JOB TITLE:
VICE PRESIDENT OF INSTITUTIONAL SALES
DEPARTMENT:
SALES
REPORTS TO:
COO
FLSA STATUS:
EXEMPT
OVERVIEW: The Vice President (VP) of Institutional Sales, is responsible for providing overall leadership of Sales Leaders and General Managers (COM) to drive profitable revenue and market share growth in assigned geographical regions/territories, partnering with physicians, hospitals, long-term care facilities and assisted living centers. Develop overall regional and market specific strategies & tactical implementation plan, establish and monitor attainment of targets, proactively take actions to address market and competitor actions, and personally assist in deals on key strategic accounts including IDN relationships within respective geography.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Identify and meet key decision-makers for prospective accounts
- Consultatively determine optimal solution for prospective accounts
- Prepare value analysis reports to substantiate the value
- Deliver product demos to prospective accounts
- Prepare proposals to prospective accounts
- Identify prospective sales targets within market segments
- Coordinate marketing activities including presentations and conferences
- Support internal and external RFP and proposal generation process
- Regular interaction with Marketing, Production, and Engineering Services departments
- Maintain accurate and timely administrative responsibilities relevant to the position
- Adhere to company policies and procedures for proper execution of compliance, training and regulatory duties
- Evaluate, report findings, and make recommendations on optimizing sales related resources in NA, and implement approved plans.
- Strong business & financial acumen – strong knowledge of business financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the care providers and administrative personnel.
- Additional duties as needed and assigned by executive leadership.
SUPERVISORY RESPONSIBILITIES:
- Manages and motivates staff (including, hiring, terminations, performance management, etc.).
- Assess staffing needs and performs some recruiting duties.
- Issues written and oral instructions; assigns duties and examines work for exactness, neatness and conformance to policies and procedures.
COMPETENCIES:
- Demonstrated experience in planning, forecasting and sales deployment of the geographical region
- Strong business & financial acumen – strong knowledge of business financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the care providers and administrative personnel.
- Collects and researches data
- Displays original thinking and creativity
- Demonstrates attention to detail
- Demonstrates excellent group presentation skills
- Writes clearly and informatively and varies writing style to meet needs.
- Displays orientation to profitability, while demonstrating knowledge of market and competition
- Understands organization’s strengths & weaknesses
- Identifies external threats and opportunities
- Identifies and resolves problems in a timely manner
- Gathers and analyzes information skillfully
- Develops alternative solutions.
- Develops workable implementation plans
- Builds commitment and overcomes resistance
- Inspires respect and trust
- Understands business implications of decisions
- Follows policies and procedures
- Develops strategies to achieve organizational goals
- Analyzes market and competition
- Changes approach or method to best fit the situation
- Looks for and takes advantage of opportunities
- Develops innovative approaches and ideas
- Exhibits sound and accurate judgement
- Sets and achieves challenging goals
- Demonstrates persistence and overcomes obstacles
LANGUAGE SKILLS:
- Ability to read, analyze and interpret the most complex documents. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to write speeches and articles using original or innovative techniques or style. Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups and or boards of directors.
EDUCATION, EXPERIENCE & TRAINING:
- Bachelor’s Degree (B.A. / B.S.) from a four year college or university in Marketing, Business Administration, Finance or other related field; and 5 to 7 years of B2B sales; or equivalent combination of education and experience. Must have a demonstrable track record of success in consumer sales, as defined by growing sales faster than market rate.
CERTIFICATES, LICENSES OR REGISTRATIONS:
- None are required. MBA preferred.
COMPUTER SKILLS:
- Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and MS Project is required.
PHYSICAL DEMANDS:
The employee may occasionally stand, walk, stoop, kneel or crouch during shift. Employee will be required to regularly sit, use hand to finger, handle, feel and reach with hands and arms. Employee must be able to occasionally lift and or move up to 50 lbs.
WORK ENVIRONMENT:
- This position works in an environment with moderate noise levels.
TRAVEL:
- This position may travel up to 75% of the time.
EOE/M/F/D/V
Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Critical features of this job are described under various headings above. They may change at any time due to reasonable accommodations or other reasons. The above statements are strictly intended to describe the general nature and level of the work being performed. They are not be construed as a complete list of all responsibilities, duties and skills requires of employees in this position. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
I have read and understand the duties of my position:
Print Name: _____________________________________ Date: ___________________________
Signature: _______________________________________
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