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Strategic Commercial National Sales Leader, Respiratory Heal

Company: CTI Education Group
Location: Saint Paul
Posted on: April 3, 2021

Job Description:

Hillrom offers our employees challenging work experiences, a collaborative team environment, a comprehensive benefit offering and a place where you can grow your career. You can join an environment that exemplifies inclusive, respectful behavior and belonging to create innovative, high performing teams that meet the demands of an ever-evolving healthcare landscape. Joining Hillrom will allow you to make a true difference in peoples' lives by enhancing outcomes for patients and their caregivers. Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. Please click to view the "EEO is the Law" poster supplement. Hillrom provides reasonable accommodation to applicants with physical and/or mental disabilities. If you need special assistance or an accommodation to apply for a position at Hillrom, please call Hillrom's HR Services at the Toll Free number 1-800-617-9784 option 1. Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. See how you can help safeguard your personal information from cyber thieves by reviewing the Job Description - Strategic Commercial National Sales Leader, Respiratory Health (homecare and acute care markets) (21122840) Job Description Strategic Commercial National Sales Leader, Respiratory Health (homecare and acute care markets) - 21122840 Hillrom is a $2.9B leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, safe mobility and handling solutions, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, surgical products and information technology solutions. Hillrom's comprehensive product and service offerings are used by health care providers across the health care continuum and around the world in hospitals, extended care facilities and home care settings to enhance the safety and quality of patient care. Description THE ROLE: Located in St. Paul, MN the Respiratory Health Division, part of Hillrom's Front Line Care business unit, offers products including airway clearance, mobile non-invasive ventilation and oscillation and lung expansion therapies targeted at respiratory diseases. For example, Monarch-- and Vest-- Airway Clearance Systems, assist children and adults with mobilizing secretions that may contribute to, or complicate, respiratory conditions and revolutionized care for cystic fibrosis. They are now prescribed by more than 14,000 physicians nationwide for more than 80,000 patients. The homecare sales team educates physicians on the benefits of Hillrom devices and addressing the right therapy for their patients. They work together with our PCO team, who manages insurance paperwork, reaches out to doctors' offices and patients when necessary, and coordinates equipment delivery to patient's homes; while a team of RT trainers visits patients at home to set up their devices. In the acute care, our sales team interacts with clinicians on collaboration-based protocols, as well as training and education on how to improve patient outcomes with Hillrom respiratory therapies. The US Sales Leader for Respiratory Health is responsible for the complete US based FLC Respiratory Health Sales team and delivering on annual sales growth objectives in what is one of the highest growth Business Units within FLC generating between $100M & $200M in annual revenue. S/he will collaborate with both downstream and upstream marketing, R&D, market access, and other business functions to help shape the future of our Respiratory Health business. This work is inclusive of organic new product development as well as merger and acquisition (M&A) activity. REPORTING RELATIONSHIPS: The Respiratory Health Sales Leader reports directly to the Vice President & General Manager of Respiratory Health. S/he leads 2 Regional Sales VPs with field sales teams of 100+ focused on either home care (ex.: pulmonologists) or acute care (ex.: respiratory therapists) sales activities; a Director of Training, and a Manager of Sales Operations. And a total sales organization of over 100. ESSENTIAL DUTIES AND RESPONSIBILITIES: --- Develops strategic vision for the Respiratory Health US Sales organization, as well as designing the organization of the future --- Key member of the Respiratory Health executive leadership team to provide market insight and lead overall direction for the organization --- This leader must be able to drive revenue through solid understanding of data and information as well as being capable of understanding the complex nature of the Respiratory Health payor landscape, end-to-end patient journey, and physician therapy selection process --- Strategically creates and executes policies and programs to achieve maximum sales volume potential for Respiratory Health products --- Reviews products and market position to evaluate and highlight strengths of offerings; performs analysis of current product offering vs. competition; stays current with complex government legislation/payer trends to assess impact to the business, leverage current capabilities and develop mitigations plans; understand and provides in-depth analysis of the business and where it is trending. Future-oriented in mindset and actions --- Reviews sales plans and sales pipeline, YTD vs. quota and reasons for attainment/under achievement; establishes performance baseline and expectations to understand current state and anticipate where the business is headed --- Develops and executes targeted marketing and selling campaigns in conjunction with Marketing to drive both the tactical and strategic needs of the business --- Lead the Sales Operations team to ensure the design and management of sales and territory analytics, the demand planning processes (S&OP), sales and revenue forecasts, business intelligence, commission reporting and sales tracing --- Creates environment to attract, retain and develop a highly motivated and high performing organization. Including designing appropriate sales compensation and incentive programs and developing fair and effective performance management processes to assess and develop teams --- Champions an environment of equality and supporting and creating space where all employees feel valued and supported --- Serves as role model in commitment to compliance and code of conduct --- Creates and maintains a compliant performance-based culture focused on achieving profitable revenue growth --- Helps prioritize key initiatives for the division, including input into company-wide resource allocation and development decisions --- On a regularly consistent basis, leads major cross functional and company-wide initiatives that are of strategic importance to the business --- Integral member of the strategy development team. Provides learnings and assessments, generates insights, establishes strategies and plans, and monitors performance against the plan and against the strategy LOCATION: The role can be located at our St. Paul Minnesota facility; however, we welcome remote/virtual work from any US location. Qualifications EDUCATION AND EXPERIENCE: --- Bachelor's degree is required; Master's degree preferred --- 15+ years of commercial experience (Sales, Marketing, etc.) with 5+ years of sales leadership success --- Medical device, MedTech industry; Respiratory Health or chronic disease management with Pharmaceuticals experience a plus --- Acute care, home care and third-party payer environment --- Chronic disease management and end-to-end chronic patient journey --- Demonstrated experience designing sales organizations, including demand generation clinical teams; strategic; critical thinker --- Ability to assess market needs, develop actionable plans and execute upon those plans to drive growth --- Strength with sales analytics and leading sales operations; designing objective dashboards and reports to aligned with strategic and tactic goals; strong data/analytical skills with the ability to use data to make fact-based recommendations, expert user in CRM systems, data analytics, financial analysis --- Communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision; makes the vision shareable by everyone --- Able to create strategic driver goals and actionable metrics/strategies to deliver upon them --- Proven to develop and promote future leaders; build and motivate a team with defined project-based outcomes --- Strong organizational and communication skills; outstanding analytical, communication, negotiation, organizational, problem solving, technical, facilitation, and presentation skills; comfortable with C-Suite sales and strategic accounts with an understanding of distribution channel networks --- Agile; can shift gears comfortably; can decide and act without having the total picture; can comfortably handle risk and uncertainty --- Knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization --- Encourages direct and tough debate but isn't afraid to end and move on; is looked to for direction in a crisis; faces adversity head on; energized by tough challenges --- Clearly and comfortably delegates both routine and important tasks and decisions; broadly shares both responsibility and accountability; tends to trust people to perform; lets direct reports finish their own work --- Good judgment about which creative ideas and suggestions will work; has a sense about managing the creative process of others; can facilitate effective brainstorming; can project how potential ideas may play out in the marketplace --- Is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn't misrepresent him/herself for personal gain --- Learns quickly when facing new problems; a relentless and versatile learner; open to change; analyzes both successes and failures for clues to improvement; experiments and will try anything to find solutions; enjoys the challenge of unfamiliar tasks; quickly grasps the essence and the underlying structure of anything Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity #LI-REMOTE Job Primary Location Other Locations

Keywords: CTI Education Group, St. Paul , Strategic Commercial National Sales Leader, Respiratory Heal, Sales , Saint Paul, Minnesota

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