Regional Business Leader

Masimo•CA, CA

9h•Onsite

About The Position

The Regional Business Leader is responsible for driving competitive conversion and the generation of new business sales for their region. This position both manages a sales territory and leads a team who are responsible for further developing and building senior level client relationships, launching strategic sales initiatives and accurately track and forecast revenue.

Requirements

3 or more years of successful selling experience in a Sales Leadership or Sales Management role with a healthcare organization
Proven success attaining sales goals in a high growth organization
Demonstrated success and experience selling in complex sales environment with multiple contact points
Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments and be able to teach
Must possess the ability to create needs with customers and lead a team effort in presenting Masimo solutions
Must possess the ability to coach and mentor Sales Representatives to find and develop Masimo Clinical Champions (VCCC) during the sales process
Proven competency selling new technologies that require a change in clinical processes in the Health Care Field
Demonstrated ability to quickly learn and absorb clinical and technical advancements in Health Care
Demonstrated ability to attract, retain, and drive high caliber sales talent
Excellent interpersonal skills and ability to communicate effectively in and across teams; must possess strong verbal, written, and interpersonal communication skills
Effective presentation skills with ability to articulate complex and key concepts to multiple types of decision makers
Strong problem-solving and negotiation skills
Highly organized and self-motivated, with both a strong attention to detail and the ability to prioritize
Demonstrated customer advocate, team player with a commitment to excellence
Must be results oriented with a positive "can do" attitude and a sense of urgency to get things done
Must have high level of integrity, outstanding self-motivated work ethic and possess a broad business perspective with excellent administrative and organization skills
Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, problem-solving abilities with the ability to lead a selling team in large opportunities
Comfortable in high visibility situations and exhibits strong self-confidence and excellent listening communication skills
Must be PC literate, have excellent organizational, communication, writing, and project management skills
Must be able to maintain a frequent domestic travel schedule and overnight stays

Nice To Haves

Graduate degree, with strong academic credentials is preferred.

Responsibilities

Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology
Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies
Conduct and assist clinical specialists with Physical Inventories as part of the sales process
Conduct Presentations that discuss Masimo’s value proposition
Drives capital products sales in assigned Masimo territory for: Pulse CO-Oximetry, Rainbow, Patient Safety Net
Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions
Drives to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts
Actively be able to articulate information in clinical studies regarding Masimo technologies
Collaborates with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, where team selling is appropriate, and provides critical information to marketing and upper management including market trends and competitive activity
Maintains high skill level in Strategic and Tactical selling skills
Organizes and conducts user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and helps clinicians minimize the quantity of sentinel events on the floors
Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs)
Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, list of sales opportunities with a realistic sales forecast data
Must be able to travel and stay away overnight
Performs special projects as requested
Develop objectives for the assigned territory and each of the Account Managers and/or Associates in the Region
Attain or exceed yearly revenue and deal profit objectives for the assigned territory and the Region
Maintain and review individual FOV/eFunnel accounts as well as with each Sales Representatives on a weekly cadence call and reinforce on a monthly, quarterly and annual basis; Work with each person to modify their plans accordingly so that they can meet agreed upon objectives and forecasts
Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the Area Vice President; Modify plans and strategies accordingly, so that agreed upon objectives can be met
Work with Account Managers, Marketing, Corporate Accounts, Finance and other Care Area Departments supporting their activities to develop sales strategies for key accounts, large sales objectives and major competitive conversions
Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skill and competitive product knowledge
Commits to an annual sales plan, writes specific objectives and forecasts orders and expected revenue on a monthly basis
Provide for the training and development of each Account Manager; Evaluate their needs, set joint objectives and develop a plan to provide the training and coaching required
Operate within the approved region’s expense budget for the fiscal year
Recommend to the Area Vice President changes in the Sales Force in order to meet sales goals; Changes include: number of disposition, promotion, termination and salary adjustments, etc.
Recommend developments or updates of policies and procedures to Area Vice President as required
Develop the sales force to communicate and be aware of market and competition activities, business conditions and new product needs
Attend and assign necessary sales force personnel to attend trade shows and conferences, communicating specific objectives of their attendance
Build and maintain professional relationships with key customers
Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts
Present Masimo’s Value Proposition to Executive Leaders in the Hospitals in your region
Must be able to maintain a frequent domestic travel schedule
Direct, plan, delegate and manage department budget and staff including: Hire, promote, demote, reclassify or terminate employees, Write and conduct performance appraisals and disciplinary actions plans, Make salary decisions (pay increases or new hire offers), Create training and employee development plans
Handle all departmental employee relations issues
Perform special projects as requested