Sales Area Manager / Director, PSS Capital

HillRom   •  

Nashville, TN

Industry: Manufacturing / Diversified


11 - 15 years

Posted 345 days ago


 The Area Manager/Director is responsible for driving profitable revenue and market share growth for the Patient Support Systems (PSS) portfolio in assigned geographic territories and health systems for capital, rental & service products within the acute care setting. He/she will provide sales leadership to team of field sales representatives (account executives) and clinical support associates (clinical outcomes managers) and is expected to build a high performing, collaborative team. This leader is accountable for understanding the market dynamics and competition and leading/facilitating the development of market specific strategies with robust tactical implementation plans. He/she establishes individual rep sales targets, monitors attainment, coaches for performance and proactively addresses issues. This leader is expected to be “hands on” in the field with his/her team members actively coaching for high performance, developing customer relationships, and personally assisting with deals in key strategic accounts. He/she may be asked to personally manage C-Suite IDN relationships within the respective geography.   

  • Recruits, develops, manages, and motivates a high performing team of sales professionals
  • Creates and maintains a collaborative, performance based culture, consistent with the Hill-Rom Commitment and focused on achieving profitable revenue growth
  • Develops annual and quarterly sales strategies and plans for assigned area to maximize profitable revenue growth in alignment with Company strategy and customer needs
  • Effectively defines and communicates sales targets; proactively manages performance against targets
  • Coaches team members on appropriate sales process, tactics, pricing, deal structure, use of CRM, customer and financial data
  • Builds and maintains relationships with major hospital systems, IDN’s
  • Performs regular field travel to coach team members and understand customer needs and dynamics of the market
  • Actively participates in the monthly operational planning processes, business reviews, and provides accurate forecasts to review/adjust against P&L goals
  • Ensures weekly implementation of project tracking/forecasting via the CRM system.
  • Stays abreast of market trends and competitive pressure; proactively shifts sales strategy and plans as appropriate
  • Proactively work with AEs, SCMs, sales specialists and business support functions (i.e. marketing, finance, sales operations, etc.) to effectively organize, assemble and arrange resources to meet strategic and tactical goals
  • Fosters effective relationships among colleagues across business units and functions optimizing profitability and customer satisfaction
  • Interacts effectively with customers, clearly articulating the Hill-Rom value proposition and providing solutions that improve outcomes for patients and caregivers




  • 10+ years of experience in sales with at least 5 years of experience in the Acute Care capital equipment space. Additional experience with Acute Care rental therapy products preferred.
  • 3+ years of experience managing a sales team of direct reports
  • Expertise in capital and rental product sales process from initial planning for potential opportunity to structuring and closing a sales deals
  • Strong business acumen – strong knowledge of business financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the care providers and administrative personnel.
  • Effective planning and program management skills – strong skills at defining strategies and plans to drive growth in defined markets.
  • Strong problem solving and analytical skills – ability to understand key customer clinical issues and provide solutions that maximize the value to the customer
  • Exceptional communication skills; listens well, displays excellent written and oral communication, delivers presentations with impact
  • Works smoothly across a matrix organization, proactively developing and managing collaborative relationships with colleagues across business units and functions
  • Demonstrated experience in planning, forecasting and sales resources deployment