Vice President of Sales

5 days ago

Fort Washington, United States The O'Connor Group Full time
About Active Protective Technologies:
Active Protective Technologies is a medical device startup committed to revolutionizing falls management and improving the lives of older adults. Our flagship product the Tango Belt integrates cuttingedge technology into a wearable device to mitigate fallinduced major hip injuries a leading cause of disability and fatal injury in older adults. The Tango Belt was designated a Breakthrough Device by the FDA to recognize its potential to significantly improve upon the standard of care. For more info on our mission and product please visit

Position Overview:
Active Protective Technologies is seeking a dynamic and experienced Vice President of Sales reporting to the CEO to lead the successful launch and sustained growth of the Tango Belt in our initial target market segments: Senior Living (Continuing Care Retirement Communities Assisted Living Personal Care Memory Care and Independent Living) and LongTerm Care/PostAcute Care (LTC/PAC) settings including Skilled Nursing Facilities. The ideal candidate should be an exceptional team builder and possess a proven track record in innovative medical device sales with a strong preference for experience in Durable Medical Equipment (DME) within the target segments. As the Tango Belt is a firstofitskind device this role will spearhead our efforts to create the market for wearable fall injury prevention and establish productmarket fit within the company s timeline requiring extraordinary levels of strategic thinking initiative and adaptability.

Key Responsibilities:
1. Sales Strategy Development: Develop and execute a comprehensive DME sales strategy tailored to the unique needs of Senior Living/LTC/PAC settings utilizing available reimbursement options and tailoring to Csuite executives facility owner/operators and clinician decision makers.
2. Market Analysis: Conduct indepth market research and analysis to identify key trends and market dynamics driving purchase decisions in target segments and prioritize sales opportunities.
3. Customer Relationship Management: Cultivate and maintain strong relationships with decisionmakers administrators key stakeholders and Key Opinion Leaders in Senior Living/LTC/PAC.
4. Product Knowledge: Develop a deep technical understanding of the Tango Belt its supporting evidence and benefits effectively communicating its value proposition to potential customers via multimodal collateral and methods.
5. Sales Target Achievement: Set and achieve sales targets revenue goals and growth objectives within the specified market segments.
6. Team Leadership: Build and manage a highperforming sales team providing guidance mentorship and support to achieve individual and collective goals.
7. Customer Education: Conduct training sessions and workshops for healthcare professionals educating them about the Tango Belts features and advantages.
8. Compliance: Ensure all sales activities and strategies comply with regulatory requirements and industry

RequirementsQualifications:
Proven Experience: A minimum of 7 years of experience in sales and business development within the healthcare industry with a focus on selling and promoting medical devices preferably innovative Durable Medical Equipment (DME) to Senior Living/LTC/PAC customers.
Leadership Skills: Demonstrated ability to lead and inspire a sales team to achieve outstanding results.
Market Knowledge: A deep understanding of the Senior Living/LTC/PAC markets including industry trends customer needs purchasing processes and decisionmaking processes.
Relationship Building: Exceptional relationshipbuilding skills with the ability to establish trust and credibility with key stakeholders.
Communication: Strong communication and presentation skills both written and verbal.
Analytical Skills: Proficiency in market analysis and the ability to make datadriven decisions.
ResultsOriented: A track record of meeting or exceeding sales targets and objectives.
Team Player: Ability to collaborate effectively with crossfunctional teams to ensure the success of the Tango Belt in the specified market segments.

Physical Requirements:
Frequent business travel nationwide (up to 50% weekly travel).
Must be fully vaccinated for COVID19 (i.e. at least 2 weeks after last dose) and if hired present proof of vaccination by start date.

Qualifications: Proven Experience: A minimum of 7 years of experience in sales and business development within the healthcare industry, with a focus on selling and promoting medical devices, preferably innovative Durable Medical Equipment (DME), to Senior Living/LTC/PAC customers. Leadership Skills: Demonstrated ability to lead and inspire a sales team to achieve outstanding results. Market Knowledge: A deep understanding of the Senior Living/LTC/PAC markets, including industry trends, customer needs, purchasing processes, and decision-making processes. Relationship Building: Exceptional relationship-building skills with the ability to establish trust and credibility with key stakeholders. Communication: Strong communication and presentation skills, both written and verbal. Analytical Skills: Proficiency in market analysis and the ability to make data-driven decisions. Results-Oriented: A track record of meeting or exceeding sales targets and objectives. Team Player: Ability to collaborate effectively with cross-functional teams to ensure the success of the Tango Belt in the specified market segments.

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