This leadership position is responsible for driving sales and revenue growth for core laboratory product lines within a specified region, primarily covering Colorado, Wyoming, Utah, Oklahoma, West Texas, and New Mexico. The role involves leading and developing a sales team, managing customer relationships, and ensuring operational excellence in sales activities to achieve financial goals.
Responsibilities
Ensure the implementation of sales strategy, guidelines, and targets
Drive commitment and accountability of a core laboratory sales team to achieve and exceed sales goals
Grow revenue at assigned integrated delivery networks, hospital laboratories, regional reference labs, and physician office labs
Focus on overall revenue growth for Siemens central lab product lines including chemistry, immunoassay, coagulation, hematology, plasma protein, allergy, automation, and information technology
Account for the continuous development of assigned sales teams
Ensure all direct sales are appropriately trained and competent in customer management, product and solution positioning, and all applicable sales processes and tools
Coach, promote, and manage adherence to commercial best practices
Hire and develop a sales team of 6-8 direct reports
Set appropriate mutual expectations for direct reports and review biannually
Provide frequent feedback and discuss individual development opportunities annually
Timely manage performance improvement cases if needed
Determine priorities to successfully pursue
must win
deals including short-term (3 to 6 months) and long-term (2 to 3 year) strategic sales plans and ensure their implementation
Help coach team on account strategy
Own the commercial outcome of new instrument opportunities (grow Reagent and Consumable Revenue, TCO, and instrument placements)
Have direct customer relationships and understand current market conditions in the Region of responsibility
Lead direct sales team to understand and address customer needs and the effective delivery of the Siemens Healthineers value-proposition
Own the execution and output of all key sales operational activities and metrics for sales funnel management, CRM tool rigor, sales processes, coverage on critical accounts, and overall financial health of each account including contract management and compliance
Be accountable and own capital and reagent forecasting in Region
Account for quality and accuracy of forecasting across all related product lines, as well as top and bottom-line financial outcomes for each deal
Own the commercial outcome of existing customers across Reagent and Consumable revenue growth, menu expansion, and contract compliance for assigned accounts
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Conduct regular reviews with Area Vice President and Field Product Manager, driving organization-wide commercial strategy within respective Region
Drive teamwork with the Siemens Healthineers Strategic Corporate Accounts organization, internal sales teams, distribution partners, technical and service organizations
Develop strategy and implement tactics to achieve sales goals
Lead collaborative efforts with Siemens Healthineers teams within and from outside Region to ensure an excellent customer solution and experience
Leverage Healthcare Consulting Services (HCS) and Informatics Sales Specialists for support during the sale cycle
Work jointly and collaboratively with several internal Siemens Healthineers teams to ensure a positive customer solution/experience
Develop and manage a strong collaborative environment within team as well as other partners with accountability towards solution-based approach and balancing the needs of customers with the financial goals of the company
Directly account for leading assigned sales region to achieve and exceed sales goals across all Laboratory Solutions products, as well as for the financial performance of the Sales team in the Region
Manage and resolve business problems, especially in dynamic environments
Act with good judgment and decision making, aligned with Siemens Healthineers commercial strategy
Requirements
Track record of success leading sales team (or sales team members) in Laboratory Diagnostics
Reside and have experience in the Region with knowledge of the respective Integrated Delivery Networks
Effective communication and interpersonal skills, with the ability to work cross-functionally
Inspirational leadership and motivating others, accountability and drive for results, organizational agility, ability to establish trust and rapport quickly and build effective team
Relevant business acumen to include standard competencies (financial, market positioning, healthcare industry, and customer relations)
Experience in training and development, with a focus on coaching and mentoring
Proven record in a solution-selling environment and large account development, with 7 to 10+ years
experience in a complex sales environment (Capital equipment, Medical, Devices, etc.)
Must possess a high level of strategic decision making with a focus on impact and speed, critical thinking skills, advanced sales skills, problem solving skills as well as objection handling skills
Hold a valid driver
s license in the state they reside
No prior DUI/DWI convictions or pending DUI/DWI charges or other serious moving violations (unless such a restriction is prohibited by state/local law)
Nice to have:
Experience developing account-level deal strategy (Miller Heiman) & organizing team to execute on plan of action
Direct management of Sales Team experience within the IVD marketspace
Demonstrated success in communicating effectively with the Area VP to keep them informed about the progress and alignment of business priorities and results
Demonstrated knowledge of product lines, markets, and competitors
BS/BA in related discipline, or advanced degree, where required, or equivalent combination of education and experience
Benefits
Medical insurance
Dental insurance
Vision insurance
401(k) retirement plan
Life insurance
Long-term and short-term disability insurance
Paid parking/public transportation
Paid time off
Paid sick and safe time
Important Details
Application deadline: No deadline to apply; applications are accepted on a rolling basis
About the Company
Siemens Healthineers is a team of more than 72,000 highly dedicated Healthineers in more than 70 countries. As a leader in medical technology, they constantly push the boundaries to create better outcomes and experiences for patients. Their portfolio is crucial for clinical decision-making and treatment pathways. They are a global team of scientists, clinicians, developers, researchers, professionals, and skilled specialists, who believe in each individual
s potential to contribute with diverse ideas, united by one purpose: to pioneer breakthroughs in healthcare for everyone, everywhere, sustainably.
