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Regional VP of Sales South East Region

Company: Hospitals/Clinics, Knoxville, TN
Location: Knoxville
Posted on: December 9, 2018

Job Description:

Position Overview:

A Company Regional Vice President is expected to contribute to the organization's performance by driving new hospital and health system revenue within assigned accounts in the South East geographic region. A Company Regional Vice President is a business executive who can sell. The Regional Vice President has strong business acumen and is effective at developing value-added, trusted-partner relationships with C-suite executives, especially Chief Medical Officers, Chief Nursing Officers, Chief Information and Medical Information Officers, CEOs, and CFOs.

Regional Vice Presidents bring value to prospective clients by helping them identify strategic goals that can be achieved by improving clinical communication processes, and how Company can be applied to help them meet those goals. This person is a master at consultative selling in complex environments and building the consensus required among various constituents to proceed with deployment. A Regional Vice President effectively qualifies, navigates and closes phases of the hospital buying process to drive Company's top line growth.

Key Responsibilities:

Resourcefulness: Establishes contact and creates value-added relationships with key groups of influencers and decision-makers in hospitals and influential physician practices. Success in helping customers identify a communication problems and offering solutions. Takes different steps to overcome and find ways around obstacles. Action oriented doer who can achieve results despite lack of resources. Finds ways to surmount barriers. Does not delegate upward. Creates opportunities. Achievement: Bias towards action. Proactive at making things happen relative to getting the job done. Exhibits results focused behavior. Sets challenging personal goals. Identifies strategic areas of opportunity. Exhibits an efficiency orientation and uses tools to help one work smarter. Ends prospect meetings by agreeing on next steps and joint action plans. Analysis: Identifies market segments, and selects and prioritizes potential customers from within those segments. Researches those hospitals and validates value potential. Engages prospects in a discovery process to uncover, identify, define and understand implicit needs, issues, problems and unrealized opportunities. Identifies and understands a prospect's strategic business objectives. Employs a disciplined discovery model or framework, (e.g., FOCAS or SPIN). Plans and asks probing questions. Knows how to synthesize client information and draw conclusions and observations that move a buying process forward. Solution Development: Creates value in both verbal and written communication by identifying prospect issues and developing a thorough understanding of their business needs, defining specific recommendations, and providing clear direction and vision of a solution. Builds a bridge between a prospect's needs and Company's capabilities. Tailors the generic Company value proposition into a specific value proposition for an individual hospital executive, influencer and/or decision maker. With the prospect, the solution is validated and quantified. Links a prospect's goals to a vision of the new solution. When done effectively, creates champions who are motivated within a prospective organization. POSITION REQUIREMENTS

Essential Qualifications: Bachelor’s degree from a four-year college or university; MBA preferred. Five or more years’ experience in consultative and/or enterprise healthcare sales. Clinical sales experience in a hospital setting preferred. Ability to consistently achieve or exceed set quotas. Experience in structured solution sales methodology (complex sales). Impeccable client-facing skills, including verbal presentation and written communication. Strong team player. Highly organized and capable of handling several projects simultaneously. Travel required; domestic at 50-75%.

Keywords: Hospitals/Clinics, Knoxville, TN, Knoxville , Regional VP of Sales South East Region, Sales , Knoxville, Tennessee

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