Director, Sales Excellence for Breast & Skeletal Health

What to Expect:

This position is accountable for top line revenue generated by awareness and adoption of Hologic product portfolio in the US Healthcare individualisresponsibleforthedevelopmentmanagementandguidanceofallStrategic Sales National Accounts and Offer and Development activities for Hologic Breast and Skeletal Health division. This role oversees the execution of policies procedures and programs to achieve maximum sales potential of technology to achieve sales and service revenue strategies and tactics for building sales pipelines setting/achieving sales objectives and coordinating pipeline forecasting budgets and leadership and supervision of Sales Excellence organization and client success colleagues.

Supervises:Strategic Sales National Accounts and Offer & Development

What We Expect:

Qualifications:

• Collaborate with leadership to develop growth objectives go-tomarket strategiesandstructuretoproactivelysupportachievementofthoseobjectives and strategies.
• Demonstratemedicaldevicesalessalesmanagementteammanagementand Corporate/National Account experience intuitively responding to strategic and tactical needs for market share protection and growth.
• Collaboratewithsalesfinanceandmarketingtomaintainandutilizeinformation regarding value propositions to target the market.
• Partner with senior business leaders within Hologic Business Units to identify futurebusinessgrowthdriversanddevelopcontractingstrategiesandtacticsto support the execution of future growth.
• Develop and update competitive databases aimed at gaining understanding of market potential competitors sales channels and sales/pricing strategies to positioning of Hologic current products with specific IDNs/GPOs.
• Develop a comprehensive understanding with National Account and Strategic Sales representatives of the inner dealings of targetedIDNsincludingtheircontractingpoliciesandpracticesandutilizesthis knowledge to improve or enhance Hologics business practices toward these accounts.
• Work with appropriate IDN membership councils and committees to ensure Hologicsongoingvisibilitytoensurethefieldsalesorganizationunderstandsthe role and significance of the committee members.
• Developandimplementsalesforecasts/marketingplansfortargetedcustomers andkeepmanagementinformedofcriticalissuesthroughsubmissionofregular updates and monthly success reports.
• HelpbuildanddelivertrainingprogramsfortheBusinessUnitsalesteamto ensure a high degree of GPO/IDN knowledge.

• Contributeandsupportacquisitionsforpositioningimplementationandsales success.
• Workwithoperationstoensurecompleteandaccurateinformationisusedto forecast and communicate potential value of offerings to prospects.
• Developnurtureandfosterrelationshipswithhealthsystem/hospital stakeholders to communicate Hologic value /clinical proposition.
• PromoteHologictechnologyvalueproptoseniorhospitalexecutiveswhoare decision makers and influencers related to supply chain.
• PromoteHologicbusinessmodeltoseniorhospitalexecutivesandapplicable departmental leaders who are decision makers and influencers applicable to specific care models.
• Provideeffectiveleadershipandsupervisionforsalesstaffmembers.
• Demonstratethewillingnesstodelegategoalsmonitorprogressanddriveteam oriented success.
• Develop and maintain a pipeline of prospects.
• Generate prospective sales lists and develop goals and strategies for selling.
• Collaboratewithmarketingtocoordinateandexecutecampaignstargeting specific Hologic categories.
• Shepard the due diligence process to complete and communicate an assessmentofthevalueHologiccandeliverwithafocusoncompleteand accurate projections of potential savings.
• Collaboratewiththecorporateaccountteamtoensureclarityofmessagingand identifyopportunitiesforconsultingcustomcontractingandotherofferingsand services.
• Ensures high satisfaction and retention rates for Hologic customers.
• Collaborate with Marketing to:
  • completeamarketassessment (competitiveofferingsand share)
  • develop a business plan for pursuits
  • maintain information related to sales activity in Salesforce (or equivalent)
  • participate/planforsalesexhibitsandtradeshowsattendthosepertinent to business
  • leverage marketing materials are reflective of current capabilities.
• Contribute and support Annual Marketing Plan
• Understandsupportandplanforlifecyclemanagementtocomplementcontract strategy and sales goals.

Knowledge Skills & Ability:

• Intimate knowledge of healthcare provider market
• ExtensiveknowledgeofhealthcareGPOoperationsand/orSupplyChain/ Materials Management.
• Knowledge and experience in sales strategies and selling skills
• Effectivecommunication(orallisteningwritingandpresentationskills)witha variety of stakeholders from executives to staff.
• Demonstratedabilitytoworkinaprofessionalmulti-disciplinarymatrixreporting team as a group leader facilitator or participant
• Demonstrated track record of success.
• Demonstrated effective problem solving skills which include understanding issuesbeingabletosimplifyprocessandcomplexissueswhileunderstanding the difference between critical details and unimportant facts.
• Abilityto work independently and handle stress appropriately.
• Abilitytohandlemultipletaskseffectivelyprioritizeappropriatelyandadaptto changes in workload and work schedule.
• PracticeandadheretothecompanysCodeofConductphilosophy Mission/Vision and Core Values.
• Demonstratedsuccessfulprojectmanagementexperiencewithcoordinationand measurement of project deliverables.
• with data warehouse and/or Micro Strategies highly preferred. Familiarity with SalesForce Highspot Definitive etc.

Education:

• BachelorsdegreefromanaccreditedCollegeorUniversitywithconcentrationin business administration economics finance or related degree (MBA or MHA) preferred.

Experience:

• 10yearscumulativerelevantexperiencewithatleastfiveyearsofGPOor relevantsales marketingandnationalaccountmanagementexperienceinhealthcare.

Certificate / License:

• NonerequiredbutcertificationinSalesTrainingorSupplyChainviewed favorably.

Physical Demands:

Requires prolonged sitting some bending stooping and eye-hand coordination and manualdexterity sufficient to operate a keyboard photocopier telephone calculator and other office normal range of hearing and eyesight to record prepare 10pounds occasionally. Work is performed in an office may be stressful at may involve dealing with angry or upset must remain flexibleandavailabletoprovidestaffingassistanceforany/alldisasteroremergency situations.