Regional Director, Physician Sales

2 months ago

Dallas, United States Akumin Full time

The Regional Director of Physician Sales is a regional executive who is responsible for ensuring that organizational strategic sales goals are met within the designated territory (i.e. same store growth to plan). This includes: strategic planning, execution, driving organizational excellence, and managing territory scan growth. The Regional Director will also work with the Vice President of Physician Sales on the identification, planning, management, and coordination of various sales and marketing initiatives, tactical plans, tracking sales performance against key performance indicators and coaching/mentoring Account Executives to ensure optimal team performance. To successfully direct the overall business in a designated territory, the Regional Director should possess strong business acumen, exhibit strong leadership and motivational skills, demonstrate sales competency, possess a high degree of customer focus, understand and lead change management, and exhibit a high level of problem solving and decision-making adeptness.

Specific duties include, but are not limited to:

Manages Account Executive team’s tactical performance; develops tools and metrics to monitor scan volume, analyzes individual and team performance against key performance indicators (order volume, Salesforce productivity, etc.). Provides coaching/mentoring to ensure the highest levels of individual and team performance. Motivates team and fosters an environment of dialogue and collaboration to address performance deficiencies. Responsible for hiring and attracting the best talent available from inside or outside of the organization. Manages team member’s performance and development and reconciles and approves team member’s expense budget.

Knows the Region’s market and competitive landscape. Develops and implements territory plans designed to impact performance trends favorably; analyzes and identifies opportunities to increase same store growth/scan volume on a system-wide level and standardizes best practices across the country. Presents compelling justification for change and delivers value-added solutions such as adding days of service and new modalities based on accurately diagnosing customers’ underlying needs. Gains cooperation from internal partners to determine regional strategy and facilitate “win-win” situations. Appropriately pushes self and others for results and holds self and team accountable for achieving goals.

Supports sales team through collaborative partnership with Operations. Navigates change by developing and delivering ongoing sales training including in-person onboarding and training at regional and national meetings. Creates a partnership with members of the organization to develop training pieces and provide a continuous and collaborative learning environment to grow skill capacity of Account Executive team to ensure highest level of performance.

Works in conjunction with the VP of Physician Sales on the development and delivery of the Region’s same store growth/scan volume to plan. Monitors industry and the company’s trend data, forecasts regional performance to plan, and reviews performance variances with the VP of Physician Sales and Regional leadership. 

Participates in operational and sales meetings in assigned Territory/Region, leads regional sales and marketing discussions providing status updates and data-driven opinions as well as identifying areas for sales to engage strategically with larger team. Leads Regional report out on regional business reviews, presents at C-Suite/leadership meetings and renewal meetings. Partners with Leaders in Sales and Operations and is available and ready to help internal and external partners.

Other duties as assigned by management.

Position Requirements:

Bachelor's Degree or Equivalent Experience.

Candidates must possess at least 3 years of sales and marketing leadership responsibility in a healthcare environment or relevant field.

50% travel may be required.
 

Preferred:

Master's Degree.

Prior Radiology and/or Oncology experience is preferred 
5 years of sales and marketing responsibility in a healthcare environment or relevant field.

Physical Requirements:

Standard office environment and may be exposed to environmental hazards such as exposure to noise, and travel.

More than 50% of the time:

Sit, stand, and walk.

Repetitive movement of hands, arms and legs.

See, speak and hear to be able to communicate with patients.

Less than 50% of the time:

Stoop, kneel or crawl.

Climb and balance.

Carry and lift 10-20 pounds

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