Area Vice President of Sales – Lab Solutions (Central Region)

Siemens Healthineers

25d

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. As the Area Vice President, Core Laboratory Solutions - Central where you will drive the growth of sales and market share of Siemens Healthineers Core Laboratory Solutions business. Senior Management position with leadership responsibility to drive the growth of sales and market share of Siemens Healthineers Core Laboratory Solutions (CLS) business, including Instruments and Assays for Chemistry, Immunochemistry, Automation, and IT. Field-based position with responsibility for driving commitment and accountability of Business Development and Territory Management sales teams to achieve or exceed sales goals in the territory assigned. Span of control is approximately 4 - 6 direct reports, including 3 - 5 Business Development Directors and 1-2 Territory Management Directors and their respective teams for a total number of FTE’s approximately 45-50. This position reports directly to VP Core Lab Solution Sales, USA. This is a key leadership role that will drive the development and implementation of a customer-centric solution-based customer selling approach and balancing the needs of our customers with the financial goals of the business.

Requirements

Leading and developing employees in a dynamic customer centric market.
Key competencies include inspirational leadership and motivating others, accountability and drive for results, strategic and organizational agility, change management, ability to establish trust and rapport quickly and building effective teams.
Education: Minimum of BA/BS degree in medical health sciences (Medical Technology, biology, clinical Chemistry, etc.) or in business or marketing.
Track record of success leading sales teams in Core Laboratory Diagnostics (Chemistry and Immunoassay segment) is required, and the candidate must reside and have experience in the Northeast and/or Florida markets with knowledge of the respective Integrated Delivery Networks
Proven record in a solution-selling environment and large account development, with 7 to 10+ years’ experience in a complex sales environment (Capital equipment, Medical, Devices, etc.) and 5 to 7+ years’ experience managing direct sales teams including P&L ownership.
High degree of business acumen to include standard competencies (financial, market positioning, healthcare industry, and customer relations).
Experience with CRM tools and the ability to acclimate to a variety of IT tools.
Demonstrated skills in communicating effectively with leadership to ensure visibility in progress and aligning teams to the business priorities.
Strong people management and people development capabilities with ability to manage and lead change in dynamic environment.
Proven experience and demonstration of management skills and ability to provide work direction, motivation, performance management, and disciplinary action.
Must possess a high level of strategic decision making with a focus on impact and speed, critical thinking skills, advanced sales skills, problem solving skills as well as objection handling skills.

Responsibilities

Directly responsible and accountable for leading assigned sales regions and teams to achieve or exceed sales goals across all Chemistry and Immunoassay product lines, as well as for the financial performance of the Commercial team in responsible area.
Lead direct sales teams in Business Development and Account Management to understand and address the customer’s needs and the effective delivery of the Siemens Healthineers value-proposition to the customer.
Own the implementation of key sales actions, processes, and metrics for funnel management, CRM tool rigor, sales processes, coverage on critical accounts, and compliance topics.
Drive capital and reagent forecasting process within area of responsibility.
Accountable for quality and accuracy of forecasting by assigned team across all related product lines.
Develop a tailored area commercial strategy 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.
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.
Implement and manage developmental plans for employees’ sales performance and career goals, providing timely, direct, and honest feedback on employees’ current strengths, as well as areas that need improvement.
Develop candidates for additional responsibility/promotion.
Lead collaborative efforts with Siemens Healthineers teams within and from outside CLS to ensure an excellent customer solution and experience, including but not limited to Service, Technical Applications, Strategic Corporate Accounts, Specialty Sales, and Total Laboratory Solution teams as measured through regular customer feedback.
A minimum of 60% travel is required throughout assigned territory.