Regional Sales Director, Lab Diagnostics - Rocky Mountains

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Ensures the implementation of the sales strategy, guidelines and targets in a specified region, for the portfolio of a unit, in order to increase sales with all kinds of potential customers, and to achieve defined financial goals and sales targets.
Regional Sales Director

Position Summary

The Regional Sales Director is field-based sales leadership position responsible for driving commitment and accountability of a core laboratory sales team to achieve and exceed sales goals, grow revenue at assigned integrated delivery networks, hospital laboratories, regional reference labs and physician office labs.

Focus will be on overall revenue growth for Siemens central lab product lines inclusive of chemistry, immunoassay, coagulation, hematology, plasma protein, allergy, automation, and information technology.

Region covers primarily Colorado, Wyoming, Utah, Oklahoma, West Texas, and New Mexico.

People Leadership


* 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.


* Responsible for hiring and developing a sales team of 6-8 direct reports.

This includes setting appropriate mutual expectations that will be reviewed on a biannual basis, provide frequent feedback, and discuss individual development opportunities one time per year.

Timely manage performance improvement cases if needed.


* Determine priorities 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.


* Help coach team on account strategy and own the commercial outcome of new instrument opportunities (grow Reagent and Consumable Revenue, TCO, and instrument placements).

Customer


* Have direct customer relationships and understand the current market conditions in Region of responsibility and lead direct sales team to understand and address the customer's needs and the effective delivery of the Siemens Healthineers value-proposition to the customer.

Operational Excellence & Business Acumen


* Own the execution and output of all key sales operational activities and metrics for sales funnel management, CRM tool rigor, sales processes, coverage on critical accounts, and overall financial health of each account including contract management and compliance.


* Be accountable and own capital and reagent forecasting in Region.

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