RF Technologies, established in 1987, is a leading provider of comprehensive, integrated RFID Safety and Security systems, Wi-Fi RTLS systems, and healthcare enterprise solutions.  With an installed base of more than 10,000 systems worldwide, RF Technologies specializes in state-of-the-art healthcare solutions for senior care facilities and hospitals, including Code Alert® Wandering Management, Wireless Call and Fall Management Solutions, Safe Place® ED and Infant Security Solutions, and PinPoint® RTLS Location-Aware Solutions. The Company is credited with inventing the first RFID infant security system, which was designed and developed by nurse clinicians. It was the first in the industry to invent Peer-to-Peer Wi-Fi RTLS, and to offer Remote Monitoring, RF Consulting and 24X7 technical support by RF Technologies’ staff specialists and a nationwide service management team. www.rft.com

SCOPE AND RESPONSIBILITIES

The Vice President of Sales & Marketing - Hospital Solutions oversees all sales, including corporate account and GPO relationships. This individual will have responsibility for leading a national sales and clinical education RN team engaged in consultative-style direct sales and clinical education to hospitals and medical centers throughout the United States and an internal team of lead generation and sales support personnel. The position has full accountability for revenue growth and EBIT along with related budget management, planning and sales leadership with a major emphasis on profitably growing the Hospital business unit year over year on a consistent basis.  This position will also participate in the organization’s business development function, such as development of partnership or alliance opportunities, or expanding into a new business arena. The Vice President of Sales and Marketing will participate in the development and ongoing evaluation of the Company’s product pipeline and be a key contributor in formulating current and long-range plans and objectives. The list of duties and responsibilities is not all- inclusive and may be expanded to include other responsibilities as assigned by executive management.  

Specific responsibilities:

·         Achieve Revenue growth plan.  Identify leads, develop and cultivate relationships to sell company products and services in new and existing accounts. 

·         Plan, propose and execute policies and marketing programs to achieve maximum sales volume potential for RF Technologies products and services.

·         Work closely with executive leadership and existing sales force to develop leads and close sales to achieve sales plan.

·         Improve RFT market share year over year.

·         Design the sales strategy to achieve and exceed the annual sales plan.  Submit accurate weekly forecasts.

·      Develop strong business relationships with the C-level at the top IHN/IDNs in the country.

·      Implement strategic partnerships with corporate and government accounts.  Manage the GSA government contract and grow government sales year over year.

·         Evaluate current corporate GPO contracts and determine if each is meeting goals and the potential for return.  Lead the strategy to maximize revenue from all GPO partnerships ·         Instrumental in developing and carrying out the business strategies and plans and define niche market/target customer with the appropriate solution(s) that will position RFT as the recognized leader in the market place.

·         Develop the sales and marketing strategy that are consistent with the goals of the business unit and evaluate opportunities for on-going revenue streams. Work closely with Engineering, Product Management, Manufacturing, Technical Support, Marketing and Finance in developing those plans.

·         Responsible for long (3-5 year) and short-range (1 year) strategic planning, developing sales quotas and forecasts, and budgeting for a sales team.   

·         Assist in the recruitment and hiring of high-level sales top performers in order to meet and/or exceed goals and objectives and continue to define/refine effective compensation and incentive plans.

·         Develop, implement and lead ongoing training and mentoring efforts.

·         Develop pricing strategy to improve gross profit, analyze market information, market penetration, the competition, and marketing opportunities, and integrate that knowledge into the sales and marketing strategy as well as the business and product plans for Asset Management.

·         Remain knowledgeable of market and industry trends, competitors, and leading customer strategies to ensure that the company’s products are highly competitive and make full use of leading edge technology.

·         Identify and implement the appropriate branding and marketing strategies into the sales process to achieve sales growth goals.

·         Establish relationships across the entire RF Technologies organization to share best practices, ideas, trends and successes in the business.

·         Analyze and control expenditures of department to conform to budgetary requirements while improving sales productivity.

·         Responsible for executing trade show strategies, attending appropriate trade shows and following up on all trade show leads promptly.

·         Identify and recommend the development of additional product lines and services to expand our solutions and increase average order amount.

·         Be a key ‘voice of the customer’, communicating effectively with the RF Technologies executive team to identify solution needs and critical gaps to be successful in the market. 

·         Demonstrates problem-solving skills and turns challenges into a selling opportunity

·         Travel as required (approximately 40-60%).

EXPERIENCE AND REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.  

·         Must have medical device sales experience.

·         Experience in leading field sales staff in a technical product arena along with leading an in-house (telesales).  Experience leading clinical team of RNs a plus.

·         Experience in solutions sales or engineered product sales is required, preferably in capital equipment and software solutions. 

·         Experience working with technology is a MUST, RFID/Wi-Fi is a PLUS. 

·         Proven selling skills to C-suite executives in government agencies and corporate accounts required.

·         Must have proven success in building and leading sales teams to meet and exceed plans to include quotas and account objectives.

·     Must have skilled negotiation skills as well as a flexible and resourceful approach to meet customer requirements.  Ensure maximum customer satisfaction for all customer segments served.

·         Experience working with and executing a successful sales management process.

·         Proven record of hiring, coaching, training and mentoring a sales team. 

·      Having an innate ability to establish business strategies to win and related tactical plans as well as motivating others in executing against those plans are fundamental to the position.

Specific requirements include:

·       A Bachelors degree is required; a degree in a technical arena or high technical aptitude is desired.

·       Minimum of 10+ years of relevant sales and management experience in the hospital industry.

·       Experience marketing products in the healthcare industry, including new product introductions.

·       Experience managing a business unit or similar with full P&L responsibility is required, preferably in a corporate environment. 

·       Computer skills in an MS Windows environment are needed.  Should be proficient in the use and management of sales database tracking programs, and the use of MS Excel and MS Word.