VP of Sales

Position Summary

The VP of Sales will oversee Area Sales, Clinical Account Management, Field Service, and Customer Service/Sales Operations for the US market. This position is a hands-on role, requiring virtual and in-person customer meetings, clinical procedure observation at hospitals/medical facilities, and in-field assistance and coaching of the company’s field-based Sales Managers and Clinical Account Managers (CAMs). This role will work closely with the Commercial team to identify market needs and execute on the sale of the company’s products and services. The VP of Sales will be responsible for recruiting, training, and retaining the Company’s US selling, field support, and service force. The primary focus for this role is to achieve expected revenue and procedure targets. This role will report directly to the SVP Marketing.  

Responsibilities/Duties

● Collaborate with the commercial organization to forecast annual, quarterly, and monthly procedure targets and sales revenue

● Manage, lead and grow a team of US field sales representatives, CAMs, field and customer service representatives who support current and future customers while maximizing sales revenues to achieve plan objectives. Assist with account support and sales activities, as needed.

● Identify, develop, and implement effective sales plan and strategies. Develop and test new sales strategies and tactics, replicating those that are most successful

● Follow company policies including, but not limited to, those related to quality, compliance, travel, and expenses. 

● Develop sales and CAM team structure, areas/territories, and training to optimize customer needs and drive growth of IOPS products and services. 

● Develop and implement an incentive compensation plan for sales and CAM teams to drive continued market adoption of the Company’s products and revenue growth

● Provide coaching, support, motivation, or information to help the CAM, customer service and field service teams to meet and exceed defined sales objectives

● Onboard, train, and coach - Sales Managers/Representatives to drive leads and structure deals; CAMS to grow procedure efficiency and case volume; Service to ensure procedure readiness with timely activities - to meet and exceed revenue expectations  

● Manage team to maintain an up-to-date CRM system

● Establish and manage to SMART performance goals. Complete performance reviews for direct reports

● Work with HR to timely address any performance issues within sales organization

● Serve as escalation point for issues beyond team authority; resolve team conflicts as necessary

● Keep abreast of and disseminate new product and industry knowledge to the team

● Collaborate with Marketing on commercial, launch, go-to market strategies. Ensure consistent feedback loop to assess KPIs and other metrics. See strategies through to successful completion

● Provide input for new product development and strategy initiatives

● Lead weekly meetings with direct reports and quarterly business reviews with executive leaders 

● Additional duties as assigned 

Minimum Qualifications, Education, and Experience Required

Education and Experience:

● BA/BS degree or equivalent relevant experience

● Proven track record of leading sales in the medical device or disposable device markets

● 8+ years of demonstrated success leading and managing a sales team and exceeding team quotas in the medical device and equipment markets. 

● Experience with capital equipment, imaging technology and medical device sales preferred in vascular and/or interventional specialties

● Strong sales, recruiting, leadership, organization, planning and prioritization

Abilities:

● Strong sales, recruiting, leadership, organization, planning and prioritization

● Must be capable of collaboratively working with non-sales executives to help in strategy development and problem-solving.  

● Results-oriented with multiple years of meeting or exceeding quota with experience in bringing innovative market defining products to market

● Excellent interpersonal skills to align and foster positive working relationships across the organization (internal and external)

● Ability to develop and critically analyze a sales pipeline and forecast

● Excellent verbal and written communication skills

● Ability to travel over 50% if needed

● Ability to work in a fast-paced environment while managing multiple priorities

● Operate both within a team and independently while demonstrating flexibility to changing requirements

Work Conditions:

Work is performed in a standard office environment, in hospital operating rooms, and during travel. Vendor credentialing will be necessary for procedural observation and customer networking.  Essential functions require sufficient physical ability and mobility to stand, bend, and lift light to moderate amounts of weight and wear protective lead vests in a hospital clinical environment. While in an office setting or traveling; essential functions require sufficient physical ability and mobility to stand or sit for prolonged periods of time; to occasionally bend, kneel and reach; to lift, carry, push/pull light to moderate amounts of weight; to operate office equipment that may require fine motor coordination (i.e., use of a keyboard).  Reasonable accommodations may be made when an employee has a qualified disability but can still perform the essential functions of the job (without creating an undue hardship).