Regional Sales Director, Central North - Chicago, United States - TOPCON

Description

For over 90 years, Topcon's vision has been to solve societal challenges around the globe. In healthcare, we are developing innovations that improve patients' health and quality of life.

We empower eye care providers with advanced imaging, diagnostic solutions, and intelligent data technology. Our robotic devices deliver simplicity without compromise, by capturing clear images with the push of a button.

By joining Topcon Healthcare, you become part of a growing, diverse, global team.

With office locations throughout North America, whether you are on-site, remote, or hybrid, our culture empowers you to contribute to company and personal success each day.

At Topcon Healthcare, you can grow your career, gain new perspectives, and help address society's most pressing challenges.

If you have drive, passion, and a desire to be part of a collaborative team, we want to hear from you.

At Topcon Healthcare, we don't wait for the future. We invent it. Join us.

Learn more about working with us at

The Regional Sales Director (RSD) is responsible for successful sales performance in the assigned region. Key functions include hiring, training, and daily management of Area Sales Managers in the region.

Region Directors are also required to provide regular, accurate sales forecasts, manage local/regional shows, and ensure region spending is within budget.

The RSD must be/become knowledgeable in both the clinical and technical application of all Topcon products and remain current on new product advances, industry trends, etc.

The RSD must support regional sales representatives as needed to ensure sales success for each territory as well and the region.

Essential Duties and Responsibilities

• Aid region ASMs as needed to effectively promote and sell Topcon products both hardware such as OCTs, retinal cameras, topographers, refraction systems and software solutions including clinical image and data management solution, decision support applications, and other software or services commercialized by Topcon and Topcon partners.
• Develop an annual business plan that will be modified and/or updated quarterly. The plan will include clear, concise strategies, actions, and deliverable to ensure territory and regional are achieved.
• Support and monitor ASMs territory planning and sales activity to achieve sales goals, drive the maximum growth in existing accounts, and prospect and cultivate new accounts
• Ongoing communication of goals, performance, and market observations to sales management.
• Effective cross-functional communication (Customer Service, Product Service, Marketing, Finance, etc.) on competitive issues, territory issues, status of orders, etc.
• Manage and aid region ASMs instrument demonstrations and help them tailor their presentations and materials for specific customer needs and requirements.
• Maintain the team's efforts in providing continuity with the customer as a consultant, source of information, problem solver, and educator.
• Oversee the region ASM efforts in providing detailed, high-quality, up-to-date account profiles in SFDC including notes, tasks, scheduling, and opportunity pipeline.
• Perform special projects or duties for individual enrichment, self-growth, and/or company benefit.
• Building a trusting and professional relationship with KOL's and key personnel within the region.
• Following up on customer complaints and queries following defined company processes.
• Reporting to senior management on the status of the region's accounts.
• Taking a leading role in presentations and proposals for regional opportunities.
• Monitor, identify, and communicate market trend and competitor activities.

Supervisory/Management Responsibilities:

• Weekly progress reports with forecast and field updates from data in SFDC.
• Hiring, training and expense, and pricing approvals for the region's team.
• Direct Reports (number of employees): up to 10
• The ASM will be responsible for direct sale products, new sales opportunities, following up on key sales leads in your assigned territory. These activities are to be tracked in SFDC and reported bi-weekly to the VP of Sales along with updated forecasts and opportunity pipeline.

Requirements and Experience

• Bachelor's Degree preferred.
• Experience with selling capital equipment into physician offices, hospital systems, integrated delivery networks (IDNs), government and national accounts is preferred.
• Business to Business Sales experience that demonstrates a comprehensive understanding of the sales process
• A commitment to ethical business practices.
• Track record of success at C-level call points and demonstration of strategic selling skills
• Evidence of top performance in prior sales roles.
• Understanding of health insurance, payers, and medical billing strongly preferred.
• Strong presentation skills, business acumen, and leadership qualities.
• A solid grasp of sales metrics, performance measures, and technical indicators.
• An aptitude for analysis and strategy.
• Decisive thinking and leadership abilities.
• Excellent interpersonal and client-relations skills.
• Negotiation, conflict resolution, and presentation skills.
• Dynamic and creative problem-solving abilities.

A win-win, client-focused mindset

Physical Requirements and Working Conditions

• Must be available for overnight travel up to 25% to 50% of the time, including weekends and occasional holiday trips.
• The candidate must live no more than 1.5 hours from a major U.S. airport.
• Ability to work remotely.
• Extensive travel by plane and automobile.

Physical:
lifting and lowering boxes and instruments from one level to another lbs.).

Standing:
able to work for 8 or more hours during trade shows.
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