OverviewThe Regional Director, Medical Informatics is responsible for prospecting, developing, and closing
Radiology Medical Informatics business through regularly scheduled calls/meetings with all
established and potential customers in his/her designated sales geography.
External USDuties and responsibilitiesBookings and Revenue
- Meets and exceeds quarterly bookings and revenue objectives by implementing and
executing effective sales strategies to achieve maximum results. - Achieves the assigned Business Unit sales budget by focusing replacement PACS, Synapse
Information sales within the installed base, and Enterprise offerings while using an
approach that addresses the radiologists'/cardiologists' needs as a primary objective. - Works in collaboration across HCUS product and service teams with emphasis on solution
selling into the installed base, new accounts and ensuring that there is a focus of broadening
our portfolio placements within all opportunities. - Develops effective business partnerships with the Medical Informatics Marketing team,
Solutions Delivery and Support Department, Modality Solutions Sales team and Service
Management to enhance abilities to drive results and overall objectives of HCUS. - Complies with and understands all Medical Informatics product messaging to drive
effective sales strategies and gain market share growth, thereby, meeting and exceeding
booking and revenue objectives. - Develops and drives accurate bookings and revenue forecasts monthly as requested.
- Ensures an active and complete pipeline of qualified medical informatics opportunities,
both new, across all MI portfolios and within the installed base. An ongoing and active
pipeline of $15M in opportunities or greater is required. - Leads sales process for qualified Medical Informatics opportunities within designated sales
geography. Coordinates all aspects of the selling process. Collaborates with the Sales teams
to ensure effective relationship and selling strategies are in place and implemented. - Qualifies and follows-up on all new leads generated from tradeshows, RFPs, Account
Executives, Inside Sales, etc. - Comply with and pass all requirements for vendor credentialing as part of gaining access to
hospitals and facilities to perform assigned job duties.
Cross Functional Team Collaboration
- Develops and communicates market intelligence to Management, making recommendations
on how HCUS may better meet the needs of customers and enhance the HCUS portfolio
offering. - Drives all efforts aimed at providing superior customer experience.
Policy/Process Compliance
- Complies with the Quote to Order/Booking processes, adheres to the Medical Informatics
Grants of Authority (GOA), and follows any and all established policies and procedures. - Provides accurate booking documents enabling the Sales and Marketing Operations and
Order To Remittance processes to work effectively. - Demonstrates proficient and effective use of the Company's CRM tool, as directed by
management. Ensures that opportunity pipelines, account activity, quote activity, contact
management, assets and result reporting are accurately populated in system. - Maintains accurate and detailed records and works strategically to collaborate with all
members of the selling team based on data collected.
Key Performance Indicators
- Achieve sales quota.
- Produce accurate monthly and quarterly forecasting and contribute to the development of
sales strategies with cross-functional teams. - Meet monthly revenue goals through cross-functional collaboration (e.g., Solutions Support
and Delivery and Marketing). - Align behavior with corporate strategy, along with mission, vision, and values.
- Contribute to a collaborative team environment.
- Ensure ongoing and transparent communication- internally and externally.
- Manages demonstrations to defined capacity. Integrates demonstrations of PACS,
Cardiovascular and RIS into normal sales process. - Adhere to the competencies, as defined for the position.
Other
- Comply with all applicable U.S. Food and Drug Administration (U.S. FDA) medical device
regulatory requirements, applicable ISO 13485 standard requirements and all other
applicable laws, regulations, and standards.
Qualifications- BA/BS/MA, with 5+ years of progressive experience in the Medical Informatics Sales in a
Healthcare / Medical Imaging / IT organization. - Broad functional expertise in sales with experience in the areas of establishing customer
relationships, sales presentations, strategic selling, and developing effective value
proposition strategies. - Ability to work cross-functionally and create business impact.
- Ability to problem solve, analyze, and resolve at both a strategic and tactical level.
- Strong customer orientation.
- Demonstrated ability to achieve sales performance.
- Strong communication skills- presentation, written, and oral.
- Must have strong interpersonal skills and a demonstrated ability to communicate with a
diverse range of individuals. - Exercises good judgment.
- Proficient in Microsoft Office, including PowerPoint, Excel, and Word.
- Proficient in the use of SalesForce.com.
- Effective time management skills.
- Ability to anticipate the need for proactive communication and planning at all levels.
- Ability to travel 50% of time- includes time spent in the field and at Corporate offices.
Physical requirementsThe position requires the ability to perform the following physical demands and/or have the listed
capabilities:
- The ability to sit up 75-100% of applicable work time.
- The ability to use your hands and fingers to feel and manipulate items, including keyboards,
up to 100% of applicable work time. - The ability to stand, talk, and hear for 75% of applicable work time.
- The ability to lift and carry up to ten pounds up to 20% of applicable work time.
- Close Vision: The ability to see clearly at twenty inches or less.
Travel- Occasional (up to 50%) travel may be required based on business need.
Salary and Benefits:- $105,000 base plus variable compensation opportunity of $164,210
- Medical, Dental, Vision
- Life Insurance
- 401k
- Paid Time Off
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