The Regional VP is responsible for sales operations in assigned geographical regions. Manages, directs, and coordinates all sales plans, programs, and convention activities. Oversees development of new accounts and servicing of existing accounts. Maintains and promotes trade contacts. Directs, trains, and appraises the sales force.
Key success factors include developing and executing sales plans and goals designed to increase sales, profits, and market share and to minimize expenses. Ensures that professional business relations exist with customers and that their needs are met.
Essential Functions and Main Duties
- Assumes responsibility for the planning, development, and implementation of effective regional sales programs and policies
- Assists Senior management with long and short-run regional sales strategies
- Ensures that regional field sales plans complement and support established Company-wide goals
- Develops and implements quarterly regional sales plans, programs, policies, and goals, which further strategic objectives
- Forecasts profit and volume growth and related goals in SF.com
- Assists in preparing regional sales budget
- Assumes responsibility for the effective performance of regional sales activities
- Conducts regular reviews of sales activities and effectiveness; provides recommendations regarding improvements in sales and service delivery, programs, and procedures
- Oversees and manages all regional sales functions, including efforts of Account Executives
- Researches and evaluates current and potential markets for sales opportunities; develops recommendations
- Determines market strategies and goals for Company products and services related to the regional sales environment
- Ensures that existing accounts are maintained & serviced in accordance with Company standards and policies
- Makes sales presentations to major accounts as necessary; ensures sales process is professional and effective
- Coordinates clinical, technical, and sales support as needed
- Develops and oversees technical or product training as needed
- Coordinates Regional/National corporate convention sales and presentations
- Ensures regional sales goals are met or exceeded
- Assumes responsibility for the effective planning, coordination, communication, and reporting of regional sales functions
- Oversees the development and implementation of an optimal regional sales structure, and related policies and procedures
- Ensures that regional sales functions are well coordinated with related departments and that open communication among personnel exists
- Manages and oversees sales expenses; ensures that spending complements operating plans, profit commitments, and anticipated changes in the business environment in accordance with the Corporate Expense Policy
- Completes required reports, records, and documents; prepares periodic sales reports and business plans for the Department
- Keeps management informed of area activities, progress toward established milestone/goals, and of any significant known problems
- Attends and participates in Regional / National meetings and committees as required
- Effectively supervises the sales force, ensuring optimal performance
- Provides leadership and mentorship to sales personnel through effective objective setting, delegation, and communication; conducts sales meetings as required; directs, schedules, and coordinates regional sales functions
- Sets up and trains the field sales force; provides regular instruction regarding policy, procedure, and program changes
- Ensures that field personnel are effective and optimally used
- Sets performance metrics for sales personnel; provides suggestions to improve effectiveness
- Conducts performance appraisals as required; formulates and implements corrective actions as needed; recommends changes in status of personnel, including promotions, transfers, and salary adjustments
- Ensures that the sales force levels are appropriate and effectively utilized; conducts interviews and assists with hiring
- Assumes responsibility for establishing and maintaining professional business relations with customers, distributors, and trade contacts
- Ensures that requests, needs, and questions are promptly addressed/resolved; ensures that customers are informed of Company products, programs, and promotions
- Monitors service delivery and ensures excellence in service levels
- Represents the Company at trade functions; follows up on all notices for action and new account opportunities
- Ensures that the Company's professional reputation is maintained
- Select, manage, develop, and hold accountable team members to meet department deliverables and responsibilities. Complete company people management requirements. Exhibit manager competencies.
- Adhere to all company policies, procedures, and business ethics codes.
- Duties may be modified or assigned at any time based on business need.
Qualifications
Education / Certification / Experience Required
- Bachelor’s degree in business management or related discipline; relevant education and experience accepted in lieu of degree
- 10+ years of experience in sales
- 5+ years of people management experience, including driving results through others, leading teams or projects, and providing training
- Knowledge of Company products
- Familiarity with regional sales markets
- Understanding of sales forecasting, programs, promotions and related techniques
- Experience in developing and carrying out business plans, sales plans, and commission programs
Competencies Required
- Strong leadership abilities and supervisory skills
- Ability to prepare correspondence, proposals, contracts, price quotes, and bids
- Excellent communication, negotiation, and presentation skills
- Ability to interact at all levels of business management
- Able to manage, coordinate, and execute projects
- Must be able to communicate verbally and in writing, and to receive and understand verbal and written instructions in English
- Able to work effectively both independently and in a collaborative team environment
Compensation
Your Total Target Compensation (TTC) is composed of a $160,000 base salary plus incentives for achieving defined business goals including commission, bonus, business objectives, or combination thereof.
Perks and Benefits
Visit our Career page to learn more about Perks & Benefits and working at Nihon Kohden America
Working Conditions
Schedule: The regular hours for this full-time position are 8:00 a.m. to 5:00 p.m., Monday–Friday, unless otherwise stated by the department manager. Holiday, weekend, and evening work hours may be required. Regular hours may vary due to the needs of the organization or department and are subject to change at any time at the Company’s discretion.
Physical: Generally, may require some reaching, bending, stooping, squatting, crawling, kneeling, pushing, pulling, lifting, carrying up to 20 pounds, finger dexterity, repetitive motions, standing, walking, sitting, hearing, visual acuity, color vision. More specific details may be provided as needed or requested.
Location: Must reside in assigned territory
Travel: Approximately 80%
Access to Customer Sites: It is an essential function of this position to perform duties in healthcare facilities, and to achieve the necessary vendor credentialing. As part of this process, it is typically required to provide proof of vaccinations (including for COVID-19), and related personal medical information, and to comply with other criteria as needed to be able to work at customer sites. Typical vendor credentialing expenses will be paid/reimbursed by the Company.
Nihon Kohden America is committed to maintaining a professional and respectful workplace free from discrimination, harassment, and retaliation and welcomes all qualified candidates to apply. Employment decisions are based on qualifications, experience, and business needs, without regard to legally protected characteristics. This policy applies to all employment actions, including recruitment, hiring, promotion, compensation, training, and other workplace practices.
Nihon Kohden America complies with all applicable federal, state, and local laws regarding equal employment opportunity. Employees and applicants will not be subject to harassment or retaliation for asserting their legal rights. Questions or concerns regarding this policy may be directed to Human Resources at [email protected].
