Regional Sales Director - ASC Healthcare

Job Description  

 Regional Director 

Job Summary: 

The Regional Director’s primary responsibility is to sell Provation Clinical Documentation software solutions (Provation MD & Provation Apex) to healthcare facilities that perform Gastroenterology (GI) procedures. 

Duties & Responsibilities: 

Achieve Sales Quota  

• Develop and execute sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts 

• Perform value-based selling of Provation Apex solution in a consultative, professional manner 

• Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities 

• Lead & manage customer proposal & negotiations process consulting with sales leadership 

Strategically Manage Customer Relationships 

• Identify key buying influencers within accounts to determine processes, budgets, and timelines 

• Develop, build, and strengthen relationships with executive level stakeholders 

• Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges 

• Establish a scheduled, routine, and predictable customer communication cadence 

• Listen and use critical thinking to evaluate each customer’s current state of Provation.  Provide recommendations to optimize and advance the use of Provation 

• Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders 

• Participate in GI market and customer trade shows, user groups, and education events 

Actively Manage a Sales Funnel 

• Successfully manage the sales cycle from lead-to-close to drive growth within assigned territory 

• Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success 

• Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence. 

Engage and Educate an Assigned Market 

• Build and generate market demand for the Provation Apex solution   

• Opportunistically identify and cultivate new business opportunities 

• Partner with clinical/technical solutions consultants to provide consultation and demonstrations 

• Utilize sales enablement tools and collateral to support funnel management & territory needs 

• Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex 

Maintain working product and market knowledge 

• Acquire and maintain comprehensive product solution knowledge  

• Stay current regarding competitive intelligence and solutions in relation to Apex 

• Learn & understand major market trends & associated Apex improvement opportunities 

Sales administration 

• Meet Salesforce usage and reporting expectations as defined by Sales Leadership 

• Assist current customers with existing invoice and contract questions and needs 

• Follow up on marketing qualified leads and conduct research to identify potential opportunities 

• Complete and remain current with administrative reporting as assigned (e.g., expense reports) 

Job Requirements: 

Education & Experience

• A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.  

• 5+ years of sales experience with point-of-care solutions. 

• Proven track record of sales in healthcare industry. 

• Experience with Salesforce.com or a similar CRM solution. 

• Experience with SaaS software. 

Other Knowledge, Skills, Abilities or Certifications:

• Ability to travel 50-75% 

• Self-starter and strategic thinker with the aptitude to work both autonomously and with a team 

• Strong business/financial acumen 

• Curious professional with growth mindset; coachable and highly adaptable 

• Courageous; loves to compete and handle objections 

• Highly accountable; has a bias for action and driving results 

• Customer obsessed; strong communication and presentation skills 

• Organized with high attention to detail; ability to manage multiple priorities simultaneously 

• Proficient with Microsoft Office applications