Job Description

Position Title:    Director of Sales

Employee Name:  TBD

Reports To:    EVP Renal                                                      Date of Hire: ASAP

Department:   Sales/Marketing                                            Date Prepared:  10/12/09

Overall Objective: 

Provide leadership and coordination of regional sales functions. Implement sales and marketing strategies. Drive and analyze sales and marketing activities against goals

Duties & Responsibilities

1. Direct and coordinate regional sales and marketing functions.


2. Support and coordinate sales selling cycle and methodology.


3. Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development.


4. Analyze and evaluate the effectiveness of sales, methods, costs, and results.


5. Develop and manage sales and marketing budgets for region..


6. Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.


7. Participate in the development of new project proposals to benefit the entire sales organization.


8. Establish and implement short- and long-range sales goals, objectives, policies, and operating procedures.


9. Participate in the planning and development of company marketing and communications materials.


10. Represent the company at various community and/or business meetings to promote the company.


11. Supervise the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs.


12. Promote positive relations with partners, vendors, and distributors.


13. Recommend and administer policies and procedures to enhance operations.


14. Establish and implement short- and long-range departmental goals, objectives, policies, and operating procedures.


15. Serve on planning and policy-making committees as appropriate.

Other duties as assigned.

Recruit, train, supervise, and evaluate department staff.

Other Objectives:

Authority & Accountability(management only)

Core Leadership Competencies

Business Acumen

Assesses the financial implications of decisions and action. Understands how strategies and tactics work in the marketplace.  Understanding, and leveraging, the competitive advantage and profit drivers of his/her business. Knowing who our competition is, and how they compete.  Understanding the Pentec Health organization, what makes our businesses successful and effectively balancing that with customer satisfaction.

Customer Orientation

 Understands who our customers are, how they are motivated and the current and future business challenges they face. Demonstrates a strong bias toward service, quality and customer satisfaction.

Innovation/Risk Taker

Is willing to explore new possibilities and to approach issues differently. Focuses on a desire to achieve a goal rather than a fear of failure. Willingness to take appropriate risks in order to achieve exceptional performance.

Integrity

Has an uncomplicated and uncompromising understanding of right from wrong, both publicly and privately. Delivering on commitments made to others and to the organization.  Having a clear understanding of, and acting consistently with, our high ethical standards and code of conduct.  Making decisions based on what is best for the company rather than personal gain.

Interpersonal Skills

Is “other-oriented” rather than focused on self. Listens effectively and communicates ideas and opinions clearly. Is assertive while showing respect and positive regard for others. Demonstrates an appreciation for people with different background and points of view.

Personal Leadership

Identifies a meaningful goal and captures the imagination of others to achieve it. Builds the confidence of others and demonstrates a positive and energizing style.  Clearly communicating in a way that builds alignment among those with whom he/she works.  Adding value whenever involved in discussions or projects.  Developing and empowering others to achieve success.

Results Orientation

Stays the course from start to finish. Does not confuse effort with results. Separates what is important from what is not. Demonstrates a persistent bias for action.  Maintaining appropriately high standards of performance for self and others.

Strategic Thinker

Anticipates future trends and directional shifts in the relevant marketplace, industry and environment. Is able to construct meaningful competitive strategies for addressing the known and unknown of future business scenarios.  Thinking beyond the “day to day” to take a longer-term, broader perspective on business situations.

Team Player

Takes a collaborative approach by openly discussing issues in a way that brings out the best thinking, attitude and performance in others. Works effectively and productively with shared responsibilities. Considers the effect of decisions on other parts of the company.  Recognizing the unique contribution each individual can make and the value of working together as a team.

Functional/Technical Skills

Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.

Leadership Development

Attracting, assessing and selecting people (both internally and externally) who

are equal to, or better than previous job incumbents. Accurately assessing

strengths and weaknesses and providing opportunities and accountability for

development.  Actively managing current job performance as well as the long-

term career potential of others (e.g., direct reports).Developing/implementing

plans to improve leadership bench strength and diversity.   Openly valuing and

encouraging individuals who think and act differently than he/she does. 

Effectively leveraging diversity to provide the benefit of different perspectives. 

Meeting regularly with direct reports to discuss progress against development

plans.

Managerial Courage

Demonstrating conviction for what he/she believes. (formerly in ”Integrity")

Stating his/her opinion honestly and straightforwardly, even when it is difficult or

unpopular to do so.  (Formerly in "Integrity")

Skills & Competencies

1. Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management. Knowledge of structuring sales quota goals and revenue expectations. Experience in planning marketing strategies, advertising campaigns, and successful public relations efforts.


2. Work requires professional written and verbal communication and interpersonal skills. Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects. Ability to participate in and facilitate group meetings.


3. This is normally acquired through a combination of the completion of a Masters Degree in Marketing and ten years of experience in a senior-level sales and/or marketing position.

Work requires willingness to work a flexible schedule.

Education Required

Minimum : BS / Masters Degree preferred

                        10 years experience in Sales/Sales Leadership positions