Our Company
AliMed is a leading medical products manufacturer and distributor with a vast portfolio of high-quality offerings designed to improve patient outcomes and experiences spanning hospital to home. We remain committed to serving the needs of both patients and providers in the acute, rehab, and post-acute care communities by continuing to build on our strong foundation of innovation, responsiveness, and exceptional customer service that starts with our team of dedicated and talented employees.
As a part of the healthcare industry for over 50 years, AliMed is proud to continue to be able to make a difference through our people, processes, and products. If you would like to be a part of our community and thrive in an environment where you can create, implement, and drive results, we want to hear from you. We are actively seeking a Director of Sales to join our team located in Dedham, MA.
Normal hours of work can be accommodated with flexible shifts. This position will require heavy travel and can accommodate remote work.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Key Focuses:
- Develop and execute a strategic sales strategy and plan for enterprise sales
- Management of direct and independent sales resources
- Serve as senior point of contact for accounts, including for sales escalations
- Manage existing key accounts as well as building strategic relationships with new ones
- Maximize growth of sales and profitability
- Develop new business opportunities and revenue streams
- Responsible for sales growth in Direct and Distribution Channels, IDNs and GPOs including day to day business maintenance, new revenue growth and lead generation
- Maintain and manage area pipeline and deliver regular reporting and updates
Key Responsibilities:
- Direct all sales activities and personnel involved in Sales for the Company, including any contractors or independent sales reps.
- Responsible for the Sales budgets, including but not limited to setting quotas, commissions, payroll, discretionary expenses, and promotional expenses. Reporting of progress toward budgets.
- Provide leadership to the day-to-day operations of the sales and sales operations departments and align resources to the company's financial and strategic goals.
- Set sales objectives and other performance goals that align with the company's financial goals, develop and institute metrics to track progress, and be accountable for delivering budgeted results.
- Develop the compensation plans and manage the budget for promotions, SPIFs, and other financial incentives.
- Responsible for all sales and sales operations staffing and incentives, and partner with those supporting sales such as inside sales, sales support, eCom, and sales operations.
- Oversee all hiring, training, and coaching of personnel involved in Sales and sales operations.
- Conduct all sales personnel performance reviews.
- Manage all sales channels (i.e. distribution, international sales), and customer classes (i.e. VA).
- Responsible for growth of AliMed's contracted positions through GPO's, Distributors, LVA / LVC's, and distribution partnerships.
- Participate in the development of and oversee the pricing strategy.
- Collaborate closely with Marketing and eCom on strategic marketing plans and develop sales plans for the Company. Develop and track progress toward sales quotas.
- Work with Marketing to plan marketing and promotion, including advertising, review collateral / media and special sales.
- Develop and improve business relations with all customers of the Company.
- Seek out and target new customers and new sales opportunities and initiate action plans to approach and secure new business for the Company.
- Coordinate ongoing sales training of AliMed and contracted personnel.
- Responsible for the proper implementation and use of AliMed's information systems, including the CRM and Power BI (analytics).
- Understand the key customers' strategic priorities and organizational goals, business objectives, clinical challenges, and capabilities to develop a multiple, client-specific strategy and tactical delivery plan that incorporates:
- Roadmap to achieve key customers' goals, including, but not limited to, operational, clinical, and regulatory imperatives.
- Maintain rolling 30/60/90-day tactical plans, along with longer term strategic timelines.
- Conducting regular business reviews.
- Oversee the strict adherence to a high level of code of ethics.
- Must be able to travel 50% of the time.
- Other duties as assigned.
Core Competencies:
- Ability to understand customer and industry needs and objectives from a programmatic, financial, technical, and organizational perspective.
- Strong business acumen and senior "presence" - including the ability to interact at the senior-most levels.
- Exceptional abilities in communicating at the individual and group levels as well understanding and recognizing group dynamics.
- Ability to drive and close analytic sales.
- Consultative and customer value based selling skills.
- Organizational and planning skills. Possess the ability to manage multiple priorities effectively and shift gears as needed to deliver results.
- Organize work by prioritizing tasks and establishing appropriate expectations around deadlines and deliverables.
- Displays thorough understanding of applicable products, services, and their value proposition to meet customers and/or industry requirements.
Supervisory Responsibilities:
Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach. Supervises all Sales management, pricing committee, and Sales Representatives, direct or indirect.
EDUCATION AND/OR WORK EXPERIENCE REQUIREMENTS
Education:
Bachelor's degree (B.A.) from four-year college or university. MBA is highly desirable.
Experience:
10+ years' experience in a sales management capacity.
Language Skills:
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public.
Mathematical Skills:
Ability to calculate figures and amounts such as discounts, interest, commission, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Skills:
Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
PHYSICAL REQUIREMENTS
While performing the duties of this job, the employee is regularly required to sit and talk and hear. The employee is occasionally required to stand, walk and reach with hands and arms. Specific vision abilities required by this job include close vision and ability to adjust focus.
AliMed is an affirmative action/equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, military service, national origin, age, disability, veteran status, or any other basis protected by applicable state and federal law.