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Hill-Rom Area Sales VP Surgical Solutions (Operating Room Hospital Capital Equipment, Medical Device, Surgical Lights, Booms, Tables and OR Video Technology) – Texas, LA, AR, OK, KS, NE, ND, SD in Austin, Texas

Description

THE ROLE:

Surgical Solutions products optimize Surgical Efficiency and Safety in dynamic surgical environments, where care teams expect versatile technologies and tools. Our integrated solutions (surgical lights, booms, tables) for precision positioning, operating room workflow and surgical access are designed to help improve intraoperative decision-making and surgical safety so the surgical team can focus on what matters most—the patient.

With the acquisition of Videomed in July 2020 and a US launch in June of 2021, we are able to provide a fully integrated operating room experience, improve clinical workflows for surgical teams enhance safety and reduce time in the operating room. Our Helion system of hardware and software offers operating room integration (ORI) for the integration of multiple devices, allowing connectivity of many Hillrom products, while also allowing for external communication between physicians, students, post-op patients, etc.

Helion™ Integrated Surgical System provides compact and powerful technical capabilities in OR integration systems; combines advanced solutions in OR data and video management with innovative features to improve surgical team ergonomics and patient's safety. The interoperable solution is compact, powerful and provides high performance 3D and 4K video recording, streaming and conferencing with an intuitive user interface on both touch and touchless gesture control displays. Our Helion system has been deployed in Europe, China, Japan and other international markets.

The Area Vice President (AVP) Southwest is responsible for driving profitable revenue and market share growth for the Surgical Solutions portfolio in assigned geographic territories and hospitals for our combined product line. S/he will provide sales leadership to a team of field sales representatives/sales consultants (account executives) and is expected to build a high performing, collaborative team. This leader is accountable for understanding the market dynamics and competition and leading/facilitating the development of market specific strategies with robust tactical implementation plans. The AVP establishes individual rep sales targets, monitors attainment, coaches for performance, and proactively addresses issues.

This sales leader is expected to be “hands on” in the field with his/her team members actively coaching for high performance, developing customer relationships, and personally assisting with deals in key strategic accounts. S/he may be asked to personally manage C-Suite IDN relationships within the respective geography.

REPORTING RELATIONSHIPS:

Reporting to the Vice President, US Sales, Surgical Solutions, the AVP Surgical Solutions, Southwest will directly manage a team of approximately 5 Sales Consultants and 1 Table Manager who are assigned to sell within a geographic territory within the greater region. The team will work collaboratively across the organization including Clinical Support Specialists, Infrastructure Specialists and Connectivity Specialists.

LOCATION:

The geographic area for the Southwest region encompasses Texas, Louisiana, Arkansas, Oklahoma, Kansas, Nebraska, North Dakota and South Dakota. This is a field-based role requiring extensive travel (75%), therefore residing close to a major airport within the region is required. The ideal locations are Dallas/Ft. Worth, Houston or Austin, Texas.

BASIC FUNCTION AND PRINCIPAL RESPONSIBILITIES:

⯈Recruits, develops, manages, and motivates a high performing team of sales professionals

⯈Creates and maintains a collaborative, performance-based culture, consistent with the Hillrom Commitment and focused on achieving profitable revenue growth

⯈Develops annual and quarterly sales strategies and plans for assigned area to maximize profitable revenue growth in alignment with Company strategy and customer needs

⯈Effectively defines and communicates sales targets; proactively manages performance against targets

⯈Coaches team members on appropriate sales process, tactics, pricing, deal structure, use of CRM, customer and financial data

⯈Builds and maintains relationships with major hospital systems, IDNs

⯈Performs regular field travel to coach team members and understand customer needs and dynamics of the market

⯈Actively participates in the monthly operational planning processes, business reviews, and provides accurate forecasts to review/adjust against P&L goals

⯈Ensures weekly implementation of project tracking/forecasting via the CRM system

⯈Stays abreast of market trends and competitive pressure; proactively shifts sales strategy and plans as appropriate

⯈Proactively work with Account Executives (AEs), Senior Clinical Managers (SCMs), sales specialists and business support functions (i.e. marketing, finance, sales operations, etc.) to effectively organize, assemble and arrange resources to meet strategic and tactical goals

⯈Fosters effective relationships among colleagues across business units and functions optimizing profitability and customer satisfaction

⯈Interacts effectively with customers, clearly articulating the value proposition and providing solutions that improve outcomes for patients and caregivers

⯈Expected travel – 75%

Qualifications

EDUCATION AND EXPERIENCE:

⯈Bachelor’s degree from an accredited university required, MBA preferred

⯈8 years of experience selling capital equipment in the health space

⯈Prior experience managing a high performing team of sales professionals preferred

⯈Expertise in capital product sales process from initial planning for potential opportunity to structuring and closing sales deals

⯈Strong business acumen – strong knowledge of business financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the care providers and administrative personnel

⯈Effective planning and program management skills – strong skills at defining strategies and plans to drive growth in defined markets

⯈Strong problem solving and analytical skills – ability to understand key customer clinical issues and provide solutions that maximize the value to the customer

⯈Exceptional communication skills: listens well, displays excellent written and oral communication, delivers presentations with impact. Executive level communication a must

⯈Works smoothly across a matrix organization, proactively developing and managing collaborative relationships with colleagues across business units and functions

⯈Demonstrated experience in planning, forecasting and sales resources deployment

Job: Sales

Primary Location: United States-Texas-Dallas

Other Locations: United States-Texas-Plano, United States-Texas-Fort Worth, United States-Texas-Round Rock, United States-Texas - Home Office/Virtual, United States-Texas-Austin, United States-Texas-Houston

Schedule Full-time

Travel Yes, 75 % of the Time

Posting Entity Trumpf

Req ID: 22122007

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