Regional Sales Director

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• The Regional Sales Director is a sales leadership role based in the field, tasked with fostering commitment and accountability within a core laboratory sales team to meet and surpass sales targets, and to increase revenue within designated integrated delivery networks, hospital laboratories, regional reference labs, and physician office labs.

• The primary focus will be on driving overall revenue growth for Siemens central lab product lines, which include chemistry, immunoassay, coagulation, hematology, plasma protein, allergy, automation, and information technology.

• Responsible for the ongoing development of assigned sales teams, ensuring that all direct sales personnel are thoroughly trained and proficient in customer management, product and solution positioning, as well as all relevant sales processes and tools.

• Provide coaching, promotion, and management to ensure compliance with commercial best practices.

• Accountable for recruiting and nurturing a sales team comprising 6-8 direct reports.

• Assist in coaching the team on account strategies and take ownership of the commercial outcomes related to new instrument opportunities, aiming to enhance Reagent and Consumable Revenue, Total Cost of Ownership (TCO), and instrument placements.

• Responsible for executing and overseeing all critical sales operational activities and metrics related to sales funnel management, CRM tool rigor, sales processes, coverage of key accounts, and the overall financial health of each account, including contract management and compliance.

• Accountable for capital and reagent forecasting within the region.

• Responsible for the quality and accuracy of forecasting across all relevant product lines, as well as for the top and bottom-line financial performance of each deal.

• Directly accountable for leading the assigned sales region to achieve and exceed sales objectives across all Laboratory Solutions products, as well as for the financial results of the Sales team in the region.

• Manage and resolve business challenges, particularly in dynamic environments.

⛳️ Requirements

• A proven track record of success in leading sales teams (or individual sales team members) within Laboratory Diagnostics is essential.

• Strong communication and interpersonal skills, with the ability to collaborate across functions.

• Inspirational leadership capabilities with a focus on motivating others, accountability, results orientation, organizational agility, and the ability to quickly establish trust and rapport while building an effective team.

• Relevant business acumen that includes fundamental competencies in financials, market positioning, the healthcare industry, and customer relations.

• Experience in training and development, emphasizing coaching and mentoring.

• A proven background in a solution-selling environment and the development of large accounts, with 7 to 10+ years of experience in a complex sales setting (Capital equipment, Medical, Devices, etc.).

• Experience managing a direct sales team is preferred.

• Must demonstrate a high level of strategic decision-making focused on impact and speed, along with critical thinking, advanced sales, problem-solving, and objection handling skills.

• Experience in crafting account-level deal strategies (Miller Heiman) and organizing teams to execute action plans.

• Direct management experience of a Sales Team within the IVD market space.

• Proven success in effectively communicating with the Area VP to keep them updated on business priorities and results alignment.

• Must be proficient in communication through email, Teams, and face-to-face interactions with customers, internal teams, and leadership.

• Demonstrated knowledge of product lines, markets, and competitors.

• A BS/BA in a relevant discipline, or an advanced degree where required, or an equivalent combination of education and experience.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• 401(k) retirement plan

• Life insurance

• Long-term and short-term disability insurance

• Paid parking/public transportation

• Paid time off

• Paid sick and safe time