesses the Ultrasound/ ICE Catheter strategic position in the Area as well as develops and executes a strategic plan to grow 4D Volume ICE Catheter sales in the Area. The AD manages the TMs in the Area to achieve their targets by ensuring that they cover their accounts, build an adequate funnel to achieve their goals, are excellent in customer relationships, sales, presentation, negotiations and closing skills and experience. The AD is also responsible for deal escalation process and deal proposals including pricing and portfolio strategy, local contract negotiations, as well as GPO relationships/contracts within their Zone. Additional responsibilities include continuous business and sales updates and discussion with the VP of Sales. The AD originates and guides implementation of territory business action plans and strategy for continuous sales performance improvement. The AD works synergistically with VP of Sales, TMs, and FCSs to manage customer relationships and secure long term customer retention. This person will be directly involved with the Ultrasound Leadership team working on process improvement projects such as order to booking process overhaul, customer contracting revisions, pricing and rebate contract creation, HCP contract process revision, KOL/SAB program creation, KOL relationship management, strategy for growth in both personnel and geographic expansion for 4D Volume ICE catheter sales. The AD manages and develops personnel, monitors TM and FCS professional developmental needs, establishes and monitors individual performance plans. Additionally, the AD assists in the creation of product competency materials and helps formulate associated assessment criteria. This role will also perform other duties as assigned.

Requirements

Minimum of 10+ years of documented sales and sales management success and experience in medical device sales.
3 to 5+ years’ experience in sales management, driving quota and mentoring a team.
Ultrasound and/or catheter/Structural Heart device experience.
Strong business acumen, analytical and strategic thinking required.
Excellent written, presentation and oral communication skills.
Superior communication skills and ability to effectively communicate with stakeholders at many levels within the organization.
Ability to thrive as a member of a collaborative, cross-functional team.
Relentless customer focus.
Excellent organizational skills with capacity to manage cross functional initiatives.
Able to effectively manage and resolve conflict.
Must be willing and able to travel 50% or more as required.
Must have a valid driver’s license and a clean driving record over the last three years.

Nice To Haves

Strong experience interacting with KOL’s, C-suite, Administrators, luminary customers in a hospital setting.
Bachelor’s Degree or higher (MBA) preferred.

Responsibilities

Achieve 4D Volume ICE Ultrasound catheter sales targets for the Area (orders and revenue)
Manage a sales team of Territory Sales Managers and Field Clinical Specialists
Develop and maintain close relationships with important accounts in assigned zone(s). Assist in the development of Key Opinion Leaders.
Identify customer purchasing changes, market trends, and business implications in the Area for 4D ICE catheter Ultrasound Business.
Develop Area Sales Plan in conjunction with VP Sales, TM’s and FCS’s to achieve sales targets.
Support the 4D Volume ICE catheter Ultrasound sales process in assigned zone(s).
Manages deal escalation process and pricing strategy.
Assess TMs and FCSs technical/professional developmental needs and implements development plans.
Develop, train and coach Territory Managers and Field Clinical Specialists.
Ensure customer satisfaction through timely follow up on all issues and works closely with VP Sales, President and GM, Account Executives, Service and Clinical Support Specialists, VP of Marketing, R&D, Product Managers and support staff to coordinate all necessary resources to assist in the customer support effort.