Regional Business Director

Essential Duties and Responsibilities:

Key Focuses:

• Develop and execute a strategic sales strategy and plan for your area of responsibility
• Serve as primary point of contact for accounts in assigned territory
• Manage existing key accounts as well as building strategic relationships with new ones
• Maximize growth of sales and profitability
• Develop new business opportunities and revenue streams
• Responsible for sales growth in Direct and Distribution Channels, IDNs and GPOs including day to day business maintenance, new revenue growth and lead generation
• Maintain and manage area pipeline and deliver weekly reporting and updates

Key Responsibilities:

• In conjunction with Sales & Marketing Leadership:
  • Develop and implement strategic sales plans to achieve corporate revenue and profitability goals.
  • Direct sales forecasting activities and sets performance goals accordingly.
• Coordinate between sales function and other sales related business units.
• Direct sales activities with the independent sales team covering the Acute Care AWD ASC market
• Conduct productive co-travel days in the field with sales representatives to provide ongoing training and development of AliMed products, programs and sales
• Assess customer opportunities and barriers and implement plans to address with respect to customer purchase decisions and buying patterns.
• Meet and maintain relationships with key clients, assisting sales representative with maintaining relationships and negotiating and closing opportunities.
• Perform orientation and training of new sales reps for the Independent Sales Rep Group.
• Direct channel development activity and coordinate sales distribution by establishing sales territories, quotas, and goals.
• Manage assigned AliMed distribution customers. Developing key distributor contacts at all levels to seek joint product opportunities and facilitate overall sales growth of AliMed products.
• Develop distributor programs, promotion and facilitate with AliMed Creative Department, special flyers, custom product brochures, etc., for use by the distributor
• Work with distributor sales representatives, where appropriate, to facilitate sales growth.
• Provide training to distributor sales teams to include both internal and external sales.
• Work closely with the National Accounts individuals to target groups, systems, and national group purchasing organizations.
• Advise customers concerning sales and advertising programs.
• Analyze sales statistics to formulate strategy and tactics to achieve expected results.
• Represent company at trade association meetings to promote products.
• Deliver sales presentations to distributor customer and key clients in coordination with sales representatives.
• Analyze and control expenditures to meet budget requirements.
• Prepare monthly sales report showing sales volume, potential sales, and areas of proposed client base expansion
• Monitor and evaluate the activities and products of the competition.

Core Competencies:

• Ability to understand customer and industry needs and objectives from a programmatic, financial, technical, and organizational perspective
• Strong business acumen and senior “presence” including the ability to interactive at the senior-most levels
• Exceptional abilities in communicating at the individual and group levels as well understanding and recognizing group dynamics
• Ability to drive and close analytic sales
• Consultative and customer value based selling skills
• Organizational and planning skills. Possess the ability to manage multiple priorities effectively and shift gears as needed to deliver results
• Organize work by prioritizing tasks and establishing appropriate expectations around deadlines and deliverables
• Displays thorough understanding of applicable products, services, and their value proposition to meet customers and/or industry requirements

Education and/or Work Experience Requirements:

• Bachelor’s degree desired
• 5-10 years of experience working in sales/sales management/key account roles as well as working with Supply Chain/Purchasing/Contracting in the IDN and Acute Care market
• Ability to examine and interpret data to find trends, matching AliMed products to customer needs
• Support business development with the ability to drive and close sales both strategic and product sales
• Strong facilitation skills ability to drive decision and bring to conclusion
• Knowledge and use of CRM
• Works equally well independently or as part of a team

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards
• Ability to maintain regular, punctual attendance
• Must be able to lift and carry up to >10 lbs
• Must be able to talk, listen and speak clearly
• Travel required for this position is 75%.