Sales Director - Surgical Visualization And Guidance - Remote Eligible

Regional Director

As the Regional Director, you will be responsible for executing the company strategy, meeting regional business objectives, preparing quarterly regional sales forecasts, and participating in the determination of market potential and sales expense estimates. You will monitor region sales performance on an ongoing basis, integrating individual territory plans and account profiles into a broader regional sales plan. The role is responsible for orders, revenues, and profitability targets. The position reports to the VP Sales North America.

Roles and Responsibilities:

• Regional Sales Planning: Integrates individual territory plans and account profiles into a broader regional sales plan and coaches the sales team accordingly.
• Forecasting: Prepares weekly and quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.
• Performance Monitoring: Monitors regional sales performance on an ongoing basis, initiating corrective action as required.
• Account Targeting: Develops, implements, and monitors a regional account targeting program.
• Understands the regional IDN and VA landscape within the region.
• CRM Compliance: Ensures broad team compliance of the CRM tool, with a specific focus on sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information, and updated customer contacts.
• Sales Growth: Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth.
• Coaching: Coaches sales representatives on selling skills and account targeting, sharing personal selling experiences to motivate and teach applicable skills.
• Industry Knowledge: Maintains knowledge of the industry and the competition within the regional market, seeking information from physicians, strategic industry partners, suppliers, players, and providers to challenge, modify, and prioritize regional strategies and prepares their team to counter the competition.
• Customer Records: Ensures effective implementation of representative customer records, key contacts, reports, and company policies.
• Demo Equipment Maintenance: Responsible for the proper maintenance of company demo equipment and lease vehicles within the assigned region.
• Expense Management: Plans and controls expenses to ensure sales objectives are met within budget. Responsible for revenue budgets.
• Relationship Building: Develops and maintains relationships with key BK Medical functional areas with specific focus on: Neurosurgery specialists, CES team, Product Strategy Managers and Commercial Operations (Customer service and Field Service). Attends and participates in customer, company, and industry-sponsored forums and courses.
• Talent Development: Maintains a talent mindset and actively develops a pipeline of future BK Medical sales representative candidates.
• Recruiting: Ensures that policies are followed in recruiting and selecting the best talent.
• Field Support: Spends a minimum of 60% time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.
• Product Knowledge: Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor's products in front of the customer.

Required Qualifications:

• Bachelor's Degree
• 5+ years of experience in sales management, preferably in urology or general surgery
• Valid driver's license with a clean driving record.

Desired Characteristics:

• Experience managing sales teams and supporting employees across multiple states and locations.
• Demonstrated ability to lead programs/projects.
• Demonstrated ability to master all aspects of the capital sales process and consultative selling.
• Successful track record showing ability to meet targets consistently without straining from company's strategy and goals.
• Ability to travel as required by the job.
• Strong interpersonal and communication skills, with the ability to plan, organize, close, and deliver autonomously.
• High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy.
• Strong internal customer focus with desire to learn all aspects of the business.
• Self-motivated, proactive, and able to work with minimal supervision.
• Result-driven and proactive.