Regional Vice President, Northeast

Key Responsibilities

Sales Strategy and Execution

• Develop and execute regional plans to accelerate sales growth, increase market share, and achieve profitability.
• Manage a complex point-of-care sales cycle involving stakeholders across hospital service lines, outpatient care settings, physician offices, and distribution partners.
• Identify new business opportunities and manage strategic accounts to maximize customer acquisition and retention.
• Analyze market trends, customer needs, and competitor activities to identify opportunities and mitigate risks.
• Ensure accurate sales forecasting, pipeline development, and reporting using CRM tools.
• Support the team in navigating hospital and clinic procurement processes, RFPs, and pricing negotiations.
• Accountable for accurate monthly forecasting of capital and reagent sales, collaborating with internal stakeholders such as Marketing, and Finance to ensure delivery and stock availability.

Team Leadership and Development

• Lead, coach, and mentor a team of sales representatives, fostering a culture of customer excellence.
• Monitor performance metrics, provide feedback, and implement developmental plans to drive continuous improvement and career growth.
• Develop a long-term strategy for hiring, training, and building a high-quality sales team to increase sales and profitability.
• Identify and prepare candidates for promotion and additional responsibilities.
• Lead change initiatives to align the team with organizational goals.

Strategic Relationships and Collaboration

• Build and maintain strong relationships with healthcare providers, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), and distribution partners.
• Collaborate cross-functionally with Marketing, Product Management, Customer Service, Training, Key & Government Accounts, and Enterprise Solutions teams to drive business opportunities.
• Actively partner with Sales Excellence Team to align tools, execution plans, and processes for a comprehensive view of customer opportunities and risks.
• Represent the company at regional and national trade shows, conferences, and customer-facing meetings.

Business Planning and Process Improvement

• Contribute to budget planning, strategic company target agreements and compensation plans to ensure team and organizational success.
• Collaborate with the USA Leadership Team to enhance internal processes for best-in-class execution and exceed customer expectations.
• Work with Point of Care Business Line leadership to ensure future offerings meet or exceed customer needs.

Travel Requirements: 50% - 75% travel required.

Qualifications

Education: Bachelor's degree in Business Management, Marketing, Life Sciences (e.g., Medical Technology, Biology, Clinical Chemistry) required; MBA preferred.

Experience: 15+ years of sales experience in a complex sales environment (e.g., capital equipment, medical devices, diagnostics). Marketing experience preferred. 7+ years of experience leading, developing, training, and mentoring direct reports with documented success. Proven track record leading commercial teams in medical devices, diagnostics, or healthcare. Deep understanding of the US healthcare market, clinical workflows, and the top 50 Integrated Delivery Networks (IDNs). Demonstrated success in meeting or exceeding sales targets in a solution-selling environment and large account development. Familiarity with value-based care models and reimbursement landscapes.

Key Competencies

Leadership and Team Development

• Inspirational leadership to motivate and build effective, customer-focused teams.
• Proven ability to develop comprehensive sales team strategies, including hiring, skill development, and career progression.
• Strong management skills, including work direction, motivation, performance management, and disciplinary action.
• Commitment to fostering accountability, driving results, and advancing the skill level of the sales organization.

Strategic and Business Acumen

• High business acumen in financial management, market positioning, healthcare industry trends, and customer relations.
• Strategic decision-making with a focus on impact, speed, and critical thinking to respond to market changes and mitigate risks.
• Strong understanding of the diagnostic market and organizational agility to enable success.

Communication and Collaboration

• Demonstrates strong executive presence by communicating with clarity, confidence, and credibility across all levels of the organization, including C-suite leadership, while effectively representing the region in strategic discussions, customer engagements, and enterprise-wide initiatives.
• Strong leadership, communication, and organizational skills to engage customers, internal teams, and business leadership.

Technical and Analytical Skills

• Proficiency with CRM systems and sales analytics tools to drive rigor and structure.
• Experience using IT tools to provide actionable insights into the business state, supporting operational changes.

Change Management

• Proven ability to lead change initiatives while maintaining a culture of customer excellence.
• Strong change management skills to adapt to evolving market and organizational dynamics.