The Regional VP is responsible for sales operations in assigned geographical regions (Western US). 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. Develops and executes sales plans and goals designed to increase sales, profits, and market share and to minimize expenses. Directs, trains, and appraises sales force. Key success factors include ensuring that professional business relations exist with customers and that their needs are met.

Essential Functions and Main Duties

• Develop objectives for each of the Account Executives and associated sales team members in the Region.
• Attain or exceed yearly revenue and objectives for the Region.
• Review the SF.com funnel accounts with each AE on a weekly cadence call and reinforce on a monthly, quarterly and annual basis; work with each AE to modify their plans accordingly to meet agreed upon objectives and forecasts.
• Review the Region's results on a weekly, monthly, quarterly, and annual basis and discuss with the National VP Sales; modify plans and strategies accordingly to meet agreed upon objectives.
• Work with Health System Team/IDN, Marketing, Sales Operations and Finance to develop sales strategies for key accounts, large sales objectives, and major competitive conversions.
• Develop proficiency in clinical/technical knowledge, applications, strategic and tactical sales skills and competitive product knowledge.
• Commit to an annual sales plan, create specific objectives and forecasts orders and expected revenue on a monthly basis.
• Provide for the training and development of each AE; evaluate their needs, set joint objectives and develop a plan to provide the training and coaching required.
• Orchestrate open territory coverage as required with other AEs within region until any open territories are filled.
• Interface with Regional VP, Monitoring to seek out cross selling opportunities within shared regions.
• Operate within the approved region’s expense budget for the fiscal year.
• Direct, plan, delegate, and manage staff including department headcount, succession planning and promotions, terminations, compensation adjustments, etc.; recommend to the National VP Sales changes in the salesforce in order to meet sales goals.
• Recommend developments or updates of policies and procedures to National VP Sales as required.
• Develop the salesforce to communicate and be aware of market and competition activities, business conditions and new product needs.
• Attend and assign necessary salesforce personnel to attend trade shows and conferences, communicating specific objectives of their attendance.
• Build and maintain professional relationships with key customers.
• Manage department budget and submit accurate and timely reports; expenses, monthly report, and forecasts in Salesforce.com.
• Present Nihon Kohden America value proposition to executive leaders, neuro and sleep leadership in the hospitals in your region.
• Write and conduct performance improvement plans (when required) and disciplinary actions (as required), and performance plans bi-annually, referencing the AE Success Factors.
• Handle all departmental employee relations issues.
• 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 marketing, business management or related discipline; relevant education and experience accepted in lieu of degree
• 5+ years of experience in successful selling in a sales management role with a healthcare organization; Neurology preferred
• 3+ years of experience of people management experience, including driving results through others, leading teams or projects, and providing training
• Knowledge of Company products
• Understanding of sales forecasting, programs, promotions and related techniques
• Familiarity with regional sales markets
• Proven success attaining sales goals in a high growth organization
• Demonstrated success and experience selling in complex sales environment with multiple contact points
• Capital Sales experience with large and small organizations preferred

Competencies Required

• Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments and be able to teach these skills
• Able to create needs with customers and lead a team effort in presenting Nihon Kohden America solutions
• Coach and mentor salesforce to find and develop Department Head or an Executive sponsor during the sales process
• Proven competency selling new technologies that require a change in clinical processes in the healthcare field
• Demonstrated ability to quickly learn and absorb clinical and technical advancements in healthcare
• Demonstrated customer advocate, team player with a commitment to excellence
• Must be results oriented with a positive "can do" attitude and a sense of urgency to get things done; must have high level of integrity, outstanding self-motivated work ethic, and possess a broad business perspective with excellent administrative and organization skills
• Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, problem-solving abilities that can lead a selling team in large opportunities
• Strong leadership abilities and supervisory skills
• Ability to interact at all levels of business management
• Effective presentation skills with ability to articulate complex and key concepts to multiple types of decision makers
• Comfortable in high visibility situations and exhibits strong self-confidence, excellent interpersonal, listening, communication (verbal and written), and negotiation skills
• Highly organized and self-motivated, with both a strong attention to detail and the ability to prioritize
• Demonstrated ability to attract, retain, and drive high caliber sales talent
• Ability to prepare correspondence, proposals, contracts, price quotes, and bids; manage, coordinate, and execute projects
• Proficient use of MS Office and related programs
• 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 & 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, and color vision. More specific details may be provided as needed or requested.

Location: Must reside in the Western US territory

Travel: Approximately 75%

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’s official EEO policy statement follows. In keeping with this policy, Nihon Kohden America will continue to recruit, hire, train, and promote into all job levels the most qualified persons without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability, or because he or she is a protected veteran. Similarly, Nihon Kohden America will continue to administer all other personnel matters (such as compensation, benefits, transfers, layoffs, company-sponsored training, education, tuition assistance, and social and recreational programs) in accordance with Company policy. Nihon Kohden America bases employment decisions on objective standards as much as possible in the furtherance of equal employment opportunity.

If you have a disability under the Americans with Disabilities Act or similar law, or you require a religious accommodation, and you wish to discuss potential accommodations related to applying for employment at Nihon Kohden, please contact Human Resources.