Regional Director

Job Description

Regional Director

Job Summary:

The Regional Director’s primary responsibility is to sell Provation Clinical Documentation software solutions (Provation MD & Provation Apex) to healthcare facilities that perform Gastroenterology (GI) procedures.

Duties & Responsibilities:

Achieve Sales Quota

• Develop and execute sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts
• Perform value-based selling of Provation Apex solution in a consultative, professional manner
• Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities

• Lead & manage customer proposal & negotiations process consulting with sales leadership

Strategically Manage Customer Relationships

• Identify key buying influencers within accounts to determine processes, budgets, and timelines
• Develop, build, and strengthen relationships with executive level stakeholders
• Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges
• Establish a scheduled, routine, and predictable customer communication cadence
• Listen and use critical thinking to evaluate each customer’s current state of Provation. Provide recommendations to optimize and advance the use of Provation
• Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders

• Participate in GI market and customer trade shows, user groups, and education events

Actively Manage a Sales Funnel

• Successfully manage the sales cycle from lead-to-close to drive growth within assigned territory
• Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success
• Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence.

Engage and Educate an Assigned Market

• Build and generate market demand for the Provation Apex solution
• Opportunistically identify and cultivate new business opportunities
• Partner with clinical/technical solutions consultants to provide consultation and demonstrations
• Utilize sales enablement tools and collateral to support funnel management & territory needs

• Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex

Maintain working product and market knowledge

• Acquire and maintain comprehensive product solution knowledge
• Stay current regarding competitive intelligence and solutions in relation to Apex

• Learn & understand major market trends & associated Apex improvement opportunities

Sales administration

• Meet Salesforce usage and reporting expectations as defined by Sales Leadership
• Assist current customers with existing invoice and contract questions and needs
• Follow up on marketing qualified leads and conduct research to identify potential opportunities
• Complete and remain current with administrative reporting as assigned (e.g., expense reports)

Job Requirements:

Education & Experience

• A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
• 5+ years of sales experience with point-of-care solutions.
• Proven track record of sales in healthcare industry.
• Experience with Salesforce.com or a similar CRM solution.
• Experience with SaaS software.

Other Knowledge, Skills, Abilities or Certifications:

• Ability to travel 50-75%
• Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
• Strong business/financial acumen
• Curious professional with growth mindset; coachable and highly adaptable
• Courageous; loves to compete and handle objections
• Highly accountable; has a bias for action and driving results
• Customer obsessed; strong communication and presentation skills
• Organized with high attention to detail; ability to manage multiple priorities simultaneously
• Proficient with Microsoft Office applications