Vice President, Medical Sales (Disposables) - Pharma-Cruiting - Life Sciences Executive Recruiters

Position Description

Vice President of Disposable Medical Sales, work remotely

Our client, a glove manufacturer is seeking a Vice President of Sales to focus on the dental and alternate care industries.

Requirements:

15 years experience in sales with a manufacturing company of disposable products sold to medical and/or consumer markets. Working with distributors like Henry Schein, Moore Med, Boundtree would be highly valuable. Significant people management experience necessary with a track record of consistently developing and advancing the careers of people on their team. Must understand the importance and role of “brand” in building a profitable business, and have experience in product management. Strong P&L management capability a requirement. A history of consistently delivering on expectations for growth and profitability must be demonstrated. Must have experience in providing strategic direction for the development of targeting marketing and promotional campaigns designed to achieve specific growth objectives. Strong analytical, supervisory, oral and written presentation skills a must. Excellent interpersonal skills a must.

Education: BS/BA required.

Purpose:

The primary purpose of this position is to help ensure the continued volume growth and profitability of the medical division and brand through the development of a strong, compelling brand sales and identity in the market and the achievement of annual and long-term financial objectives.
The Vice President, Sales – Medical has responsibility for leading the Medical Sales Teams focusing on the medical marketplace. In this capacity, the position is responsible for analyzing industry trends, including competitors; anticipating the needs of current and prospective clients; and ensuring the brand is viable in the long and short term. The Vice President, Sales – Medical will work with the Medical Marketing Team to develop the annual business plan for the medical division and work to allocate resources to the most appropriate investments to maximize the profitable growth of the business.

Scope:
Under broad supervision, this position reports to the Vice President, Sales. In executing position responsibilities, the Vice President, Sales – Medical will work closely with the following internal positions/departments:
• Senior Management – Development of annual business plans, longer-term three to five year strategic plans, and achievement of the objectives set forth in the plans. Implement and lead the strategic direction of the business, develop a product pipeline that will drive continued growth in market share in the medical division.
• Channel Development – Lead the Channel Team to develop the annual business plan with growth objectives by product for each business unit; develop the budgets and activities that support the execution of the plan; and implement effective measurement criteria for key initiatives to continually assess our progress against our goal to improve effectiveness of the Sales Team in converting new accounts. Develop and deliver new and differentiated services that strengthen the relationship between our client and their clients.
• Marketing – Work with the Medical Marketing Team to establish marketing objectives for the medical division and assist the teams in developing annual business plans and longer term strategic plans. Utilize primary, secondary and syndicated research to gain an understanding of the market for medical safety products and solutions, its current as well as anticipated state and help to provide a regular analysis of market/competitive conditions including an assessment of the brand share and positioning to senior management along with appropriate recommendations. As an advocate and steward of the brand work with the Marketing Team to establish the appropriate communication objectives and strategies to deliver a common message to the target audiences. Assure that the target messaging is focused on educating customers about the benefits of our products and leads the execution of our sales process.
• International – Work with the International Sales Team to coordinate plans for international medical sales. Ensure objectives clearly set, and resources put in place to accomplish the necessary projects for growth.
• Research and Development – Provide input into product development process and be resource to assess the product portfolio to measure our product line against the market needs and competitive positioning.
• Finance – Ensure that monthly, quarterly, and annual financial targets in the plan are achieved; that current and future products are competitively priced to achieve the plan; and that margins are optimized. Implement processes to deliver accurate forecasts for future revenue, expenses, and profit.
Reporting directly to this position are the Director, Sales – Medical and Director, Channel Development – Medical.

Principal Duties and Responsibilities
• Maintain rapport with key customers by making periodic visits, exploring specific needs, and resolving problems.
• Maintain staff by recruiting, selecting, orienting, and training Sales Team Members.
• Maintain and monitor staff’s job results by coaching, counseling and disciplining employees; planning, monitoring and appraising job results; and establishing incentives.
• Lead and organize the sales forces so that all Team Members have the capacity to work and deliver results which meet or exceed the Company’s goals.
• Assure that the Sales Team is clear on the strategic plans for the business; that they understand their goals; and that the appropriate measurement tools to assess progress are in place. Develop and manage compensation systems to reward success in achieving the stated goals.
• Lead the development of the end user sales pipeline, assuring that each person has the appropriate new business opportunities identified, and solid plans to convert new business monthly at the expected rate.
• Lead partnership between field sales and channel development to ensure that a cohesive and coordinated approach is taken in the development and execution of sales plans and strategies.
• Oversee all programs and pricing for customers.
• Monitor and control costs in an effort to keep in line with projected departmental budgets, and develop and implement the appropriate policies and procedures to guide the teams.
• Provide the Vice President, Sales and the senior management team with timely and accurate industry intelligence to assess market opportunities and adjust strategy to continually improve sales effectiveness.

Please email your resume and cover letter to ruth@pharmacruiting.com

How to Apply

Application Instructions / Send a Resume