Outpatient Regional Sales Director - West

About the Role

The Hyperfine Outpatient Regional Sales Director (RSD) is responsible for driving sales of Hyperfine products into their defined geographical territory. The RSD will be calling into settings outside the hospital, including neurology offices, freestanding outpatient clinics, and concierge/longevity practices. The RSD is responsible for developing their territory plan, building strategic relationships, and driving revenue opportunities in a capital sales and rental/lease environment. The RSD must be ready to sell disruptive technology and coach / lead customers through a change management process for both business transformation, patient care, and outpatient workflows. Finally, the RSD will introduce customers to Hyperfine products, define customer needs, recommend product solutions, and own field based commercial activities to achieve or exceed sales quota.

Responsibilities

• Develop and own the territory plan to achieve quota / revenue growth goals, which will include both tactical and strategic thinking / planning.
• Be disciplined to a defined sales process and lead generation process, including specific KPI's that will be measured weekly, monthly, and quarterly to support sales success.
• Collaborate with team members across the Hyperfine organization to share best practices and support a cohesive sales approach.
• Be always the Directly Responsible Individual (DRI) or quarterback for the customer while the sales process is underway and throughout the customer lifecycle to deliver successful outpatient programs.
• Manage a complex sale with multiple work streams moving simultaneously and in a proper choreography that leads to system / unit sales of Swoop.
• Experience selling into private practices and be an expert in clinical use cases, brain health applications, and delivering clinical and practice value for outpatient customers.
• Must be able to learn complex information quickly to apply those learnings in the sales process.
• Proven success selling clinically to physicians, while also selling financially to practice managers and orchestrating conversations with ancillary service partners (i.e. financing, teleradiology) to support successful implementation and program launch.
• Support live events such as demonstrations and conferences by managing logistics, driving customer awareness, and working with other commercial teams.
• Partner with Inside Sales to follow up on leads to find new customers, support product demonstrations through scheduling, follow-up, and ongoing funnel management activities.
• Partner with commercial and internal stakeholders (ex. product, marketing, clinical sciences, clinical applications, customer success) to share feedback, identify trends, and make introductions that result in increased value for the customer and Hyperfine.
• You are required to utilize CRM tools, such as Salesforce on a daily and weekly basis to report regional customers, accounts, and sales activities and metrics.
• Provide reports as required by leadership (monthly, quarterly, annually).
• Travel within the defined region to meet customers in person as often as needed. When required, travel outside of your region to attend company and industry events.
• Account for expenses and adhere to company expense policy.

Knowledge and Skill

• Mission driven, committed, and highly motivated to achieve sales goals.
• Strong prospecting, territory development, and consultative selling skills.
• Ability to articulate the clinical and business value of new technology, including practice economics, workflow, reimbursement, and cash-pay considerations.
• Excellent professional communication, presentation, and negotiation skills.
• Process driven and organized with a commitment to timely follow up both internally and externally.
• Resilient and adaptable, with the ability to drive adoption of disruptive technology and new models of care.
• Strong customer engagement and management skills.
• Fluency in CRM, BRM, MS office suite, G-Suite or iWork, web-based documentation/sharing, and web conferencing.
• Knowledge of neurology, outpatient clinical workflows, and care pathways.
• Intellectually curious.

Education/Experience Required

• Bachelor's degree.
• 6+ years medical device sales experience.
• Experience selling capital equipment to private practices.
• Experience with market development for cash-pay or elective procedures.

Physical Demands

• Available nights, weekends, and holidays as business needs require.
• Ability to speak, write, and use all office equipment including scanner and printer, phone, and computer.
• This position requires frequent regional travel to customer sites, events, and meetings that may be accomplished via air, train, and vehicle transportation, including overnight stays in a hotel.
• Must possess a valid driver's license and maintain a clean driving record.
• Must have consistent access to a personally owned vehicle that is well-maintained and in good working condition.
• Ability to transport company materials (e.g., demo equipment, collateral) as needed.