Our client a well-known manufacturer of Healthcare Capital Equipment is seeking a Vice President of Sales for the Senior Living business unit.
SCOPE AND RESPONSIBILITIES
The Vice President of Sales – Senior Care oversees the sales, marketing, product management, distribution of risk management and safety solutions as well as asset management and locating solutions to the Senior Care Marketplace nationally. Responsible for consultative-style direct sales to continuing care retirement communities, senior housing, skilled nursing care, and assisted living markets throughout the United States and Canada. Also includes the responsibility of Corporate Accounts. The list of duties and responsibilities is not all- inclusive and may be expanded to include other duties and responsibilities as management may deem necessary.
Essential Duties and Responsibilities:
- Working in an autonomous environment, continue to evolve a business through a sales and marketing strategy that will maintain this company as a leader in its markets.
- Drive the development of an effective sales strategy and annual/monthly plans that are consistent with the goals of the Company. Work closely with Engineering, Manufacturing, Technical Support, Marketing and Finance in developing those plans.
- Responsible for long and short-range strategic planning, developing sales quotas and forecasts, and budgeting for a sales team.
- Assist in the recruitment and hiring of high-level sales performers in order to meet and/or exceed goals and objectives and continue to define/refine effective compensation and incentive plans.
- Lead ongoing training and mentoring efforts.
- Remain knowledgeable of market and industry trends, competitors, and leading customer strategies to ensure that the company’s products are highly competitive and make full use of leading-edge technology.
- Identify and implement the appropriate sales process to drive successful sales goals.
- Analyze and control expenditures of department to conform to budgetary requirements.
- Responsible for interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
- Travel as required
- Other projects as requested
EXPERIENCE AND REQUIREMENTS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.
Education and/or Experience
- Proven track record of performing the specific responsibilities outlined above.
- Minimum of 12 years of relevant sales and management experience to the long-term care, home care, or assisted living industry is required.
- Experience in sales through a direct inside sales team involving phone selling management skills is required.
- Experience managing a business unit or similar with full P&L responsibilities are required.
- Must demonstrate the value of consistent sales training in phone selling skills, product sales training, understanding customer and knowing competitors.
- Must have experience developing and implementing effective sales compensation plans.
- Must have experience and understanding working with pricing models.
- Must have solution selling experience of healthcare capital equipment installed at the client site with follow-up support.
- Must have proven experience and show proof of working effectively with sales management strategies.
- Must have a proven track record of delivering double-digit sales growth in a mid-market company.
- Familiarity selling to architects, general contractors, and/or construction industry is preferred.
- Computer skills in a Windows environment are needed. Should be proficient in the use and management of sales database tracking programs, and in Microsoft Office Applications including Excel, Power Point, Access, Outlook and Word.
- Requires mathematical skills that include the ability to add, subtract, multiply and divide.
- Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
- Requires effective oral and written communication skills in order to interact with others both within and outside the company.
- Bachelor’s degree strongly preferred.