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Sales Director - Hospital Sales

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Chicago, IL

The Hospital Sales Director leads the sales operations, strategies and functions for the Business Unit. This role is part of the Management Team and is chartered to drive revenue growth for this business.

Responsible for developing and executing strategies to ensure that the Company remains the service provider of choice. Leads efforts to grow new markets and customers while concurrently developing and deploying new programs and product lines to allow the organization to achieve greater market success with existing and new customers.

Plays a key strategic role in enhancing the company-?Ts leadership position in the Hospital marketplace by driving revenue results through Hospital and Government customers and through strategic initiatives of the organization.

Leads to exceed growth targets annually and ensure that strategic objectives are met in the marketplace.

Implements account management, pricing policies, and marketing initiatives.

Manage all sales processes such as pricing and service changes to ensure customer's needs and business objectives are met.

Targets existing accounts for growth in line with the market strategy; review for price increase and/or changes; and market new products and services.

Maintains both a regional and company perspective in managing assigned territory.

Ensures the implementation of national and regional sales plans and strategies.

Responsibilities

Responsible for planning and executing the sales strategies for Hospital Services for the Business Unit(s).

Must be able to work in partnership with the Hospital Services Leadership team and the local BU leadership team to enhance customer relationships and revenue opportunities.

Must possess ability to drive sales and meet/exceed aggressive sales targets.

Works in partnership with the Hospital and Physician Directors to deploy and manage their business plan, including P&L responsibility to increase revenue, growth and margins.

Works with National Accounts, Business Solutions and Marketing to strategically target and grow profitably the hospital business, market share and GPO agreements.

Develops overall sales plans for new business and expanding existing accounts (second tier testing) and lead the sales team in developing accounts-specifically, to profitably grow and retain the business.

Achieve 100% of the business budget and 100% of sales budget.

Responsible for recruitment, selection, retention and motivation of the sales team including training and development, ongoing review of talent and performance management.

Manage the vision and purpose for the Business Unit through multiple communication vehicles

Aggressively utilize metrics and standard process to ensure top performance at the individual sales representative level and consistency across the organization.

Drives Growth For The Company By Developing And Maintaining Key Relationships With

Drives growth for the company by developing and maintaining key relationships with

hospitals

major health plan organizations

government agencies

commercial laboratories

Manage special projects in the territory as assigned by the Hospital Sales Executive Sales Director.

Maintains confidentiality of sensitive information concerning patients, physicians, employees, clients, vendors, intellectual property and the Company.

Ensures the sales team adheres to all Compliance programs and Government regulations.

Complies with all State, Federal and professional regulations, as well as Company rules policies and procedures. Ensure the same for entire sales organization.

Qualifications

Bachelor-?Ts degree in Business, Marketing or Life Science. Advanced degree in Business, Marketing or Life Science preferred.

Proven industry executive with a minimum of ten years of combined sales and marketing experience in the medical services, diagnostics, devices or similar industry.

Strong preference for clinical laboratory sales leadership experience.

Results driven and track record of developing high performing sales teams.

Experienced in management of sales people.

Personal adaptability and ability to lead change.

Analytical, budgeting and financial analysis skills.

Capability to provide leadership and direction in a fast-paced and complex operating environment.

Passion for patient care and services.

Strong executive presentation, public relations and communications skills.

Ability to develop relationships with key stakeholders and influence those involved in making major decisions that impact the healthcare and diagnostic testing markets.

Directing Others

Drive for Results

Ethics And Values

Listening

Motivating Others

Negotiating
Planning

Expected Outcomes

Enhance clients leadership position in the Hospital testing market.

Strengthening of the various Hospital Services brands and overall value proposition in the market.

Strong and influential relationships with key stakeholders in a number of areas that ultimately drive growth for the company.

Improved results for the Hospital Sales function.

Improved perception of Company to customers through provision of high-touch service and linkage to operating units.

Enhanced capability of Hospital Leadership Team and achievement of strategic goals for the organization.

Greater alignment between lines of business and development of cross-selling opportunities.