Opportunities

1. POSITION IDENTIFICATION

• Title: Director, Sales Effectiveness and Corporate Accounts
• Functional Area: Field-Based, US Commercial Operations
• Management: (1) Sales Training & Development Manager, (2) Events & Project Coordinator
• Reports to: Senior Vice President, Commercial Operations

2. ABOUT THE ROLE

The Director, Sales Effectiveness and Corporate Accounts is a vital function with the primary goal of increasing sales productivity across the entire US based commercial operations team. This will be achieved through a focus on two primary areas of responsibility; 1) Sales Effectiveness will be enhanced through the development of tools and training events to include plan of action meetings to positivily impact our ability to maximize our selling efforts. Tasked with developing our field management effectiveness, this will include the development of an initial and advanced training programs for all levels of field based roles to address the short and long term organizational needs.  2) Corporate Account and business development opportunities will be fully assessed with secured agreements to create in-market opportunities for accelerated growth. The Senior Director will develop strong working relationships with key group purchasing organizations and regiaonal integrated healthcare delivery networks while being responsible for all contracting activities including the development and execution of effective contract implementation plans.

The Director, Sales Effectiveness and Corporate Accounts will work directly with commercial leadership to define, prioritize, and drive sales effectiveness and corporate account strategies aligned to business objectives and initiatives. This leader will directly manage the day-to-day operations around salesforce effectiveness and corporate accounts, collaborating with Finance, HR, Sales Operations, IT, & Marketing to the scope and prioritize solutions that will be developed and deployed.

3. CORE RESPONSIBILITIES

The Director, Sales Effectiveness and Corporate Accounts will support corporate and sales objectives by driving planning and execution of the productivity and effectiveness of sellers and sales managers as it relates to:

• Group purchasing agreements, identifying colaboarative 3^rd party programs to drive awareness and adoption
• Development of sales training vision roadmap and long-term training objectives across business unit
• Development and implementation of sales enablement tools such as virtual reality to extend sales reach and improve provider skills and knowledge training
• Development of sales learning paths for commercial organization, working with Sales Directors to develop individual/group training plans, equipping frontline managers and sales leadership with effective coaching practices
• Design, delivery, effectiveness, adoption, and continuous improvement of sales effectiveness programs and systems for sales teams
• Development of training programs to prepare furture leaders managers/directors in anticipation of organizational growth needs
• Sales enablement collateral and assets aligned with offerings
• Conduct an analysis of the current state of sales productivity as it relates to the sales process, align current and furture customer facing roles
• Implementation of sales methodology/process, identifying formal/in-formal trainers to ingrain accepted methodology
• Establish and track metrics related to all corporate account agreements, dashboards with key leading/lagging indicators
• Work closely with commercial management on sales effectiveness programs to align with strategies/tactics to scale ahead of business needs.
• Project lead in the design and execution of internal sales meeting, POAs, and other aligning the event to strategy and sales objectives
• Planning and implementation of training programs in our LMS system in coordination with key stakeholders
• Develop and manage processes around new sales hire onboarding, including training program, for direct and indirect staff
• Establish and track metrics and objectives for sales enablement & effectiveness and make recommendations for increasing sales productivity, ROI and overall impact
• Reporting on metrics tied to sales learning and readiness (such as time to productivity for new hires)

4. QUALIFICATIONS/KNOWLEDGE/EXPERIENCE

Qualifications Required

• Bachelor’s Degree required; Master’s Degree preferred
• 5 years’ hospital sales management experience, with OR selling experience
• Minimum 3 years’ experience in corporate accounts, sales training,  sales operations, effectiveness, enablement, or sales training
• Strong leadership, facilitation, presentation, and written communication skills
• Previous experience with CRM and LMS systems
• Travel 40-50%

Skills/KNOWLEDGE

• • In depth knowledge of hospital sales market, Group Purchasing Organizations, hospital aggregators
  • Knowledge of med-device company departmental responsibilities to include Compliance, Regulatory, Finance, and Operations
  • Knowledge and application of sales methodology, customer journey and B2B buying process
  • Ability to build trusting and collaborative relationships with cross-functional leaders and field team members.
  • Resourceful, adaptable, and results-oriented with high energy and a positive attitude
  • Strong project management skills understand objectives and diligently monitors progress and results
  • Appreciates the value of data analysis to provide critical metrics to make decisions
  • Experience in driving and leading change management best practices and creating effective adoption plans
  • Strong project management skills
  • Good presentation skills – comfortable presenting information to internal customers
  • Microsoft Office (Excel, Word, PowerPoint) – Intermediate level