In our St. Paul office - Respiratory Care Division, we market and bill for The Vest® Airway Clearance System, a medical device that assists children and adults with mobilizing secretions that may contribute to, or complicate, their respiratory conditions. The Vest® System was introduced in 1988. It is the original High Frequency Chest Wall Oscillation Device. The Vest revolutionized care for cystic fibrosis and is now prescribed by more than 14,000 physicians nationwide for more than 80,000 patients.
The Director of US Sales for Respiratory Care is responsible for leading and directing the home care (ex.: pulmonologists) and acute care (ex.: respiratory therapists) sales activities for the Respiratory Care division across the United States. This position also acts as a collaborative member of the senior management team for the Respiratory Care division. In partnership with VP/GM of the division and the Director of Acute Care Sales, this role coordinates sales strategy development and execution with senior leaders in contracts, operations, legal, compliance, marketing, reimbursement and finance.
The Executive Director reports directly to the Vice President & General Manager, Respiratory Care. This position is based in St. Paul, MN, and has a group of 8-10 Regional Sales Directors (RDs), plus a Sales Enablement Team as direct reports; with approximately 80 indirect reports in the field.
Basic Function and Principal Responsibilities
▶Provides a clear vision for the continuous development of the Respiratory Care (RC) sales force.
▶Develops and executes a strategy to drive best-in-class sales force effectiveness.
▶Improves sales results through talent acquisition and relentless talent development.
▶Develops, manages and guides sales activities for the Respiratory Care division. Plans and directs all aspects of Respiratory Care sales policies, objectives and initiatives. Responsible for achieving annual revenue and operating expense targets.
▶Manages and motivates a high performing organization and provides necessary coaching, development, and accountability to direct reports (sales leaders).
▶Utilizes metrics to analyze monitor performance, analyze situations, and drive achievement.
▶Collaborates with other functions to execute new policies and programs to achieve profitable revenue growth for Respiratory Care products.
▶Communicates clear expectations related to our commitment to compliance and code of conduct. Drives a culture of compliance and integrity.
▶Designs and applies the sales strategy and sales plan. Leads the division in planning strategy, monitoring results, and adjusting approaches to maximize revenue and sales force effectiveness.
▶Serves as a critical conduit to the business to keep RC Leadership Team abreast of changes and developments in the external environment (customers, competition, regulations)
▶Provides direct supervision of day to day sales operations, including AVP meetings, all field calls, ad hoc meetings & communications, etc.
▶Reviews sales plans and sales pipeline with each sales region, YTD vs. Plan and reasons for attainment/under achievement; establishes performance baseline and expectations; always references established sales processes
▶Assists in sales proposals and contract generation.
▶Develops and executes targeted marketing and selling campaigns in conjunction with Marketing to drive both the tactical and strategic needs of the business.
▶Responsible for planning and execution of national sales meeting, product launch meetings, regional sales meetings, etc.
▶In conjunction with Corporate Finance and Human Resource management, designs and implements appropriate sales compensation and incentive programs to align with company strategy and business plan.
▶Provides input to, and participates in strategy development with, Marketing, Managed Care, Reimbursement Services, Clinical Research, Contracts and Clinical Education.
▶Partners with the RC Leadership Team to solve complex problems for the organization as a whole. Collaborates and provides input into virtually all major decisions for the division.
▶Helps prioritize key initiatives for the division, including input into company-wide resource allocation and development decisions.
▶On a regularly consistent basis, leads major cross functional and company-wide initiatives that are of strategic importance to the business.
▶Integral member of the strategy development team. Provides learnings and assessments, generates insights, establishes strategies and plans, and monitors performance against the plan and against the strategy.
▶Maintains relationships with key customers and Key Opinion Leaders (KOLs).
▶Performs other duties as assigned.
▶Expected Travel: 50-75%.
Education and Experience
▶Bachelor’s degree is required, Master’s Degree preferred
▶5+ years of sales leadership experience in a healthcare field (strategic selling durable medical equipment coupled with clinical selling preferred)
▶Strong business leadership skills
▶Experience in the acute care, home care and third-party payer environment
▶Demonstrated successes launching new products, integrating product or service acquisitions and managing distributor relationships preferred
▶Knowledge of health care environment and medical device regulatory requirements
▶Exceptional written, verbal and interpersonal communication and presentation skills
▶Strong analytical, problem-solving and negotiation skills
▶Proficiency in Microsoft Office Software & Salesforce.com
▶Ability to travel 50-70%
The role is located at our St. Paul Minnesota facility. Relocation will be provided.
This is an outstanding opportunity for an energetic, hands-on, inspirational leader who can drive a culture of accountability and a sense of urgency who desires to continue to build skills in the Sales/Commercial function within a highly regarded, highly regulated, growing medical device and related services company. This position is an exceptional chance to have an impact on the long-term growth of the organization.