Dir Growth Market - req1673OVERVIEWThe Director of Growth Market (DGM) acts as the leader for sales activities in a strategically identified geography within one of the six regions across the country. The DGM fulfills their accountability against an assigned budget through a combination of direct involvement in deal strategy and coaching/positioning assigned sales staff to achieve YoY market growth. The incumbent will support broad initiatives developed to increase health system spend (classified vs. unclassified).
RESPONSIBILITIES- Facilitate a winning mentality with direct report team through effective strategy development, communication, motivation and feedback.
- Responsible for overall business volume [equipment orders plus service and finance attachment] within assigned metropolitan markets and key accounts.
- Supervise and direct assigned sales staff efforts to ensure Growth Market achieves assigned Bookings per assigned budget.
- Responsible for implementation and execution of the IDN strategy in the "market" (as applicable) as set forth by the VP Market Leader and Sr Dir Enterprise Sales.
- Develop sales employees to effectively identify, qualify and close sales opportunities within current customer install base and new prospects. Monitor the capabilities of the team while evaluating the viability of opportunities within the assigned market.
- Understand accounts operating model, business challenges, critical metrics, issues, goals and growth strategy to develop Canon solutions-based account strategy.
- Develop and implement tactics to expand sockets with current customers and show growth in competitive accounts/environments.
- Participate in regional data analytics reviews including visibility and market share metrics, implementing actions with the growth market sales staff
- Develop and implement short- and long-term strategic plans based on key customer initiatives.
- Work with RBMs to develop and nurture KOLs in the identified growth markets.
QUALIFICATIONS- Knowledge of medical device industry, its products, customers and demonstrated fluency in product lifecycles within the healthcare enterprise.
- Skilled in leading and managing a sales team to win business with a variety of customers, including within complex health systems.
- Ability to develop successful strategies to win new business and secure the installed base.
- Familiarity with CRM tools (i.e., Salesforce) and ability to use data to support business decisions
- Ability to work collaboratively and build strategic relationships with others (internally and externally)
- Ability to communicate effectively in both oral and written form and maintain effective interpersonal relationships.
- Ability to exercise sound judgment in making critical decisions.
- Ability to understand and express opposing points of view while maintaining positive working relationships.
- Knowledge in Microsoft Office Suite: Word, Excel, PowerPoint, etc.
- 4 Year Bachelor's Degree or Equivalent work experience in lieu of degree.
- 5 years Progressively responsible sales experience in diagnostic imaging.
- 7 years Combination of field-based sales and management experience in Diagnostic Imaging.
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