Job Summary:
The Vice President, Sales is responsible for market development, commercialization, generation of new business sales, and driving customer conversion. This position collaborates closely with the Vice President, Marketing & Business Development to establish the commercialization strategy, develop the market and monitor competitive activity. This position will establish and lead a sales team that is responsible for further developing and building client relationships, launching strategic sales initiatives, and accurately forecasting revenue.
Reporting Relationships:
This job reports to: Chief Operating Officer. Reporting directly (or indirectly) to this position are the following job titles: Sales Representatives, Inside Sales Representatives.
Duties and Responsibilities:
- Collaborate closely with the Vice President, Marketing and Business Development to develop the commercialization plan based on a shared understanding of market players, market trends, customer segmentation, channel dynamics, healthcare professional dynamics, purchase process, key purchase criteria, patient needs/unmet need, and Willow Laboratories’ value proposition
- Prior to launch, begin to develop the market and cultivate relationships with Key Opinion Leaders with Marketing Vice President
- Develop objectives for each of the Sales Representative and set annual revenue objectives
- Review sales funnel with each Sales Representative on a weekly cadence call and reinforce on a monthly, quarterly and annual basis; Work with each person to modify their plans accordingly so that they can meet agreed upon objectives and forecasts;
- Review the sales results on a weekly, monthly, quarterly, and annual basis and discuss with the Senior Leadership Team; Modify plans and strategies accordingly, so that agreed upon objectives can be met
- Work with Medical Affairs, Marketing, and other key internal leaders supporting their activities to develop sales strategies for key accounts, large sales objectives and major competitive conversions
- Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skill and competitive product knowledge
- Commits to an annual sales plan, writes specific objectives and forecasts orders and expected revenue on a monthly basis
- Provide for the training and development of each team member; Evaluate their needs, set joint objectives and develop a plan to provide the training and coaching required
- Operate within the approved expense budget for the fiscal year
- Recommend changes in the Sales Force in order to meet sales goals; Changes include: number of disposition, promotion, termination and salary adjustments, etc.
- Recommend developments or updates of policies and procedures as required
- Develop the sales force to communicate and be aware of market and competition activities, business conditions and new product needs
- Attend and assign necessary sales force personnel to attend trade shows and conferences, communicating specific objectives of their attendance
- Build and maintain professional relationships with key customers
- Submit accurate and timely reports regarding expenses, activities, results, market position, and forecasts
- Present Willow Laboratories’ Value Proposition to Executive Leaders in clinical settings
- Must be able to maintain a frequent domestic travel schedule
- Direct, plan, delegate and manage department budget and staff including:
- Hire, promote, demote, reclassify or terminate employees
- Write and conduct performance appraisals and disciplinary actions plans
- Make salary decisions (pay increases or new hire offers)
- Create training and employee development plans
- Handle all departmental employee relations issues
- Perform special projects as requested
Minimum & Preferred Qualifications and Experience:
Minimum Qualifications:
- Fifteen or more years of successful selling experience in Sales Leadership roles selling medical devices, software, software as a service, and apps
- Proven success attaining sales goals in high growth organizations
- Demonstrated success and experience selling in complex sales environment with multiple contact points
- Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments and be able to teach
- Must possess the ability to create needs with customers and lead a team effort in presenting Willow Laboratories’ solutions
- Must possess the ability to coach and mentor Sales Representatives to find and develop Willow Laboratories’ clinical champions during the sales process
- Proven competency selling new technologies that require a change in clinical processes in the Medical Device industry
- Demonstrated ability to quickly learn and absorb clinical and technical advancements in Health Care and Medical Device
- Demonstrated ability to attract, retain, and drive high caliber sales talent
- Excellent interpersonal skills and ability to communicate effectively in and across teams; must possess strong verbal, written, and interpersonal communication skills
- Effective presentation skills with ability to articulate complex and key concepts to multiple types of decision makers
- Strong problem-solving and negotiation skills; Highly organized and self-motivated, with both a strong attention to detail and the ability to prioritize
- Demonstrated customer advocate, team player with a commitment to excellence
- Must be results oriented with a positive "can do" attitude and a sense of urgency to get things done; Must have high level of integrity, outstanding self-motivated work ethic and possess a broad business perspective with excellent administrative and organization skills
- Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, problem-solving abilities with the ability to lead a selling team in large opportunities
- Comfortable in high visibility situations and exhibits strong self-confidence and excellent listening communication skills
- Must be PC literate, have excellent organizational, communication, writing, and project management skills
- Domestic and international travel schedule including overnight stays will be required
Education:
Bachelor’s Degree in Engineering, with strong academic credentials is required. Graduate degree, with strong academic credentials is preferred.
Physical requirements/Work Environment
This position primarily works outside of a traditional office environment, making frequent customer sales calls on a daily basis. Frequent domestic and local travel is a major job component, so the ability to operate a motor vehicle and maintain a valid Driver’s license is required. It also requires frequent driving, sitting, standing and walking. May stand for extended periods when facilitating customer meetings or walking in the facilities. Daily use of a computer and other computing and digital devices is required.
The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described
ABOUT US
Willow Laboratories is redefining diabetes management to improve patient lives, improve outcomes and reduce the total cost of care. When you join our team, you’ll be part of a culture that’s driven by passion, challenging the status quo, and making an impact in the lives of others.
