Regional Director, Sales - Ocular Mid-Atlantic

Position Summary

Working under the direction of the Area Vice President of Sales, a Regional Sales Director is a key member of the management team. The RSD will be responsible for the implementation and execution of the sales direction to ensure revenue and profit goals are achieved.

Essential Duties & Responsibilities

• Ability to drive market adoption of new technology and existing product lines.
• Understands and demonstrates the sales process in acute care, wound care centers, physician offices and navigates a complex selling environment by establishing relationships across clinical and economic buyers .
• Understands and demonstrates the sales process in all levels of eye care; optometry, ophthalmology and specialty areas including cornea specialists, and navigates a complex selling environment by establishing relationships across clinical and economic buyers.
• Accountable for sales in all territories and creation of plan to achieve sales quota.
• Gain and maintain adequate knowledge of competition, industry trends, pricing, market positioning, and reimbursement environment.
• Manage own key accounts/relationships.
• Maintain regular contact and establish close relationships with large accounts through key contacts to continue and increase business.
• Regular co-travel with the regional sales team.
• Actively coach and mentor representatives in territory and helps with account planning.
• Works with representatives at customer accounts and provides written/verbal feedback.
• Creates team environment and winning culture where best practices are shared.
• High energy with excellent communication skills.
• Conducts team conference calls, and one-on-one feedback sessions with team on business performance.
• Leads educational forums for sales team.
• In addition to direct selling duties, this position will also be responsible for executing individual customer marketing plans via phone calls, e-mail or fax.
• Responsible for analyzing the results of marketing activities.
• Directing sales team on lead follow up from tradeshows.
• Support execution of marketing programs and providing customer feedback as needed.
• Manage sales team to exceed sales goals and produce above average sales growth.
• Provides inspirational leadership and strategic direction to team in order to achieve performance objectives; this is accomplished through effective coaching, mentoring & utilization of resources aligned with organizational vision.
• Lead region to achieve strategic corporate goals: Sales Force Effectiveness.
• Maintain a high performing team (recruiting, hiring, training, developing and terminating when necessary).
• Ability to lead and manage change initiatives and process improvement.
• Strong organizational skills and superior attention to detail.
• Ability to work independently, in an environment of ambiguity.
• Interact with the RSD team to build around Best Practices.
• Implement training and development programs with selling team.
• Interface with sales support systems including SalesForce .
• Demonstrates strong ability to build customer relationships and close difficult sales in a complex selling environment.
• Grow the business by assuring the development of new clients and penetrating current clients, supporting institutional selling and/or academic entities.
• Demonstrate strong business acumen and ability to engage in high-level economic discussions to include local price contract negotiations.
• Act as a liaison between management team and field sales.
• Work with internal support teams to ensure strategies are executed at the territory level.
• Monitor region success through continual financial analysis.
• Adheres to compliance code and enforces BioTissue policies and procedures.
• Attend Local, Regional and National meetings as appropriate.

Skills & Abilities

Essential Duty Definition:

• Excellent communication skills; fluent (oral/written) English.
• Excellent organizational skills
• Ability to work successfully and demonstrate flexibility in a fast-paced, rapidly changing, cooperative work environment.
• Positive attitude
• Proficient in Microsoft software applications: Excel, Word, PowerPoint and Outlook.
• Experience utilizing SalesForce CRM software applications.
• Meets deadlines through commitment to planning, prioritization of tasks, and effectively preventing or managing interruptions until the highest priority tasks are accomplished.
• Positive outlook with a roll-up-the-sleeves/ hands-on approach
• Strong collaborative skills; ability to work equally efficient with other team members as part of an interdisciplinary team and independently (with minimal supervision)

Position Expertise/Qualifications

• Bachelor's degree in Business Administration or Life Sciences, required.
• Masters degree in Business Administration or related field, preferred.
• 5 years experience in the following, required.
• Managing independent sales teams in the following industries: ophthalmology, optometry
• Managing independent sales teams in the following industries: wound care, surgical, biotechnology, and/or tissue segment of the health care industry (Amniox positions only)
• SalesForce CRM (Bio-Tissue positions only)
• 5 years managing independent sales teams in the surgical industry (Bio-Tissue positions only), preferred.

Physical Requirements

• Sedentary work that generally requires sitting and/or standing