CorTalent
  • Management
  • Roseville, MN, USA
  • Full Time

Position Overview: 

Provide leadership and management of the Sales Division of the Healthcare Business Unit. Manage multiple resources globally to achieve desired results in the areas of sales, margins, profits, value-added solutions and key customer relationships for this business unit. Provide management, direction and leadership to the Regional Sales Managers and Key Account Managers. Work cross-functionally within the organization to leverage core services and key deliverables provided by members of their respective teams to achieve the overall strategic goals of the Healthcare Business Unit.

The Sales Director will be primarily charged with supporting our client in each of the following core areas of responsibility:

  • Sales Team Management
  • Company Leadership
  • Sales Operating System
  • Financial Management

 

Major Areas of Accountability

 

Sales Team Management

  • Drive recruiting, hiring, and onboarding strategies and processes for sales team
  • Assess sales team performance; execute on performance decisions for promotion, performance improvement, and departures
  • Communicate and execute a strategy for the sales team that aligns with executive leadership
  • Hold accountable team of sales members, including regional sales managers (RSMs), Key Account Managers (KAMs), and inside sales for:
    • Activities and expectations
    • Following the defined sales process
    • Using and leveraging Salesforce.com and other sales and marketing tools
  • Through coaching ride-along calls/visits and sales operating system, demonstrate proficiency and ability to teach and coach sales team specifically what it means to:
    • Understand the customer needs and match to our client's offerings
    • Maintain a pulse on ongoing activities, successes and challenges
    • Proactively manage customer satisfaction and service delivery by anticipating potential customer service problems, and monitoring customer satisfaction
    • Create interest and urgency within the clients
  • Perform joint calls and visits with sales team in order to secure/develop strategic accounts and opportunities
  • Engage in 1x1 meetings with sales team to develop skills, manage performance, and assist with career development

 

Company Leadership

  • Demonstrate understanding of how our client operates including strategy, profitability and operations
  • Provide professional representation in communications and interactions across the company, the industry and the community
  • Translate vision and strategy of company into sales initiatives that directly drive sales activity
  • Support the consistent implementation of company initiatives
  • Recommend and implement channel sales strategies and tactics to secure new opportunities
  • Follow processes and requirements by working within the guidelines established by company and healthcare industry
  • Provide regular, open and transparent communications with the executive leadership regarding successes, challenges and changes
  • Establish and maintain an effective system of communication globally between sales team and all functional areas within the company, including finance, HR, and operations
  • Stay aligned with executive leadership on goals, strategies, processes and key decisions

 

Sales Operating System

  • Define sales activity leading and lagging indicators that provide visibility into effectiveness throughout the sales process; incorporate into operating system to drive revenue
  • Embrace the Sales Operating System, including:
    • Sales process and reporting, including mission-critical activities such as territory and strategic account planning
    • Activity expectations
    • Routine meetings (1x1's, Sales L10s, training, forecasting, management reporting)
    • Systems such as Salesforce.com, proposals, forecasting
    • Key measures including annual goals and monthly milestones

 

Financial Management

  • Develop and forecast short- and long- range plans and objectives that support the growth goals of the Healthcare business unit
  • Set expense expectations; approve and manage team expenses
  • Understand and adhere to business unit profitability standards
  • Develop rewards and compensation programs (both monetary and non-monetary)

 

Key Relationships

The Sales Director reports to the General Manager/VP of Healthcare and will work closely and collaboratively with a number of colleagues.  The following lists those key internal positions:

  • General Manager/VP of Healthcare: The GM/VP determines and communicates the business unit strategy. The Sales Director must work closely with the GM/VP to align sales plans with the business unit strategy in order to establish the best use of our client's resources and efficient reporting of data.
  • Finance Department: The Sales Director will work collaboratively with the Finance Department on sales reports, compensation and incentive plans, sales plans, forecasts, and expenses to effectively manage the sales team's finances.
  • Sales Team: RSMs, KAMs, and inside sales drive revenue, effectiveness and customer satisfaction as well as quality of data in Salesforce.com. The current sales team includes RSMs, an inside sales representative, and a KAM.
  • Leadership Team: Align business unit's strategy to company objectives through collaboration with Executive Management, Business Development, Marketing, Production, Finance, and Customer Excellence Teams.

 

Minimum Qualifications

  1. BS/BA degree in business management, marketing or technical field
  2. 8+ years sales management experience; healthcare industry preferred
  3. Global sales management experience preferred
  4. Demonstrate leadership abilities/skills, including strong communication, interpersonal and problem solving, and strategic planning
  5. Business experience with planning, developing and managing sales personnel
  6. Empowering management style
  7. Willing to travel approximately 50%

 

 

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