Regional Sales Director

Exagen•Salt Lake City, UT

10d

About The Position

About the Opportunity: Our commercial team is a group of passionate, hard-working, fun people aligned to our vision of delivering value to our customers resulting in better patient care. We are seeking a dynamic, confident, front-line sales leader who is passionate about leading people and achieving the highest level of performance. The ideal leader will facilitate the growth and development of their team and be an integral member of our commercial leadership team, ensuring that our sales team delivers the best possible sales performance. The role's main objectives: Drive top-line growth through their people Align to corporate objectives and initiatives Facilitate a culture of performance by hiring, developing, motivating, and retaining the best

Requirements

BA/BS required from 4-year accredited college
3+ years of diagnostic, pharmaceutical, or related healthcare sales leadership experience with demonstrated performance in the top 25% of the nation
Proven ability to drive results by building a high-performance team
Sets a clear vision and holds people accountable to high standards and expectations
Expert knowledge in the selling process and an ability to coach and develop others
An action-oriented leader with excellent verbal and written communication, negotiation, planning, performance management, problem solving and business acumen skills
Strong interpersonal skills along with a professional, proactive demeanor
A problem solver with intellectual horsepower, who is able to deal with ambiguity
Proficient in Microsoft Office

Nice To Haves

Strong preference for autoimmune, Rheumatology and/or other specialty products
Strong Preference for previous B2B selling experience

Responsibilities

Ensures that the region meets or exceeds all sales targets and goals
Plans, directs, implements and oversees all sales force activities for a specific geographic region
Consistently achieves/exceeds sales and budget targets and region quotas
Manages team members to maximize their performance in accordance with quarterly sales plan and to advance organizational initiatives
Recruits, hires and develops Market Development Managers (MDMs) resulting in highly effective field sales professionals
Coaches and mentors MDMs; consistently providing fair, honest written and verbal feedback through Annual Performance Appraisals (APRs) and other feedback mechanisms as performance dictates
Sets a positive tone and high standard for the region in terms of work ethic, culture, expectations, and business ethics
Allocates and directs resources within the region to maximize results
Monitors sales trends and results looking for opportunities to improve performance
Collaborates and works closely and effectively with Exagen Medical Department, Sales Operations, Sales Training, Marketing and Managed Markets Personnel.
Works with National Account Management (NAM) team to achieve positive reimbursement policy for Exagen products and develops clear “pull-through” plans to ensure utilization
Collaborates with external promotional partners, where appropriate, representing the Region and Exagen in the highest professional regard
Assesses competitive threats, looks for Region opportunities and takes appropriate action
Maintains control of workflow and ensures successful implementation of all plans and timely completion and follow up across the Region
Enforces Exagen work policies acting as a conduit to Human Resources (HR) and Compliance and Regulatory Functions
Demonstrates a tolerance for stress and the ability to make decisions quickly and assume risk in the face of uncertainty
Meets and develops relationships with key clients, assisting MDMs with maintaining relationships and growing sales
Proactively prepares sales reports analyzing territory and region, performance, sales success, sales opportunities, areas of concern and potential client base expansion
Participates in trade shows, medical meetings, and conventions as needed representing Exagen and our products in the highest professional manner
Participates in new hire training programs for new sales team members as needed
Participates as assigned on advisory boards and on special projects.