Sales Director - Surgical Visualization and Guidance

Regional Director

As the Regional Director, you will be responsible for executing the company strategy, meeting regional business objectives, and preparing quarterly regional sales forecasts. You will participate in the determination of market potential and sales expense estimates. You will monitor region sales performance on an ongoing basis, integrating individual territory plans and account profiles into a broader regional sales plan. The role is responsible for orders, revenues, and profitability targets. The position reports to the VP Sales North America.

Roles and Responsibilities :

• Regional Sales Planning : Integrates individual territory plans and account profiles into a broader regional sales plan and coaches the sales team accordingly.
• Forecasting : Prepares weekly and quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.
• Performance Monitoring : Monitors regional sales performance on an ongoing basis, initiating corrective action as required.
• Account Targeting : Develops, implements, and monitors a regional account targeting program.
• CRM Compliance : Ensures broad team compliance of CRM tool, with a specific focus on sales opportunities, quoting, forecasting, and win / loss analysis.
• Sales Growth : Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth.
• Coaching : Coaches sales representatives on selling skills and account targeting, sharing personal selling experiences to motivate and teach applicable skills.
• Industry Knowledge : Maintains knowledge of the industry and the competition within the regional market, seeking information from physicians, strategic industry partners, suppliers, and providers to challenge, modify, and prioritize regional strategies.
• Customer Records : Ensures effective implementation of representative customer records, key contacts, reports, and company policies.
• Demo Equipment Maintenance : Responsible for the proper maintenance of company demo equipment and lease vehicles within the assigned region.
• Expense Management : Plans and controls expenses to ensure sales objectives are met within the budget. Responsible for revenue budgets.
• Relationship Building : Develops and maintains relationships with key BK Medical functional areas with a specific focus on neurosurgery specialists, CES team, Product Strategy Managers, and Commercial Operations (Customer service and Field Service). Attends and participates in customer, company, and industry-sponsored forums and courses.
• Talent Development : Maintains a talent mindset and actively develops a pipeline of future BK Medical sales representative candidates.
• Recruiting : Ensures that policies are followed in recruiting and selecting the best talent.
• Field Support : Spends a minimum of 60% time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.
• Product Knowledge : Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor's products in front of the customer.

Required Qualifications :

Desired Characteristics :