Regional Business Director

3 weeks ago

Memphis, Tennessee, United States Pulmonx Corporation Full time

Pulmonx is seeking an experienced Regional Business Director to join us and lead our high-performing Heartland Region sales team This region consists of Indiana, Arkansas, Tennessee, Kentucky and West Virginia and to best support the business this individual must live in Nashville, Memphis, Indianapolis or Louisville.

This position is responsible for delivering, in their respective region, on our sales and marketing objectives. They will manage the market development and sale of the Pulmonx product line by developing key customer relationships with interventional pulmonologists, pulmonologist, thoracic surgeons, general practitioners/Internal medicine and other key healthcare stakeholders throughout one's respective Area/Region. This includes hiring, directing and managing a direct sales force. This position will also be responsible for developing key customer relationships among physicians, nurses, and hospital administrators in the area.

Responsibilities:

  • Identify, hire, train, develop, direct, motivate and retain talented sales professionals and through and with them meet or exceed our specific sales and market objectives.
  • Develop and maintain strong relationships with key thought leaders in the Region and utilize these relationships to expand sales of Pulmonx products, conduct professional education and provide input to new product development.
  • Anticipate open territories and recruit appropriately so as to minimize open territory days.
  • Execute against the monthly, quarterly and annual sales plan for Pulmonx products in the Region.
  • Manage within the financial plan the annual headcount and expense budget necessary to exceed sales quota.
  • Maintain average selling prices (ASP's) at the level of the sales plan.
  • Oversee budget for domestic sales and support personnel.
  • Plan and implement sales activities to meet sales goals set by senior management
  • Responsible for regional field service and support activities.
  • Responsible for an overall Region sales quota attainment based on performance of direct sales resources or headcount.
  • Develop key relationships with key interventional pulmonologists, thoracic surgeons, general practitioners/internists, nurses, and hospital administrators.
  • Train physicians on the proper use the Company's products and assisting them as appropriate during cases.
  • Ensure Territory Managers and other Pulmonx field sales personnel are trained on the proper use of the Company's products and able to assist physicians as appropriate during commercial cases.
  • Provide market intelligence feedback to marketing and senior management on things such as pricing, reimbursement, competitive strategies and tactics, demonstration techniques, customer training needs, etc.
  • Support local meetings and conventions of key target societies or groups.
  • Conduct routine 3-day field visits with Pulmonx Territory Managers and manage their performance with direct support and clear direction; field visit letters; motivational letters and sales rankings; contest participation; and regional team sales meetings.

Requirements

  • Bachelor of Arts/Science from an accredited university required
  • 4+ years of documented management success in medical device sales.
  • Direct experience in hiring, managing and developing high-performing field personnel.
  • Experience developing and driving commercialization of new technology.
  • Endoscopy and/or operating room experience and a demonstrated ability to work with interventionalist, clinicians and surgeons is required.
  • Experience with the sales process for interventional pulmonology products is a plus.
  • Excellent interpersonal and communication skills
  • A passion for the customer, patient and product supported by strong relationships and closing skills
  • Knowledge of target pulmonary intervention procedures and how to use professional education for training purposes.
  • Strong work ethic, high energy/drive and personal integrity based on a strong value system.
  • Mature, good business judgment skills, flexible, self-motivated, team oriented, charismatic, and strong leadership skills.

Extensive travel required. Up to 70% travel.

Compensation: Base + Variable compensation $265K at plan

Please note that an application and resume must be completed and submitted for consideration for this opportunity.

Pulmonx Corporation is an Equal Opportunity Employer and embraces diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any characteristic protected by applicable law.

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