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