Northeast Region

November 6, 2020

Location: Northeast Region

Department: Sales

Reports To: VP, US Sales

FLSA Status: Exempt

 

AIM OF THE POSITION

The Regional Sales Director primary responsibilities are to develop and successfully execute sales strategies, through the leadership of a team of Molecular Oncology Specialists, to ensure achievement of revenue goals for oncology services.

POSITION WITHIN THE ORGANIZATION

  1. Reports to VP, US Sales
  2. Cooperates with Sales, Marketing, IT, Clinical/Medical Affairs, Customer Care, Billing, and Product Support, etc.
  3. Participates in:
    • Department meetings
    • Vendor meetings

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • Identify and develop new key strategic partner relationships and alliances in the assigned target region.
  • Develop mid to executive level relationships with key partners and customers, ensuring revenue, market share, and growth objectives are met.
  • Manage ongoing relationships with channel partners and customers; including the planning of sales and product/sales training, administering customer presentations, managing partner/customer contract agreements.
  • Manage and maintain partner retention, growth, and end user satisfaction.
  • Create an accurate sales forecast/program based on information gathered from channel partners and customers.
  • Assist management in developing new sales strategies.
  • Coach, direct, motivate and monitor activities of the Sr. OSS, OSS and TSS
  • Recruit, evaluate and select top sales talent.
  • Direct regional revenue forecasting efforts with a goal of achieving consistent accuracy of such forecasts.
  • Identify and effectively integrate new business opportunities to ensure achievement of Company growth objectives.
  • Must live in the geography of the territory, field travel will be at least 4 days per week.
  • Support area-marketing activities at national meetings and conferences as required. (i.e. booths, handout materials, schedules, etc.)
  • Follow all Agendia, Inc.’s health and safety policies and procedures.
  • Perform other related duties as required or assigned.

The above listing represents the general duties considered essential functions of the job and is not to be considered a detailed description of all the work requirements that may be inherent in the position.

KEY CONTACTS:

Internal:  All Commercial, Medical Affairs, Clinical Affairs, Billing, Customer Care, Lab Support, etc.

External: Physicians, medical facilities, institutions, cancer centers, Vendors, regulatory agencies, etc.

EDUCATION & EXPERIENCE REQUIREMENTS:

EDUCATION

  • S. degree in a

EQUIVALENT EXPERIENCE

  • 5 years’ experience in sales, diagnostics, oncology, lab services or related field
  • 5 + years of experience managing a remote team
  • 5+ direct physician sales experience in Oncology, diagnostic laboratory business
  • Minimum of 10 years’ successful sales management experience preferably in Oncology, diagnostic laboratory business.

Supervisory Responsibilities

  • Directly supervises 4 – 10 Sr. MOS and MOSs in assigned region.
  • Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

KNOWLEDGE, SKILLS AND ABILITIES (KSA’S)

Knowledge: Comprehension of a body of information acquired by experience or study.

Skill: A present, observable competence to perform a learned activity.

Ability: Competence to perform an observable behavior.

  • Comprehensive knowledge of concepts and practice with the ability to use in challenging or complex business situations, or situations with no precedent.
  • Ability to develop and execute strategic and tactical sales plans including quotas.
  • Experience with building strategic relationships with all levels within an organization, including the top executives.
  • Strong communication (written and verbal) presentation and organizational skills.
  • Demonstrated experience managing timely project delivery to a high degree of success.
  • Ability to hire, train, lead and motivate a highly ethical sales team.
  • Well-developed written and oral communication skills and dynamic leadership to interface with different departments throughout the organization.
  • Advanced interpersonal skills to work with direct reports in the delivery of coaching and performance feedback.
  • Ability to build rapport and relationships by interacting effectively with employees and external contacts at all levels, demonstrating the awareness of their needs and responding with the appropriate action.
  • Travel 75%-80% weekly  throughout the region, including overnights and weekends, as necessary to fully manage the region and attend tradeshows, trainings and regional meetings as requested.
  • Valid driver’s license issued by the state in which the individual resides

The above listing represents the general duties considered essential functions of the job and is not to be considered a detailed description of all the work requirements that may be inherent in the position.

BEHAVIOURAL COMPETENCIES/DESIRED SKILLS

  • Self-Starter
  • Ability to work independently and prioritize personal workload
  • Self-organization
  • Excellent communication skills
  • Perform multiple tasks under minimum supervision
  • Can do-attitude; enables change

WORKING ENVIRONMENT

Establishes ADA (Americans with Disabilities Act) requirements

ENVIRONMENT/SAFETY/WORK CONDITIONS

Working conditions (inside or outside the office).

  • Regularly walks, stands, and sits
  • Ability to lift 30 pounds unassisted
  • Will be traveling by plane, train, car, etc. for extensive amounts of time

TRAVEL

  • Ability to drive/fly routinely internationally and domestically for up to 75% in regional territories

OTHER DUTIES

Other duties as required by management