Sales Director - Health Tech

General Overview

Functional Area:    MBD - Marketing & Business Development        
Career Stream:    SAL - Sales        
Role:    Director 1          
Job Title:    Sales Director 1        
Job Code:    DR1-MBD-SALE        
Band:    Level 12             
Direct/Indirect Indicator:    Indirect

Summary

Provides direct and indirect supervision to subordinate managers and employees performing highly specialized sales roles. This includes long-term planning, objective setting, policy formation, interpretation and management while providing latitude and discretion to subordinates. Often accountable for projects or programs on a multi-national or global basis. Work requires investigating and resolving a wide variety of highly unusual conditions that carry long-term implications. Requires developing policies, practices, methods, programs or techniques and utilizing them to overcome difficult problems or situations. Participates with other senior managers to establish strategic goals, plans or objectives. Participates in planning, budgeting, implementing and maintaining costs, methods and employees for the team. Makes final decisions on administrative and operational matters in area of responsibility to ensure achievement of objectives. Erroneous decisions may have a serious impact on the overall corporate revenues. Directs and controls the activities of several Sales team members. Assigns objectives, reviews performance and approves employee compensation, coaches for improved performance. Regularly interacts with executives and/or major customers. Interactions often involve controversial situations or influencing and persuading other senior level managers. May represent the organization in public speaking venues and/or community events.

Detailed Description

Performs tasks such as, but not limited to, the following:

• Manages and coaches a team of 2-5 direct reports which are Consultant 1 level or higher.
• Maintains a minimum revenue accountability (a team sales quota) equivalent to at least US$25M in value-add.
• Provides coaching, mentoring, direction, support, coordination, account and quota assignment for direct reports.
• Ensures that minimum revenue objectives for the team are achieved.
• Responsible for policy development and ensures that common strategies, policy and behavior throughout the geography are executed.
• May be the primary sales interface for one or more accounts.
• Identifies influencers and key decision makers within the account.
• Establishes and maintains close relationship with the key decision makers.
• Facilitates Sr. Management relationships with Customers.
• Gains competitive intelligence.
• Manages the overall customer relationship process.
• Supports business development in the development and execution of the account strategies, tactics and selling propositions.
• Investigates potential new qualifying accounts and opportunities.
• Ensures that Customer Relationship Highground principles are followed in managing the accounts and that the team keeps their sales plans up to date.

Knowledge/Skills/Competencies

• Extremely strong communication, interpersonal, relationship management and professional sales skills.
• Strong reporting skills as well as time and priority management skills
• Strong strategic planning and execution skills
• Extremely strong team management skills
• Exceptional ability to work with others as part of a cross-functional team.
• Some electronics knowledge/background is essential
• Knowledge and experience in the sales of Services (as opposed to Products) is critical.

Physical Demands

• Duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Repetitive manual movements (e.g., data entry, using a computer mouse, using a calculator, etc.) are frequently required.
• Overnight travel may be required.

Typical Experience

• Twelve to Fourteen years of applicable sales experience, including sales management experience.

Typical Education

• Bachelor's degree in related field, or consideration of an equivalent combination of education and experience.
• Educational requirements may vary by geography.

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.