Regional Business Leader

Job Summary:

The Regional Business Leader is responsible for driving competitive conversion and the generation of new business sales for their region. This position both manages a sales territory and leads a team who are responsible for further developing and building senior level client relationships, launching strategic sales initiatives and accurately track and forecast revenue.

Duties and Responsibilities:

Territory Management

• Utilize Masimo’s established sales process to convert competitive accounts to Masimo technology;
• Conduct demonstrations (side by side) and evaluations (using ADC) for Masimo technologies;
• Conduct and assist clinical specialists with Physical Inventories as part of the sales process;
• Conduct Presentations that discuss Masimo’s value proposition;
• Drives capital products sales in assigned Masimo territory for:
  • Pulse CO-Oximetry
  • Rainbow
  • Patient Safety Net
• Identify and develop working relationships with clinical thought leaders at strategic accounts to position the benefits in care processes and patients outcomes of Masimo’s wireless Pulse CO-Oximetry and Floor Monitoring solutions;
• Drives to conclusion Masimo Sensor agreements for both new conversions and renewing existing accounts;
• Actively be able to articulate information in clinical studies regarding Masimo technologies; 
• Collaborates with Masimo Team Members including Corporate Accounts, IDN and Clinical Specialist, 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 user seminars on the compelling needs and benefits of Pulse CO-Oximetry and Floor Monitoring, and helps clinicians minimize the quantity of sentinel events on the floors;
• Coordinate clinical evaluations of Masimo’s Rainbow SET Pulse CO-Oximetry technology to establish for vocal, credible clinical champions (VCCCs);
• Create and maintain CRM database of key account information including key account profiles with updates on
  • current status and next steps in establishing targeted VCCCs 
  • list of sales opportunities with a realistic sales forecast data
• Must be able to travel and stay away overnight;
• Performs special projects as requested;

Region Management

• Develop objectives for the assigned territory and each of the Account Managers and/or Associates in the Region; 

• Attain or exceed yearly revenue and deal profit objectives for the assigned territory and the Region;

• Maintain and review individual FOV/eFunnel accounts as well as with each Sales Representatives on a weekly cadence call and reinforce on a monthly, quarterly and annual basis;  Work with each person to modify their plans accordingly so that they can meet agreed upon objectives and forecasts;

• Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the Area Vice President;  Modify plans and strategies accordingly, so that agreed upon objectives can be met;

• Work with Account Managers, Marketing, Corporate Accounts, Finance and other Care Area Departments supporting their activities to develop sales strategies for key accounts, large sales objectives and major competitive conversions; 

• Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skill and competitive product knowledge;
• Commits to an annual sales plan, writes specific objectives and forecasts orders and expected revenue on a monthly basis;
• Provide for the training and development of each Account Manager;  Evaluate their needs, set joint objectives and develop a plan to provide the training and coaching required;
• Operate within the approved region’s expense budget for the fiscal year;
• Recommend to the Area Vice President changes in the Sales Force in order to meet sales goals;  Changes include: number of disposition, promotion, termination and salary adjustments, etc.;
• Recommend developments or updates of policies and procedures to Area Vice President as required;
• Develop the sales force to communicate and be aware of market and competition activities, business conditions and new product needs;
• Attend and assign necessary sales force personnel to attend trade shows and conferences, communicating specific objectives of their attendance;
• Build and maintain professional relationships with key customers;
• Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts;
• Present Masimo’s Value Proposition to Executive Leaders in the Hospitals in your region;
• Must be able to maintain a frequent domestic travel schedule;
• Direct, plan, delegate and manage department budget and staff including: 
  • Hire, promote, demote, reclassify or terminate employees 
  • Write and conduct performance appraisals and disciplinary actions plans
  • Make salary decisions (pay increases or new hire offers) 
  • Create training and employee development plans 
• Handle all departmental employee relations issues
• Perform special projects as requested;

Minimum & Preferred Qualifications and Experience: 

Minimum Qualifications:

• 3 or more years of successful selling experience in a Sales Leadership or Sales Management role with a healthcare organization;
• Proven success attaining sales goals in a high growth organization; 
• Demonstrated success and experience selling in complex sales environment with multiple contact points;
• Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments and be able to teach;
• Must possess the ability to create needs with customers and lead a team effort in presenting Masimo solutions;
• Must possess the ability to coach and mentor Sales Representatives to find and develop Masimo Clinical Champions (VCCC) during the sales process;
• Proven competency selling new technologies that require a change in clinical processes in the Health Care Field
• Demonstrated ability to quickly learn and absorb clinical and technical advancements in Health Care; 
• Demonstrated ability to attract, retain, and drive high caliber sales talent;
• Excellent interpersonal skills and ability to communicate effectively in and across teams; must possess strong verbal, written, and interpersonal communication skills;
• Effective presentation skills with ability to articulate complex and key concepts to multiple types of decision makers;
• Strong problem-solving and negotiation skills; Highly organized and self-motivated, with both a strong attention to detail and the ability to prioritize; 
• Demonstrated customer advocate, team player with a commitment to excellence;
• Must be results oriented with a positive "can do" attitude and a sense of urgency to get things done; Must have high level of integrity, outstanding self-motivated work ethic and possess a broad business perspective with excellent administrative and organization skills;
• Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, problem-solving abilities with the ability to lead a selling team in large opportunities;
• Comfortable in high visibility situations and exhibits strong self-confidence and excellent listening communication skills;
• Must be PC literate, have excellent organizational, communication, writing, and project management skills;
• Must be able to maintain a frequent domestic travel schedule and overnight stays;

Education:

Bachelor’s degree, with strong academic credentials is required.  Graduate degree, with strong academic credentials is preferred. 

Physical requirements/Work Environment 

This position primarily works outside of a traditional office environment, making frequent customer sales calls on a daily basis. Frequent domestic and local travel is a major job component, so the ability to operate a motor vehicle and maintain a valid Driver’s license is required. It also requires frequent driving, sitting, standing and walking.  May stand for extended periods when facilitating customer meetings or walking in the facilities.  Daily use of a computer and other computing and digital devices 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.  Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described