Senior Sales Director, North America (Central US)

The Director, North American Sales (Central US) is responsible for meeting their assigned organization's sales objectives through effective leadership of market team. The Director, North American Sales is responsible for strategic planning and financial management of the sales department as well as staff development, customer contact, communication, and ethics and compliance of the market team.

The Director, North American Salesmust live in the central United States

Where youll work

While you'll have the option to work from home some days, this role requires significant travel to meet with our Solutions Consultants and other stakeholders within the assigned regions.

Your days will be filled with:

Strategic Planning and Execution:

• Collaborating with NAMMT on strategic initiative prioritization and development. This will include a quarterly review of the roadmap with NAMMT, and marketing to confirm, agree and drive the priorities.

• Providing coordination and leadership on national business initiatives. This will include market segment initiatives such as condition-specific initiatives (ALS, Aphasia, Autism, etc.) and customer segment initiatives (Outpatient, hospitals, Home Health, etc) to ensure positive outcomes at the field level.

• Providing coordination and leadership on NPI (new product introductions). This will include forecasting, target identification review of training/launch strategy with the learning team, target tracking at a responsibility level, introduction of product(s) to key accounts (see below), and field coaching and reviews with RD's to ensure successful commercial launch.

• Collaborating with each other and the NA market management team on field sales and sales leadership deployment strategy and execution.

• Developing and implementing new sales initiatives, strategies, and programs to capture key demographics.

• Assisting with regional-specific strategy development, execution with KPI targets is met.

• Collaborating with Boardmaker team on prioritization of accounts and cross-selling strategies and opportunities. Once priorities are established, the NA Sales Director will lead the alignment of the Boardmaker team with the RD's and field team for execution.

• Collaborating with the sales development team on key account strategy and prioritization. Once priorities are established, the NA Sales Director will lead the alignment of the business development team for execution.

• Collaborating with HCP on prioritization of accounts and key payor strategies and opportunities. Once priorities are established, the NA Sales Director will lead the alignment of the HCP team with the RD and field team for execution at the field level.

• Collaborating with each other, marketing, sales enablement, market operations, and HCP teams for customer-facing promotions.

• Collaborating with each other on the development of strategically focused sales contests and collaborating with market Operations and sales enablement to ensure the ability to execute.

• Financial Management Including:

• Establishing sales objectives by forecasting and developing annual sales quotas for regions and territories projecting expected sales volume and profit for existing and new products.

• Delivering monthly budgeted sales-financial sales plan (forecasts) achievement to NAMMT.

• Budgeting development and Forecast Management to the President of the Market unit.

• Responsible for setting sales quotas and sales territories.

• Collaborating with each other on Sales Consultant and RD compensation plans.

• Collaborating with market operations on analysis and ability to execute, then finally- present, as a team to the President of NA market unit for approval.

• Expense control- lead by example and comply with, enforce, and support the company's T&E policy.

• Reviewing all RD/SC Account expense reports to ensure compliance from the market team.

Staff Development and Coaching

• Managing, developing, coaching, guiding, and motivating your RD team to develop their skills to ensure a high professional standard is achieved and monthly sales targets and KPI targets are met.

• Talent acquisition- leading the recruiting and hiring for the sales department in their assigned area. Leading all RD recruiting/hiring and will be secondary on Sales Consultant candidate selection to include face-to-face interviews for each new hire when appropriate.

• The NA Sales Director will be secondary in the RD hiring process to support the other NA Sales Director.

• Responsible for updating, collaborating on, and maintaining a consolidated national list of bench talent for future RD/leadership positions.

• Assisting corporate in the development of training programs for sales, both corporate and field-based

• Collaborating and developing a training protocol for potential RD's to include: RD competency review, co-interviewing, training of new hires (per new hire training protocol), mentoring a specific new hire, presentation opportunities with team (conference calls or meetings), joining SEGG call periodically- this step will be near the very end of the development process for potential RD's, attend RD meeting- this will also be near the very end of the development process and be limited to an exclusive group agreed upon by both NA Sales Director and President of NA Market, and opportunities for exposure to corporate departments.

• Developing and executing coaching plans for each RD with an emphasis on focused competency development.

• Providing ongoing development/coaching/feedback with each RD to include face-to-face discussions/co-travel with measurable KPIs.

• Assisting RD's with coaching plan development for Sales Consultants.

• Assisting RD's with territory management plans, and performance Improvement Plan development for Sales Consultants when necessary.

• Frequent co-travel with Sales Consultants focusing on skill set development and needs of the team (provide feedback to RD all market team) and key customer contact with measurable global.

• Maintaining own technical knowledge by attending educational workshops.

Strategic Account Management

• Continually develop knowledge of the business climate, applications, and competition in your defined geography and accounts.

• Collaborating and coordinating efforts on top target accounts that cross over multiple regions (examples will include: Gentiva, HealthSouth, Select Specialty Hospitals, HCA, Manor Care, and other multi-region hospital chains, LTC chains, and home health organizations) with business development team. Sales Managers will collaborate with each other, assess, and prioritize the list of targets for each to own. Business Development will manage all executive relationships with these accounts.

• Collaborating with each other once field-level execution is required (With strategic accounts that cross zones).

• Coordinating with RD's and internal resources required and leading the field-level activities to achieve the specific goals of the initiative for this specific account.

• Communicating monthly to NAMMT (North American Market Management team) with the strategic account and providing updates on mutual progress, successes, mutual opportunities for improvement, and challenges.

Customer Contact

• Responsible for calling on key customers within specific regions to develop meaningful relationships with AAC thought leaders, HEVs, and large school districts (RD will be the primary strategic owner of these accounts).

• Collaborating with the HCP dept on prioritization of accounts. Will call on key payors, MCOs, Medicaid agencies, and telephone programs (RD will be the primary strategic owner of these accounts).

• Attending national trade shows that take place in their segment or market unless otherwise specified by the President of the Market Unit. Will participate in key regional shows, key state shows, and key implementation tour stops when appropriate and strategically beneficial.

Communication

• Providing consistent communication to the President of the NA Market Unit and assigned others on field trends, customer feedback, opportunities, issues, needs, and competitive updates.

• Providing consistent communication to the sales team on key initiatives, key strategies, programs, best practices, opportunities, recognition of successes, and results.

• Setting examples for your team members and the source of inspiration for your team.

Qualifications

We are looking for someone who has:

• Bachelor's degree required,

• Minimum of 7-10 years of solid sales management with a proven record of results,

• Education or education sales, project / product management desired,

• Industry and healthcare experience required,

• Technology background with demonstrated technical skills is strongly preferred,

• Highly Proficient in Microsoft Office Suite, Salesforce, Apple, and Google products strongly preferred

• Ability to sustain a rigorous travel schedule

Skills needed to be successful in this position:

• Strong, effective professional selling skills

• Proven track record of building strong functional sales teams

• Strong interpersonal, collaboration, and teaming skills

• Listening, verbal, and written communication skills

• Effective sales presentation and platform training skills

• Abilityto communicate at all levels within an organization

• Detailed oriented

• Ability to multitask

• Competitive Spirit

• Passion and Drive

• Professional