Sr Director, Sales (North East zone)
Business Unit: Laboratory Diagnostics
Requisition Number: 230393
Primary Location: United States-New York-New York
Other Locations: United States-Massachusetts-Boston, United States-Pennsylvania-Philadelphia
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: Bachelor's Degree
Travel Required: 60%
Siemens is a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years. As a global technology company, Siemens is rigorously leveraging the advantages that this setup provides. To tap business opportunities in both new and established markets, the Company is organized in nine Divisions: Power and Gas, Wind Power and Renewables, Energy Management, Building Technologies, Mobility, Digital Factory, Process Industries and Drives, Healthineers and Financial Services.
With 45,000 employees Siemens Healthineers is one of the world’s largest suppliers of technology to the healthcare industry and a leader in medical imaging, laboratory diagnostics and healthcare IT. All supported by a comprehensive portfolio of clinical consulting, training, and services available across the globe and tailored to customers’ needs. So that more people can have a life that is longer, richer, and more filled with happiness.
For more information, please visit: http://www.usa.siemens.com/healthineers
§ Senior Management position with leadership responsibility to drive the growth of sales and market share of Siemens Laboratory Diagnostics business, including Chemistry, Immunochemistry, Automation, IT and Laboratory Solutions.
§ Field-based position with responsibility for driving commitment and accountability of direct sales team to achieve or exceed sales goals in the territory assigned.
§ Span of control is approximately 4 - 6 direct reports, including 3 -5 Regional Sales Directors (RSD) and 1 – 2 Key Account Executives (KAE). Reports directly to VP Sales USA.
§ Key leadership role in development and implementation of solution-based customer selling approach and balancing the needs of our customers with the financial goals of the company.
§ Directly responsible and accountable to lead assigned sales regions to achieve or exceed sales goals across all product lines.
§ Leads direct sales teams in understanding the customer’s needs and the delivery of Siemens Healthineers value-proposition to the customer.
§ Owns implementation of key sales actions and processes, including funnel management, sales processes, coverage on critical accounts, compliance topics.
§ Drives capital and reagent forecasting process within area of responsibility, accountable for quality and accuracy of forecasting by assigned team across all related product lines.
§ Develops short-term (3 to 6 months) and long-term (2 to 3 yr) strategic sales plans and ensure their implementation.
§ Accountable for the continuous development of assigned sales teams and for ensuring all direct sales are appropriately trained and competent in customer management, product and solution positioning, as well as all applicable sales processes and tools.
§ Implements and manages developmental plans for employees’ sales performance and career goals, providing timely, direct and honest feedback on employees’ current strengths, as well as areas that need improvement. Develops candidates for additional responsibility/promotion.
§ Leads collaborative efforts with Siemens teams within and from outside Siemens LD to ensure a positive customer solution/experience, including but not limited to Service, Technical Applications, Strategic Corporate Accounts, Specialty Sales, and Total Laboratory Solution teams.
§ A minimum of 60% travel is required throughout assigned territory.
Required Knowledge/Skills, Education, and Experience
Education: Minimum of BA/BS degree in medical health sciences (Medical Technology, biology, clinical Chemistry, etc.) or in business or marketing
§ Laboratory and/or diagnostics background preferred; successful leadership experience in people management required.
§ Proven track record in a solution-selling environment, with 7 to 10 years’ experience in a complex sales environment (Capital equipment, Medical, Devices, etc.) and 5 to 7 years’ experience managing direct sales teams.
§ Typically 10+ years of successful experience in a directly related field and successful demonstration of key responsibilities as presented above.
§ High degree of business acumen to include standard competencies (financial, market positioning, healthcare industry, and customer).
§ Experience with CRM tools and the ability to acclimate to a variety of IT tools.
§ Demonstrated knowledge of organization's business practices and issues.
§ Strong people management and people development capabilities with ability to manage and lead change in dynamic environment.
§ Proven experience and demonstration of management skills and ability to provide work direction, motivation, performance management, and disciplinary action.
§ Must possess a high level of critical thinking skills, advanced sales skills, problem solving skills as well as objection handling skills.