Mission:
The Sales Director will focus primarily on new sales revenue and lead generation within a designated geographic region. The ideal candidate will possess a strong understanding of the healthcare industry, have excellent communication skills, and a proven track record in solution-based sales. This is a highly visible position for a detail-oriented person who thrives in a fast-paced environment. Meeting with customers at their location, to discuss the need and use cases of CenTrak products and solutions.
conduct joint sales meetings with customers at their location to discuss the needs and use cases of CenTrak products and solutions. The Sales Director is expected to conduct sales calls with partners and internal resources to hospital organizations and other healthcare sites. This role will be responsible for both direct sales and sales through our partner network.
Responsibilities:
Key Results Area:
- Meet or exceed quarterly and annual sales targets through direct sales and partner sales.
- Manage and be the main point of contact for existing partners.
- Aggressively maximize sales and total partnership potential through sales best practices and training and support.
Essential Responsibilities:
- Identify business opportunities by identifying prospects and evaluating their position in acute care, researching, and analyzing sales options
- Follow-up on leads and actively network and prospect in the assigned geography sufficient to create incremental opportunities and meet company sales goals
- Identify key influencers and introduce CenTrak… “who we are, what we do and how we do it” in a concise, articulate easily understood manner (elevator pitch)
- Execute against a Territory Sales Plan developed, and agreed to, by you and your manager
- Build and maintain strong relationships with key decision-makers, influencers, and stakeholders within healthcare organizations
Support pricing strategy and lead contract negotiations with both partners and customers
- Exhibit/practice organizational skills sufficient to maintain a sales territory, maintain selling tools, and report progress in the prescribed manner including CRM / Sales funnel input, territory planning, performance action plans and opportunity management
- Know and understand all current/new products and promotions and be able to execute a successful sales plan on products and promotions
- Source information regarding potential product improvements or new products by remaining current on industry trends, market activities and competitors
- This position requires the individual to be home office based, with a commitment to travel to customer and partner accounts
- Must be able to travel and stay overnight when necessary for business purposes (50%-70%)
Success Metrics:
- Pipeline quarter over quarter growth
- Forecast accuracy
- Sales training and support of partner sales
Qualifications:
Experience and Education:
- Bachelor’s Degree with 5+ years’ sales experience in the SW and HW solution sales in healthcare hospital industries.
Preferably selling nurse-call or Hospital IT systems.
- Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with C-level and other decision-makers.
Foundational Skills and Core Competencies:
- Excellent communication and presentation skills (verbal and written).
- Successful achievement of 1M+ quotas in consultative enterprise/solution or technical sales.
Ability to manage a pipeline with multiple accounts and partners.Ability to work in a team environment.
- Listening, creative thinker, decision-making acumen, problem solver, takes responsibility, demonstrates personal integrity & honesty.
- Ability to create a solution with appropriate products and services that meets business goals based on client discussions.
- Strong negotiation and closing skills
- Driven to meet or exceed customer expectations.
Physical Requirements:
0-24%25-49%50-74%75-100%Seeing: Able to read reports and communicate with co-workers.XHearing: Able to hear well enough to communicate with co-workersXStanding/Walking/Mobility: Able to stand to open files and operate office machines; mobility between departments and to attend meetings of employees and managers.XClimbing/Stooping/Kneeling:XLifting/Pulling/Pushing:XFingering/Grasping/Feeling: Able to write, type, and use phone system.X
