Director, Regional Sales - Bracco Medical Technologies

The Regional Sales Director provides functional leadership and direction to a defined US sales region. Responsible for developing and executing sales strategies and plans to drive meet sales goals in the US market. This leader is accountable for achieving annual targeted growth objectives, team and leadership development and overall P&L accountability. Position is also responsible for partnering with marketing organization and fostering relationships with industry KOLs on both clinical and executive levels.

Along with the Regional Sales Management (RSM) team, communicates clear expectations to the US field sales organization, holding the RSM team accountable to target goals and objectives.This position oversees and drives field sales activities, communicates and strategizes with RSM team daily, and is responsible for building strong teams that partner throughout Bracco Medical Technologies (BMT) and Bracco.

Primary Duties & Responsibilities:

Sets Clear Direction

• In coordination with the VP of Sales, participates in the development of US sales strategy for a defined region
• Responsible for the execution of the sales strategy for the defined region
• Translates strategy into actionable tactics to meet or exceed sales goals
• Works in coordination with the Corporate Sales team to set IDN/System strategy and drive growth in these markets.
• Engage and work collaboratively with BMT Marketing team to meet objectives and drive long term growth of the sales organization
• Lead the US field sales team through proactive communication, management by measurement and strategy alignment
• Manage the regional sales budget ensuring efficient use of resources
• Monitor expenses and optimize costs to maximize profitability
• Ensures that sales practices comply with company policies and legal regulations

Builds a Positive Culture

• Foster culture of success and accountability that leads to reaching target objectives including P&L
• Clearly communicate sales objectives, goals, directives to field sales team and maintains our positive, team-oriented environment
• Communicate effectively with team members and other departments to foster a cohesive work environment
• Promote ethical behavior and maintain company standards
• Consistently be visible, accessible and responsive to all levels of the sales organization.
• Work collaboratively across the sales organization and with key stakeholders including the Marketing team, Corporate Accounts, and Sales Operations teams.
• Lead by example demonstrating confident, winning attitude, and operate with the highest ethical standards
• Engages and attends annual Renaissance Awards Trip

Develops a Strong Organization & Empowers Employee Success

• Develop and manage Regional Sales Manager team in order to effectively work through others to accomplish business goals
• Partner with sales training team to define development programs that enable field sales to achieve their potential and support company sales objectives
• Partner with the VP Sales, National Accounts team and Sales Operations Manager to ensure strategic sales execution alignment
• Use data and insights to make informed decisions and recommendations to drive business results
• Collaborate with other regional managers and stakeholders to align strategies and share best practices
• Oversee field sales contests, quota attainment and incentive programs ensuring the sales team is properly motivated toward achieving identified sales targets

Drives Execution

• Define and implement processes that drive desired sales outcomes
• Drive accountability within the field sales organization to reach functional and organization objectives
• Develop pricing strategies that achieve the best balance between product positioning, value propositions, cost, profit goals, competitive comparison and market price sensitivity
• Measure sales excellence and hold accountable RSM team by monitoring and reporting sales progress against stated goals and objectives

Continuously Improves

• Collaborate with marketing to identify and develop new and future market opportunities
• Ensure that all field sales team resources are utilized in an efficient and cost-effective manner to optimize selling activities
• Consistently provides written and verbal feedback to RSM team
• Analyze market trends and competitor activities to adjust strategies accordingly

Minimum

• Bachelor’s degree
• Minimum of 8 (eight) years relevant work experience in medical device sales, with experience in a significant sales leadership role. Previous experience in cardiology sales strongly preferred
• Ability to create and execute strategies that align with overall business goals and adapt to market changes
• Proven track record of building high performing teams and achieving results through others
• Ability lead, motivate, and manage a sales team. This includes setting goals, providing feedback, and handling performance issues
• Understanding of the regional market, including trends, competition, and customer preferences
• Experience leveraging KOL relationships
• Experience fostering winning culture of success and accountability
• Understanding of budgeting, forecasting, and financial management to drive profitability
• Exceptional verbal, written and presentation skills
• Willingness and ability to travel, including overnight, weekend and international -- 50% - 75%