Regional VP, Sales

Danaher•Los Angeles, CA

2d•Remote

About The Position

The Regional Vice President, Sales is responsible for driving competitive conversion and generating new business sales for Masimo’s Southwest Region. The role leads a team that develops senior-level client relationships, launches strategic sales initiatives, and tracks and forecasts revenue. The position reports to the Area Vice President and is part of the Sales team. It is eligible for remote work from home and involves frequent customer sales calls and domestic and local travel. The Regional Vice President develops regional account-manager objectives and sales plans, pursues annual revenue and deal-profit goals, and reviews account funnels and results with sales representatives and the Area Vice President. The role collaborates with Account Managers and other departments on sales strategies for key accounts, large sales objectives, and competitive conversions. It also trains and develops sales staff, builds relationships with hospital executives, manages the region’s expense budget and reporting, and directs departmental staffing, budgets, performance management, and employee relations. The position primarily operates outside a traditional office environment. It requires frequent driving, sitting, standing, walking, and use of a computer and other digital devices. The annual salary range is $125,000–$140,000, with eligibility for bonus/incentive pay and variable compensation up to $170,000 at 100% of annual sales objectives. Masimo offers eligible employees paid time off, medical, dental, and vision insurance, and a 401(k).

Requirements

Bachelor’s degree with strong academic credentials.
Five or more years of successful selling experience in a Sales Management role with a healthcare organization.
Proven success attaining sales goals in a high-growth organization.
Demonstrated success and experience selling in a complex sales environment with multiple contact points.
Proven competency selling new technologies that require changes in clinical processes in healthcare.
Demonstrated ability to attract, retain, and drive high-caliber sales talent, including coaching and mentoring Sales Representatives to find and develop Masimo Clinical Champions (VCCC) during the sales process.
Ability to quickly learn and absorb clinical and technical advancements in healthcare and teach strategic and tactical selling skills in complex selling environments.
Ability to maintain frequent domestic travel, including overnight stays.
Ability to operate a motor vehicle and maintain a valid driver’s license.

Nice To Haves

Graduate degree with strong academic credentials.

Responsibilities

Develop objectives for regional Account Managers and attain or exceed annual regional revenue and deal-profit objectives.
Commit to an annual sales plan with specific objectives and monthly forecasts for orders and expected revenue.
Review FOV/eFunnel accounts with Sales Representatives weekly, reinforce reviews monthly, quarterly, and annually, and review regional results with the Area Vice President; adjust plans and strategies to meet agreed objectives and forecasts.
Collaborate with Account Managers, Marketing, Corporate Accounts, Finance, and other Care Area departments to develop sales strategies for key accounts, large sales objectives, and major competitive conversions.
Train and develop each Account Manager by evaluating needs, setting joint objectives, and providing coaching and training; develop the sales force’s clinical and technical knowledge, strategic and tactical selling skills, and competitive product knowledge.
Build and maintain professional relationships with key customers and present Masimo’s Value Proposition to hospital executive leaders in the region.
Attend and assign sales-force personnel to trade shows and conferences with specific objectives for attendance.
Operate within the approved regional expense budget and submit accurate, timely reports on expenses, activities, results, market position, and forecasts.
Direct, plan, delegate, and manage the department budget and staff, including hiring, promotion, demotion, reclassification, or termination; conduct performance appraisals and disciplinary action plans; make salary decisions; create training and development plans; and handle departmental employee relations issues.
Make frequent customer sales calls and travel domestically and locally, including overnight stays.