• SVP/VP Commercial Sales

    Job Locations US-CA-Seal Beach
    Job ID
    2018-1407
    Category
    Commercial
  • Overview

    The SVP/VP of Commercial Sales will report to the CEO and located at corporate headquarters in Seal Beach, CA. The position will oversee the commercial sales, corporate account, reimbursement/payer and hospital sales functions. The role will execute a strategy that will drive corporate objectives and meet or exceed revenue growth.  Overall responsibility includes providing leadership, service and support for internal/external partners, personnel, leverage technology, salesforce structure, incentive compensation plans and attending key customer meetings. Travel is estimated at 40%.

    Responsibilities

    Strategy and Measurements

    • Creates and executes the national sales go-to-market and operational strategies to achieve business objectives.
    • Manages the sales teams, operations and resources to deliver profitable growth.
    • Defines sand oversees sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets.
    • Monitors customer, market and competitor activity and provide feedback to company leadership team and other company functions.
    • Ability to foresee, interpret and rapidly respond to market change by adjusting strategies and realigning priorities accordingly.
    • Works closely with the marketing function to establish successful support, channel and partner programs.
    • Manages key customer relationships and participates in closing strategic opportunities.
    • Determines and monitors key performance indicators (KPIs) such as revenue vs. plan.
    • Anticipates and reacts quickly to trends and changes in performance.
    • Develops and manages sales department budgets.
    • Develops and maintains relationships from the operational to the ‘C’ level.

     

    Leadership

    • Creates a culture of success and ongoing business and goal achievement.
    • Directs and manages sales functional area employees.
    • Hires, supervises, develops and mentors sales directors, while indirectly supervising sales managers and sales personnel.
    • Participates in corporate succession planning activities, writes and delivers employee reviews, keeps close tabs on employee morale and creates a positive working environment.

     

    Selling

    • Assists with complex sales negotiations, attends sales presentations and helps close sales deals.
    • Directly manages very large, high-profile customer accounts, as appropriate.
    • Ensures sales employees are equipped with the product, system and selling-skills training that they require to be successful.
    • Partners with marketing to develop lead generation and revenue generation programs, and to create high performing sales collateral.

    Technology and Continuous Improvement

    • Continually improves the effectiveness of the sales organization and enhances productivity, efficiency and customer satisfaction.
    • Oversees and drives adoption of sales technology including customer relationship management (CRM) and a sales intranet.
    • Partners with information technology leaders to identify and implement new technology and improve existing technology based on business needs.
    • Develops, documents and enforces sales policies, standard operating procedures and best practices and identify improvements where and when required.

    Qualifications

    Job Requirements:

    • Bachelor’s degree in business administration, sales and marketing or related field.
    • Minimum of 10 years of relevant industry experience, with a proven track record in sales or corporate accounts in Life Sciences, Pharmaceuticals or Medical Device markets.
    • Minimum 5 (five) years of experience in leading and developing sales teams.
    • Minimum of 2 (two) years of experience in a senior leadership role, working with C-level executives.
    • Proven track record of executive/C-level relationship development, written and verbal executive communication.
    • Excellent leadership skills, with proven ability to develop a high-performance, customer focused and responsive teams, and employee motivation techniques.
    • Ability to effectively network and collaborate with peers in other functions and with colleagues in other businesses.
    • Proven track record in managing growth business in complex and competitive markets.
    • Strong business acumen and use of business analytics to prioritize, lead and influence.
    • The position requires frequent travel (40% or more) to customers within North America and to internal sites.

    Working Conditions and Physical Requirements:

     

    • This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
    • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job
    • While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk; use hands to finger, handle or feel; and reach with hands and arms

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