Regional Sales Director - Capital Equipment (Ultrasound)

Job Description SummaryAs the Regional Sales Manager you will be responsible for executing to the company strategy, meet regional business objectives, preparing quarterly regional sales forecasts and participating in the determination of market potential and sales expense estimates.  You will monitor region sales performance on an ongoing basis, integrates individual territory plans and account profiles into a broader regional sales plan. The role is responsible for orders, revenues, and profitability targets. The position reports to the VP Sales North America.

GE Healthcare is committed to designing imaging devices that guide Surgeons in making critical, life-changing decisions. With our Active imaging platforms, procedure-based transducer portfolio, and software packages created for the end-user, we provide the solution to visualize anatomy and pathology, guide interventions, and navigate inside the human body. Our mission is to change the standard of care in surgical interventions with our real-time visual guidance devices, giving Surgeons the tools needed to immediately make critical decisions.

With our real-time visualization and guidance platform, BK Medical is our new Surgical Visualization and Guidance, empowering surgeons when it matters most during the procedure.

Job Description

Essential Job Duties

• Regional Sales Planning:  Integrates individual territory plans and account profiles into a broader regional sales plan and coaches’ sales team accordingly.
• Forecasting:  Prepares weekly and quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.
• Performance Monitoring:  Monitors regional sales performance on an ongoing basis, initiating corrective action as required.
• Account Targeting:  Develop, implement, and monitor a regional account targeting program.
• Understands regional IDN and VA landscape within the region.
• CRM Compliance:  Ensures broad team compliance of CRM tool, with specific focus on sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information, and updated customer contacts.
• Sales Growth:  Identify sales forecast gaps, submit corrective strategies and implements aggressive sales growth.
• Coaching: Coach sales representatives on selling skills and account targeting, sharing personal selling experiences to motivate and teach applicable skills.
• Industry Knowledge:  Maintains knowledge of the industry and the competition within the regional market, seeking information from physicians, strategic industry partners, suppliers, players and providers and others to challenge, modify and prioritize regional strategies and prepares their team to counter the competition.
• Customer Records:  Ensure effective implementation of representative customer records, key contacts, reports, and company policies.
• Demo Equipment Maintenance:  Responsible for the proper maintenance of company demo equipment and lease vehicles within the assigned region.
• Expense Management:  Plan and control expenses to ensure sales objectives are met within budget. Responsible for revenue budgets.
• Relationship Building:  Develop and maintain relationships with key BK Medical functional areas with specific focus on: Neurosurgery specialists, CES team, Product Strategy Managers and Commercial Operations (Customer service and Field Service).  Attend and participate in customer, company and industry sponsored forums and courses.
• Talent Development: Maintains talent mindset and actively develops pipeline of future BK Medical sales representative candidates.
• Recruiting:  Ensures that policies are followed in recruiting and selecting the best talent.
• Field Support:  Spends a minimum of 60% time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understand of the customer.
• Product Knowledge:  Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor’s products in front of the customer.
• Diversity and Inclusion:  Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.

Qualifications Required

• Education:  A bachelor’s degree and a minimum of ten years medical device sales experience is required.
• Sales Skills:  Demonstrated ability to master all aspects of the capital sales process and consultative selling.
• Track Record:  A successful track record showing ability to meet targets consistently without straining from company’s strategy and goals.
• Driver’s License:  Valid driver’s license with a clean driving record.
• Travel:  The ability to travel as required by the job.
• Interpersonal Skills:  Strong interpersonal and communication skills, with the ability to plan, organize, close, and deliver autonomously.
• Management Experience:  Experience managing sales teams and supporting employees across multiple states and locations.
• Communication:  Strong written and verbal communication skills, preferring direct and honest communication with superiors, peers, and direct reports.
• Organizational Skills:  Outstanding organizational, problem solving, and multi-tasking skills.
• Attention to Detail:  High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high-level of accuracy.
• Customer Focus:  Strong internal customer focus with desire to learn all aspects of the business.
• Team Player:   Positive attitude, eager to help, and a team player.
• Self-Motivation:  Self-motivate, proactive, and able to work with minimal supervision.
• Results-Driven:  Result-driven and proactive.
• Company Attitude:  Maintains a “company first” attitude.

Preferred Qualifications:

• 5+ years selling ultrasound machines and/or capital equipment preferred.

For U.S. based positions only, the pay range for this position is $126,480.00-$189,720.00 Annual. It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including skills, qualifications, experience and location. In addition, this position may also be eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). GE HealthCare offers a competitive benefits package, including not but limited to medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement.

Additional Information

GE HealthCare offers a great work environment, professional development, challenging careers, and competitive compensation. GE HealthCare is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

GE HealthCare will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

While GE HealthCare does not currently require U.S. employees to be vaccinated against COVID-19, some GE HealthCare customers have vaccination mandates that may apply to certain GE HealthCare employees.

Relocation Assistance Provided: No

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