Regional Sales Director

Emerald Talent Group

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Mission for Regional Sales Director

InDemand Interpreting

 

Report directly to VP of National Sales and communicate with VP weekly to manage forecast, pipeline, existing account growth and professional development.  Overall goal is to exceed revenue targets year over year by selling InDemand’s interpreting services (VRI and OPI) into large hospital systems and other key markets in Healthcare. Work with VP of National Sales to strategize LEP markets and manage lead generation through field prospecting and with inside sales. Bring all Competitive information to VP of Marketing to position InDemand Interpreting as the leader in Healthcare for interpreting services in your geography.

The Regional Sales Director (RSD) will drive penetration in all areas of the continuum of care in healthcare for InDemand technology and services.  RSD will always act on behalf of the Company with the highest level of professionalism and integrity

 

Outcomes

  1. Be able to on-board into the position and produce new revenue results by the end of the first quarter of employment
    1. Travel and work with other field people in first 3 weeks (other RSD’s, Account Managers, Implementation Team, VP of National Sales)
    2. Participate in an ongoing product validation
    3. Home-study on all aspects of our business, all case studies, presentation materials and clinical data
    4. Be versed in the critical aspects of all our major competitors
  2. Grow new VRI and cart revenue within territory by the pre-established quarterly goals for the territory
    1. Always be building pipeline and managing the pipeline within the framework of CRM.
    2. Focus on Key accounts within each of your major metropolitan markets that will drive the behavior of smaller facilities
    3. Understand and report in a ‘5 to Thrive’ fashion whereby you are managing your Pipeline by moving accounts throughout the funnel from discovery to design to proposal and to close.
  3. Work well within the Team environment in the field and within the Company

a.      Communicate with Implementation Teams, Account Managers and Sales Engineers to maximize new revenue within accounts, as well as grow existing accounts within Regional Team structure.

b.     Help the VP of National Sales seek out and hire talent to fit within the values of InDemand, and to help build the culture of the Company

  1. Deliver monthly forecast reports that are 90% accurate compared to actuals. Understand and report to a probability adjusted pipeline; develop and maintain account potential and penetration metrics.
  2. Participate in the preparation of the Company’s annual and strategic plans including the following:
    1. Target markets
    2. Competition
    3. Channel strategies and execution
    4. Product needs based on customer feedback

e.     Marketing needs and opportunities

Travel: up to 50% of the time. Manage that time and expense line prudently by maximizing field travel to penetrate multiple customers when traveling to any particular market

Outcomes Interview Scorecard

Outcome

Rating (1=low, 5=high), Comments

Revenue growth

 

Knowledge of large health care players

 

Forecasting

 

Creating sales-oriented, client-facing organization

 

Collaborating with Field Team Structure

 


Competencies Scorecard

Outcome

Rating (1=low, 5=high), Comments

Ability to work in Team environment

 

Ability to on-board quickly and handle all aspects of field and internal training

 

Technical skills, appropriate to position

 

Strategic thinking

 

Listening skills

 

Communication skills

 

Teamwork

 

Persuasion skills

 

Honesty/integrity

 

Aggressiveness/proactivity

 

Attention to detail

 

 

 

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