Area Vice President of Acute Sales
Hill-Rom Holdings, Inc. is the parent company for Hill-Rom’s operations and has been a leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, and information technology solutions since 1929.
Hill-Rom Holdings, Inc. (NYSE:HRC) currently employs more than 6,500 people worldwide, including approximately 2,000 at its global headquarters. Our mission is simple: Everyday we strive to make a positive difference in the lives of patients and those who care for them.
Hill-Rom offers its associates challenging work experiences, a collaborative team environment, and an atmosphere to continually develop your career. However, the strongest reason for working at Hill-Rom is the opportunity to put your passion for making a difference to work.
We are currently seeking an Area Vice President of Acute Sales for our Southeast territory. We offer an excellent compensation package and comprehensive benefits, including: competitive salary, 401K, Medical, Dental, Vision, Life Insurance and tuition reimbursement.
JOB SUMMARY: The Area Vice President (AVP), is responsible for providing overall leadership of Account Executives, ACDs, Market Specialist & Clinical Educators to drive profitable revenue and market share growth in assigned geographical regions/territories, across all product segments in both Capital, Rental & Service. Develop overall regional and market specific strategies & tactical implementation plan, establish and monitor attainment of targets, proactively take actions to address market and competitor actions, and personally assist in deals on key strategic accounts including IDN relationships within respective geography. Partner with Service counterparts (Service AVP’s), within Region to develop, drive and grow customer profitability, customer satisfaction and effectiveness in the overall service fulfillment. Working with local Service AVP & CSM, facilitate work between the AE, ACD and local level Customer Service Center Manager.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Develop quarterly and annual sales strategy and tactical plans for assigned Region to accomplish the following:
Profitable revenue growth;
Selling across the line for all product areas (Capital product, rental OME and Therapy, etc.) to drive balanced growth; &
Customer satisfaction.
Set individual and market specific sales goals compatible with those of the organization to meet overall Company goals.
Track/Report overall progress of sales team against targets through weekly, quarterly & annual sales plans. Weekly implementation of Project Tracking/Forecasting via the CRM System.
Using Sales Competency to achieve optimal levels of personal performance and accomplishment provide feedback and coaching to reward effectiveness and address areas off track.
Excel in planning, forecasting, setting objectives and determining courses of action. Continually assess sales activity in assigned Region for in-depth understanding of trends in markets and activity by competitors across all product lines.
Proactively work with AE, ACD, Market Specialist and Clinical Educator in support functions that effectively organizes, assembles and arranges resources to meet goals, such as Marketing, Finance, etc., with strategies & tactics, supported with action plans to address key needs, as well as facilitate demand fulfillment, demand creation activities (driving the replacement cycle of installed base) and, the development and implementation of a service program that protects and defends installed base. [aspects of this paragraph were deleted.]
Develop Business Plans with Area Service Vice President to define and drive plans to maximize customer profitability & customer satisfaction by fostering an effective relationship between sales and services personnel.
Continually meet with customers to develop relationships, understand their needs and proactively address potential issues.
Develop, train, and implement pricing guidance and authority on strategy and deal structuring, etc.
Provide day to day leadership of Regional sales personnel. Ensure direct staff is equipped with training and tools/information needed to complete their jobs. Conduct performance reviews driven from Sales Competency Training Guidelines.
Ensure timely staffing of open positions in assigned division.
Presentation Skills- Capable of Detailing all Product Lines & Services in a fashion that delivers a specific product lines value propositions and/or the Company’s Value proposition with maximum impact.
Process Improvement- Identifies performance improvement targets, tracks and measures changes for the overall improvement of the Region.
Productivity- Quality of work is consistently high, maintains peak performance at all times, sustains a high achievement level and maintains an unusually high output.
SUPERVISOR RESPONSIBILITIES:
Account Executives
Account Clinical Directors
Market Specialist
Clinical Educators
Responsibility for roughly 14 employees
Qualifications
QUALIFICATIONS:
Excels in achieving outstanding performance results. Strong leadership skills ability to effectively establish goals, motivate and drive performance, strong level of self confidence and effective interpersonal skills
Extensive knowledge of both Capital and Clinical sales process expertise in how the sales process works from initial planning for potential opportunity to structuring and closing a sales deal.
Strong business acumen strong knowledge of business financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the care providers and administrative personnel.
Effective planning and program management skills strong skills at defining strategies and plans to drive growth in defined markets
Strong problem solving and analytical skills ability to understand key customer clinical issues and define how our products will solve particular hospital care giver issues
Exceptional communication skills that delivers presentations with maximum impact and demonstrates excellent oral presentation skills.
Successfully copes with demands from superiors, subordinates and peers
Capable of making wise and fair judgments based on solid facts
Excels in planning, forecasting and Head Count deployment of the geographical Region. Including Recruiting, Hiring and Training, AE’s, ACD’s, Market Specialist and Clinical Educators
Excels in managing various geographically dispersed sales & service regions
EDUCATION AND/OR EXPERIENCE REQUIRED:
Bachelors degree required, MBA preferred
5-7 years of medical device sales experience, with a minimum of 3+ years of demonstrated sales leadership required
Experience in Marketing & Manufacturing Processes
Health Care Industry Knowledge
Knowledge of capital sales
Knowledge of clinical therapy products (outcome related)
At Hill-Rom, we strive to build a diverse work force through equal opportunity employment that embraces and leverages the differences each individual has to offer.
M/F/D/V
NOTICE: All applicants receiving offers of employment will be required to pass a drug screen and criminal background check as a condition of hire. It is the policy of the Company to maintain a safe workplace free of the influence of illegal drugs and to vigorously comply with the requirements of the Drug Free Workplace Act of 1988.
