Regional Sales Director (RPM)
Southeast Region
Purpose:
The Regional Sales Director Remote Patient Monitoring (RPM) will report directly to the VP of Business Development and Strategic Accounts. This role will manage an assigned territory/region and will be responsible for achieving sales targets and developing strategic relationships with a variety of clinical leaders. The Regional Sales Director will manage a team of clinical support staff & sales specialists, upon expansion. The Regional Sales Director will provide leadership, direction, resources to ensure sales targets are and strategies are executed.
Responsibilities:
- Direct the region’s sales activities that result in attaining the quarterly/annual growth and revenue objectives
- Utilize VitalConnect’s established sales process to sell The VitalConnect Platform solution portfolio to existing customers and convert competitive accounts to VitalConnect Remote Patient Monitoring platform;
- Direct the region’s sales activities that result in meeting annual growth and revenue objectives
- Utilize Salesforce.com & google sheets to track all opportunities and update on a weekly basis at a minimum
- Responsible for managing clinical support staff and additional sales team members when applicable
- Create and implement strategically sound business plans and tactical strategies within the assigned geographic territory to achieve individual, territory and company goals for sales, market share, call metrics, etc.
- Manage daily sales call activity according to defined expectations, with the purpose of influencing customers and increasing product sales:
- Ability to manage the sales process from initial targeting through deployment
- Conduct demonstrations and evaluations;
- Conduct presentations that discuss VitalConnect's value proposition;
- Prepare, present and coordinate product proposals, RFIs, RFPs and related sales documents
- Coordinate all sales activities with RPM Sales Leadership account status, follow up activities, leads to pursue, product literature, outcome, win-loss, and related sales support tasks
- Drives solution sales in assigned VitalConnect region/territory for:
- Remote Patient Monitoring
- Chronic Care Management
- Hospital at Home
- Clinical Trials
- Inpatient expansion
- Chronic Care
- Actively be able to articulate information in improving patient outcomes and reducing the cost of care regarding VitalConnect’s Remote Patient Monitoring Platform;
- Collaborate with VitalConnect’s Team Members, where team selling is appropriate, and provides critical information to marketing and upper management including market trends and competitive activity;
- Maintains high skill level in Strategic and Tactical selling skills;
- Organizes and conducts impactful presentations & demos on the compelling needs and benefits of VitalConnect solution
- Must be able to articulate the value of VitalConnect’s ability to meet the RPM needs of the health system
- Create and maintain CRM database of key account information including key account profiles with updates on:
- Current status and next steps in establishing targeted plan of action
- List of sales opportunities with a realistic sales forecast data
- Must be able to travel and stay away overnight;
- Performs special projects as requested
Qualifications:
- BS/BA in business, healthcare, computer science or equivalent required
- 8+ years medical device sales experience, Telehealth or related experience preferred, with a track record of exceeding quota
- 5+ years of Telehealth, Patient monitoring experience
- 5+ years hospital sales experience
- Proven track record of exceeding quota
- Deep understanding of the healthcare space, particularly selling to hospital/health system executives
- Strong sense for hospital/clinical workflow, care delivery models, provider access, and understanding
- Formal training or studies in art of selling
- Demonstrated, quantifiable sales ability
- Background knowledge of Hospital IT and EMR connectivity a plus
- Background knowledge of selling in the hospital environment a plus
Knowledge, Skills and Abilities:
- Team Player
- Strong sense of ambition, self-motivation and self-discipline
- Ability to build a strong rapport with medical staff and administration
- Flexible and committed to wearing multiple hats – sales, marketing, education, etc.
- Arranging and overseeing seamless supply to customers, including training and timely deliveries
- Superior written and verbal communication skills and exceptional ability to lead group presentations
- Successful history managing customer interactions, with excellent organizational and time management skills
Physical Demands and Work Environment:
- This position primarily works outside of a traditional office environment, making frequent customer contact on a daily basis
- It requires frequent sitting, standing, walking and lifting (must be able to lift a minimum of 50 pounds).
- Daily use of a computer and other computing and digital devices is required
- May stand for extended periods when facilitating meetings or walking in the facilities
- Must be able to travel extensively (both domestically and locally), so the ability to operate a motor vehicle and maintain a valid Driver's license is required
- The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods