Executive Job Description | Retained Search - Contact Gail Auguston - Auguston and Associates
954-943-0503 Tel - g.auguston@att.net email
JOB TITLE: President North America
MAIN PURPOSE OF POSITION:
Responsible for planning, directing, and leading the North America sales and service organizations to accomplish strategic financial goals. Develop and implement a business strategy to accomplish the revenue and profitability goals for the North America geographic region for medical capital equiptment and disposable manufacturer.
RESPONSIBILITIES:
Develop quarterly, annual and strategic sales plans to meet revenue, gross margin, profitability, and market penetration goals. Provide input on pricing and positioning of current and new products. Ensure processes and procedures are in place to have effective communication of customer and competitive information from the field. Proactively identify changes in the market and in competitive practices. Work with appropriate marketing, service, finance, and clinical staff to implement tactics to address issues. Develop and maintain effective sales tools. Direct the ongoing and annual development of sales training strategies and plans and ensure that field personnel receive adequate training. Hire, develop, and retain field personnel for the Americas sales/ service organizations. Provide ongoing coaching and feedback to direct management and support staff through field visits, observation, and measurement of results. Ensure all sales and marketing programs are implemented and coordinated in the regions and provide direction to appropriate personnel for new product launches, sales contests, etc. Provide coaching and performance evaluations for direct staff and ensure that coaching and performance evaluations are effectively accomplished for all sales personnel. Recommend policy changes for the field and ensure adherence to corporate operating policies. Participate in the development of field compensation and award programs. Review programs with sales management and ensure effective communication of company information. Effectively monitor and control expenses for the sales and service organization. Develop metrics, benchmark best practices, and embrace customer focused quality to ensure that the field and sales support organization is being efficiently managed. Provide support to the organizations employees in reaching their sales objectives, including review of annual and quarterly objectives, communication of gaps and issues, and assistance in obtaining resolution of issues that affect customers.
MINIMUM REQUIREMENTS, EDUCATION & SKILLS/COMPETENCIES:
BS/BA Degree in business, science or humanities
MBA and/or multi-product/therapy sales management experience
10 + years medical device or equipment sales experience
5-8+ years sales management experience (managing through managers)
Experience in at least a $100 million revenue business with at least 50-100 direct or indirect reports.
Experience in annual and strategic planning
Experience and success in building a winning sales team
Experience in managing multiple markets
Possess a strong commitment to company values
SKILLS/COMPETENCIES include:
Skills and Competencies
Medical Equipment/Device Sales Management, including management of 50-60 field personnel and direct management of 7 regional sales managers
Ability to define and implement winning strategies for the Service Business
Strong operational skills, service oriented, strong sales/distribution experience.
Medical Device/ Capital Equipment sales target identification, qualifying, presentations, economic justification, equipment demonstrations and OR presence, closing, installation, training and customer support through consultation
Medical Device Consumable sales building procedure volume, managing consignment and shelf inventory,
Sales planning, tracking and reporting
Team leadership, including capability to build a team through recruitment and personnel development, ability to mentor and develop high potential talent.
Coaching skills demonstrates creative coaching for field personnel
Demonstrates effective understanding of profitability with balancing company and customer goals
Adept at listening and articulate in both oral and written communication
Recognizes the advantages of managing a diverse work force
Sees beyond the present to plan for strategic growth visioning skills
Develops people and builds teams and organizations to achieve business objectives short and long term performance management leadership skills
Manages through other managers/staff to increase personal effectiveness and empowers others
Team oriented
Draws accurate conclusions from financial and numerical material
High degree of integrity
Prior experience in realigning sales territories and designing field compensation and commission plans.
Ability to work in a high energy, dynamic, competitive environment.
SCOPE OF CONTROL:
Position currently has responsibility for a approx $120 million in US annually and approximately 50 sales reps 7 regional sales managers and 2 Director of Sales, Service business of $35Million, including a Service Director, 3 Regional Service Managers, and 45 Service Reps, Call Center, and Human Resources for North America and Canada.
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