National Sales Director Western US

Recruit, hire, train and promote team of Strategic Account Managers (SAMs) for the Western US. Coach all aspects of product promotion including features and benefits, contract and contract strategy, pricing, GPO/IDN relations with a primary focus on anesthesia and critical care drugs. Assist in training, coaching and developing of the SAMs. Implement marketing strategies from corporate and assist National Accounts team and field sales with key accounts, IDN's and GPO's. Manage field sales force in such things as plan of action, timelines, sales goals, expenses management and messaging. Insure that sales budget is met, and Piramal Critical Care is profitable through new business, pulling through existing contract sales and evaluating current profitability of equipment in use. Assist in developing corporate selling and operations strategy at all levels, expenses, contests, streamlining processes and increasing profitability. Direct sales responsibility with or without National Accounts team for larger system contracts. Assist in analyzing new opportunities for acquisitions, licensing etc.
Develop and maintain a current understanding of the marketplace (i.e. conditions, trends, and competitors)
Develop and maintain a current understanding of the Company's capabilities and capacity
Contribute to the development and implementation of marketing initiatives including market research and marketing materials
Contribute to the development of plan of action for all sales and implementation strategy for field sales
Communicate field sales information as well as customer information to Inside Sales Representatives
Collaborate with Insides Sales Support Representatives in managing all facets of relationships with existing customers (e.g. training, product supply, customer service, increasing vaporizer productivity)
Collaborate with Vaporizer Coordinator and Sales Support Representatives to arrange delivery and installation of vaporizers at customer's facilities
Identify new business opportunities for U.S. nationally and regionally from sources such as databases, publications, trade shows, symposiums and internal referrals
Consult with vice president and national account team in developing pricing proposals and present to customers
Prepare and deliver sales presentations to potential customers
Negotiate contract terms and conditions as necessary with SAMs and customers
Consult with potential customers such as distributors, wholesalers, GPO's, IDN's, ASC's and hospitals to determine the compatibility between their inhalation anesthetic requirements and the Company's capabilities
Formulate creative pricing and contracting solutions for field sales to win business
Analyze contract and pricing proposals for sound judgment and acumen
Manage field sales activities, plan of action, follow up, communication with home office staff, travel and expenses
Coach and improve field sales anesthetic contracting, pricing and sales skills
Conduct all activities in a safe and responsible manner
Assist R&D department with critical knowledge pre-launch of new projects
Assist/develop Incentive Compensation Planning
Recruiting, hiring, training and promoting field sales force
Acute Care Sales Experience
Inhaled anesthetic knowledge
Experience with contracting, distribution channels, formularies and GPO's
Significant skills and knowledge of selling techniques, managing techniques and customer relationship management Acute and non-acute industry arena knowledge
Complete knowledge of GPO/Wholesaler/Distributor models
Clinical and industry (i.e. contracts, pricing, competition, etc.) knowledge of inhaled anesthetics
Negotiation Skills
Information technology skills including utilizing software applications such as CRM, PowerPoint, Excel and Word
Ability to travel including valid driver's license and auto insurance (travel estimated at 12 to 15 days per month)
Passionate Reliability and Strong Work Ethic
Desire to Win
Rapid Responsiveness
Innovative Efficiency
Detail Orientation
Absolute Dedication to Company and Field Sales
Hospital Health, Safety and Environment Requirements Knowledge

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