Mgr Regional Business UL - req1701OVERVIEWFunction as the business manager, modality product expert and the sales team leader with respect to modality sales activity within a defined territory for a region. Serve as a liaison between regional sales employees and the marketing business unit, including coordinating activities of the zone sales team, reporting modality business trends, and deploying competitive information for strategy development. Accountable for the outcomes of relevant sales metrics including win rate, product pricing/gross margin performance, and modality business booking and billing plan volume.
RESPONSIBILITIES- Leads strategy development for modality sales through collaboration and partnership with account managers within the assigned territory to drive sales.
- Executes routine responsibilities such as developing RFPs, generating quotations/special price requests, and building/delivering effective customer presentations to identify and advance opportunities for the modality.
- Responsible for the coordination of successful onsite product demonstrations. Maintain a healthy quarterly number of product demonstrations to drive incremental product sales and adequate sales volume to meet the yearly product booking and revenue budget of the assigned territory.
- Applies clinical and technical expertise to assess customer needs and ensure appropriate configurations based on specifications and product capabilities.
- Sets competitive pricing options to support strong margins and drive successful outcomes in securing deals for equipment and service.
- Integrates learning opportunities into a regular cadence of interactions with local sales teams to augment the capabilities of the broader team; Provides coaching for qualifying opportunities.
- Manages activities and influences teams to grow the pipeline of opportunities; Conducts research and challenges information to ensure the quality of the pipeline in support of accurate forecasting.
- Develop and communicate accurate and reliable monthly modality forecasts for the assigned territory. Updates applicable sales tools with information according to established standards and timeliness expectations.
- Engage in prospecting activities to position Canon for advantageous opportunities within the modality and for cross-modality sales; Participate in activities that support a growing presence in the market through local/regional/national tradeshows.
- Partners with marketing business unit to develop show sites and support the development of KOLs in the assigned region.
- Drive the volume and quality of regional clinical references for the modality; Build connections with physicians in the sales process to manage the clinical relationship development.
- Support the resolution of customer issues and stay in contact through delivery, installation, and post installation. Provide feedback to management to improve process and customer satisfaction.
QUALIFICATIONS- Excellent written, verbal, and presentation skills.
- Demonstrated PC proficiency in Microsoft Office suite, including familiarity with Salesforce and quoting tools
- Clinical experience in modality preferred.
- Strong analytical and business acumen.
- Proven project management experience.
- Ability to synthesize complex information to influence others.
- A valid and current state driver's license is required.
- 4 Year / Bachelor's Degree or Equivalent work experience in lieu of degree.
- 7 years prior sales experience within the medical imaging field or related field.
- Ultrasound sales a plus, recent capital equipment sales required.
- Pay Information: $95K base salary plus target incentive.
- Location: South Market Territory
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