Regional Sales Director - PA, DE, Upstate New York

The Regional Sales Director is field-based sales leadership position responsible for driving commitment and accountability of a core laboratory sales team to achieve and exceed sales goals, grow revenue at assigned integrated delivery networks, hospital laboratories, regional reference labs and physician office labs. Focus will be on overall revenue growth for Siemens central lab product lines inclusive of chemistry, immunoassay, coagulation, hematology, plasma protein, allergy, automation, and information technology. Region covers primarily Pennsylvania, Delaware and Upstate New York.

People Leadership 

• 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. Coach, promote, and manage adherence to commercial best practices. 

• Responsible for hiring and developing a sales team of 6-8 direct reports.  This includes setting appropriate mutual expectations that will be reviewed on a biannual basis, provide frequent feedback, and discuss individual development opportunities one time per year.  Timely manage performance improvement cases if needed. 

• Determine priorities to successfully pursue ‘must win’ deals including short-term (3 to 6 months) and long-term (2 to 3 year) strategic sales plans and ensure their implementation. 

• Help coach team on account strategy and own the commercial outcome of new instrument opportunities (grow Reagent and Consumable Revenue, TCO, and instrument placements). 

Customer 

• Have direct customer relationships and understand the current market conditions in Region of responsibility and lead direct sales team to understand and address the customer’s needs and the effective delivery of the Siemens Healthineers value-proposition to the customer. 

Operational Excellence & Business Acumen 

• Own the execution and output of all key sales operational activities and metrics for sales funnel management, CRM tool rigor, sales processes, coverage on critical accounts, and overall financial health of each account including contract management and compliance.  

• Be accountable and own capital and reagent forecasting in Region.  Accountable for quality and accuracy of forecasting across all related product lines, as well as top and bottom-line financial outcomes for each deal.  

• Own the commercial outcome of existing customers across Reagent and Consumable revenue growth, menu expansion and contract compliance for assigned accounts. 

Collaboration 

• Conduct regular reviews with Area Vice President and Field Product Manager- driving organization-wide commercial strategy within respective Region. 

• Drive teamwork with the Siemens Healthineers Strategic Corporate Accounts organization, internal sales teams, distribution partners, technical and service organizations as well as develop strategy and implement tactics to achieve sales goals. 

• Lead collaborative efforts with Siemens Healthineers teams within and from outside Region to ensure an excellent customer solution and experience, including but not limited to Health Systems Executives, Service, Technical Applications, Strategic Corporate Accounts, etc. as measured through regular customer feedback. 

• Leverage Healthcare Consulting Services (HCS) and Informatics Sales Specialists for support during the sale cycle. 

• Work jointly and collaboratively with several internal Siemens Healthineers teams to ensure a positive customer solution/experience. These teams consist of: Service, Technical Applications, Business Operations, Finance, Marketing, HR and other teams. 

• Develop and manage a strong collaborative environment within team as well as other partners with accountability towards solution-based approach and balancing the needs of customers with the financial goals of the company. 

Overall Accountability 

• Directly accountable for leading assigned sales region to achieve and exceed sales goals across all Laboratory Solutions products, as well as for the financial performance of the Sales team in the Region. 

• Manage and resolve business problems, especially in dynamic environments. 

• Act with good judgment and decision making, aligned with Siemens Healthineers commercial strategy. 

Your Expertise: 

• Track record of success leading sales team (or sales team members) in Laboratory Diagnostics is required, and the candidate must reside and have experience in the Region with knowledge of the respective Integrated Delivery Networks. 

• Effective communication and interpersonal skills, with the ability to work cross-functionally. 

• Inspirational leadership and motivating others, accountability and drive for results, organizational agility, ability to establish trust and rapport quickly and build effective team. 

• Relevant business acumen to include standard competencies (financial, market positioning, healthcare industry, and customer relations). 

• Experience in training and development, with a focus on coaching and mentoring. 

• Proven record in a solution-selling environment and large account development, with 7 to 10+ years’ experience in a complex sales environment (Capital equipment, Medical, Devices, etc.). Experience in managing direct sales team preferred. 

• Must possess a high level of strategic decision making with a focus on impact and speed, critical thinking skills, advanced sales skills, problem solving skills as well as objection handling skills. 

Preferred Qualifications: 

• Experience developing account-level deal strategy (Miller Heiman) & organizing team to execute on plan of action. 

• Direct management of Sales Team experience within the IVD marketspace. 

• Demonstrates success in communicating effectively with the Area VP to keep them informed about the progress and alignment of business priorities and results.  This skill is also essential in effectively conveying the direction of the AVP to the Region sales force. Must be effective through email, Teams, and in person communication with customers, internal teams, and leadership 

• Demonstrated knowledge of product lines, markets, and competitors. 

• BS/BA in related discipline, or advanced degree, where required, or equivalent combination of education and experience. 

This role is governed by our Fleet Safety Policy. To be eligible for employment, applicants must hold a valid driver’s license in the state they reside and may not have any prior DUI/DWI convictions or pending DUI/DWI charges or other serious moving violations (unless such a restriction is prohibited by state/local law).