Director, Sales Excellence for Breast & Skeletal Health

Hologic•Boston, MA

10d

About The Position

This position is accountable for top line revenue generated by awareness and adoption of Hologic product portfolio in the US Healthcare Market. This individual is responsible for the development, management and guidance of all Strategic Sales, National Accounts and Offer and Development activities for Hologic Breast and Skeletal Health division. This role oversees the execution of policies, procedures and programs to achieve maximum sales potential of technology to achieve sales and service revenue targets. Develops strategies and tactics for building sales pipelines, setting/achieving sales objectives and coordinating pipeline forecasting, budgets, and reporting. Provides leadership and supervision of Sales Excellence organization and client success colleagues. Supervises: Strategic Sales, National Accounts and Offer & Development

Requirements

Intimate knowledge of healthcare provider market
Extensive knowledge of healthcare, GPO operations and/or Supply Chain/ Materials Management.
Knowledge and experience in sales strategies and selling skills
Effective communication (oral, listening, writing, and presentation skills) with a variety of stakeholders from executives to staff.
Demonstrated ability to work in a professional, multi-disciplinary, matrix reporting team as a group leader, facilitator, or participant
Demonstrated track record of success.
Demonstrated effective problem solving skills which include understanding issues, being able to simplify process and complex issues, while understanding the difference between critical details and unimportant facts.
Ability to work independently and handle stress appropriately.
Ability to handle multiple tasks effectively, prioritize appropriately, and adapt to changes in workload and work schedule.
Practice and adhere to the company’s Code of Conduct philosophy, Mission/Vision, and Core Values.
Demonstrated successful project management experience with coordination and measurement of project deliverables.
Advanced computer skills with MicroSoft, PowerPoint, and Excel.
Software skills with data warehouse and/or Micro Strategies highly preferred.
Familiarity with SalesForce, Highspot, Definitive etc.
Bachelor’s degree from an accredited College or University with concentration in business administration, economics, finance, or related field.
10 years cumulative relevant experience, with at least five years of GPO or relevant sales, marketing and national account management experience in healthcare.

Nice To Haves

Graduate degree (MBA or MHA) preferred.
certification in Sales Training or Supply Chain viewed favorably.

Responsibilities

Collaborate with leadership to develop growth objectives, “go-to”market strategies and structure to proactively support achievement of those objectives and strategies.
Collaborate with sales, finance and marketing to maintain and utilize information regarding value propositions to target the market.
Partner with senior business leaders within Hologic Business Units to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth.
Develop and update competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth.
In near term, develop a thorough understanding of the positioning of Hologic current products with specific IDNs/GPOs.
Develop a comprehensive understanding with National Account and Strategic Sales representatives of the inner dealings of targeted IDNs, including their contracting policies and practices and utilizes this knowledge to improve or enhance Hologic’s business practices toward these accounts.
Work with appropriate IDN membership councils and committees to ensure Hologic’s ongoing visibility to ensure the field sales organization understands the role and significance of the committee members.
Develop and implement sales forecasts/marketing plans for targeted customers and keep management informed of critical issues through submission of regular updates and monthly success reports.
Help build and deliver training programs for the Business Unit sales team to ensure a high degree of GPO/IDN knowledge.
Contribute and support acquisitions for positioning, implementation and sales success.
Work with operations to ensure complete and accurate information is used to forecast and communicate potential value of offerings to prospects.
Develop, nurture and foster relationships with health system/hospital stakeholders to communicate Hologic value /clinical proposition.
Promote Hologic technology value prop to senior hospital executives who are decision makers and influencers related to supply chain.
Promote Hologic business model to senior hospital executives and applicable departmental leaders who are decision makers and influencers applicable to specific care models.
Provide effective leadership and supervision for sales staff members.
Demonstrate the willingness to delegate goals, monitor progress, and drive team oriented success.
Develop and maintain a pipeline of prospects.
Generate prospective sales lists and develop goals and strategies for selling.
Collaborate with marketing to coordinate and execute campaigns targeting specific Hologic categories.
Shepard the "due diligence" process to complete and communicate an assessment of the value Hologic can deliver, with a focus on complete and accurate projections of potential savings.
Collaborate with the corporate account team to ensure clarity of messaging and timing of contract awards.
Support the implementation of GPO onboarding and identify opportunities for consulting, custom contracting, and other offerings and services.
Ensures high satisfaction and retention rates for Hologic customers.
Collaborate with Marketing to: complete a market assessment (competitive offerings and share) develop a business plan for pursuits maintain information related to sales activity in Salesforce (or equivalent) participate/plan for sales exhibits and trade shows, attend those pertinent to business leverage marketing materials are reflective of current capabilities.
Contribute and support Annual Marketing Plan
Understand, support and plan for life cycle management to complement contract strategy and sales goals.