Regional Sales Manager - Phoenix, United States - Veritas Medical Solutions

Description

COMPANY DESCRIPTION

Are you looking to make a difference and be part of a solution for cancer patients all over the world? Very few organizations know WHY they do what they do. WHY is a purpose, cause or belief. It's the very reason Veritas exists. We are in the business of helping people with cancer.

Join a team with a common purpose – striving to make cancer care accessible to communities around the globe. At Veritas Medical Solutions, our WHY is at the core of everything we do and you would play a meaningful role. We are a VALUES-based organization guided by the principles of Vision, Excellence, Respect, Integrity, Teamwork, Achieve and Serve which is an integral part of our company's success.

Do you have interest in being a valued team member of a world leader in the design, production, and installation of radiation shielding products around the world? Our team collaborates extensively with Architects, Contractors and Physicists working on projects for cancer care. Do you want to work collaboratively to provide advanced shielding solutions to customers in the medical and industrial communities, working on projects like Fusion Energy, industrial x-ray inspection?If yes, then Veritas is the company for you We offer competitive compensation, comprehensive benefits, and opportunities for professional growth and development. If you want to be part of this important mission, APPLY TODAY

RESPONSIBILITIES – Job Summary

The Regional Sales Manager (RSM) is responsible for supporting sales, branding, profit and market share within the designated territory, aligned with Veritas' company goals. Initiative, coupled with a competitive drive, and the ability to stay focused despite changing conditions, is key to achieving performance objectives. Cultivating relationships, with passion for the Core Values of "Vision, Excellence, Respect, Integrity, Teamwork, Achieve and Serve" are an integral part of this position.

ACTIVITY – Business Development / Prospects

Time Allocation: ~ 35%

• The RSM will own a fixed Territory for Veritas Standard Offering.
• Plan and execute effective presentations and sales calls, identifying needs, developing, and offering solutions.
• Cultivate strategic relationships and assure Customer satisfaction.
• Annual goal of $8 Million closed deals.
• Develop territory business plan targeted for growth, positioned towards company strike zones to meet goals and objectives.
• Manage strategic relationships – Develop functional list and winning strategies aligned to repeat opportunities.
• Establish positive communication with corporate internal resources and provide a collaborative solution to customer problems.
• Proactively target potential clients through cold-call leads, responsive follow-up to incoming leads and prospects.
• Advance leads / prospects and maintain $40 Million Pipeline Opportunities of potential sales.
• Follow all leads as received through various means.
• Prioritize and use good time management to work close opportunities; advance the funnel of leads and prospects.
• Set up C-suite level meetings for Senior Leadership to support and attend.
• 30-40% travel required while also using remote communication via phone, email and web-based conferencing.
• Maintain customer data in the CRM (NetSuite), updating all leads and prospects in timely manner.
• Develop and submit consistent weekly CRM reports.
• Participate in Thought Leadership Conferences and white paper presentations.

ACTIVITY – Routine Sales

Time Allocation: ~ 55%

• Assess opportunities and engage prospects involved in high-energy (MV/MeV) radiation shielding projects and project development, including: Consultants, Architects, Developers, Construction Managers, Healthcare Providers, Industrial Operators and related Equipment OEM's within assigned territory.
• Submit timely, accurate and complete sales reports and forecasts.
• Update Sales Opportunities, including schedules and activities, in the CRM system (NetSuite).
• Manage Sales process from initial contact through design, construction, and turnover phase of projects - be the point of contact for the entire sales process.
• Advance opportunities through pipeline through consultative sales approach and strong alignment of Veritas Value Proposition.
• Prioritize opportunity alignment to the company strike zones and strong customer value with a success mind set.
• Coordinate project scope of work meetings with project management, physics, design, estimating and sales teams, including bid specifications and drawings to help define winning solutions.
• Own a winning proposal process working to develop meaningful customer conversations and solutions.
• Aggressively move hard proposals into signed opportunities, utilizing a sense of urgency.
• Meet company KPI's. Deliver 100% to budget and profit targets set by Senior Leadership.
• Maintain accurate opportunity information within the CRM (NetSuite) platform.
• Solicit and apply customer feedback, working to develop improved process, better customer satisfaction and greater repeatability of winning solutions.
• Assist the finance team with timely collection of payments due to Veritas.
• Support projects through successful completion, setting the stage for internal and external success from project Kick-Off to project Close-Out.
• Maintain consistent and documented communication with customers.

ACTIVITY – Education of Veritas Values to Client

Time Allocation: ~ 5%

• Understand the features and benefits of all product and solutions offerings, and how to communicate to all levels.
• Participate in trade shows, events and any other activities defined and required by management.
• Attend internal product training and seminars.

ACTIVITY – Team Veritas

Time Allocation: ~ 5%

• Attend and participate in weekly meetings, and support cross functional team initiatives.
• Serve as brand ambassador of Veritas. Participate in customer visits and create and develop excellent relationships with key contacts in order to develop deeper insights to how we can better support our strategic customers and grow as a dynamic team.
• Participate in Veritas CARES events when possible.
• Balance team and individual responsibilities; give and welcome feedback, contribute to building positive team spirit; put success of team above own interests.
• Assist the team with training and sign-off of installed doors at customer location as needed.
• Assist the team with presenting preventative door maintenance program to customer as needed.
• Willingness to perform any and all duties as assigned by leadership to support the team; respectful attitude and professional approach to leadership decisions.
• Implementing daily the Core Values: Vision of where new channels of business can be secured; Excellence by reaching and exceeding sales goals; Respectful of clients, leadership, team members; Integrity by always being honest and fair in all areas; Teamwork by listening and hearing what others say and working together to find a solution that's best for all; Achieve with having a positive, can-do attitude and meeting/exceeding your goals; Serve by being a good steward and helping others in need.

REQUIRED SKILLS

• Bachelor's Degree or related experience
• 5+ years of sales experience, with a strong track record of accomplishments, beating established goals. A history of success working in companies with higher costs over competitors is advantageous.
• Experience in a construction or project management environment.
• Experience in reading or viewing product specifications, plans and documentations is beneficial.
• Clinical or Healthcare related industry experience is a plus.
• Ability to understand and explain the technology behind radiation shielding, to analyze alternate shielding offerings and the ability to position a Veritas Value Proposition against them.
• Consultative sales professional with an approach that involves forming open relationships with clients, uncovering client needs, then positioning product solutions based on value, not price.
• Able to delegate team tasks, and manage others to complete project deliverables; Collaboration focused results.
• Ability to operate independently and also be a team player.
• Ability to respond positively to challenges and pressure. Strong desire towards influencing, tolerant of uncertainty, and accepting of changes.
• Competitive, aggressive hunter like mindset and is comfortable asking for the order.
• Positive attitude and energetic personality that motivates, with a servant leadership mindset.
• Excellent interpersonal/communication skills; Outgoing with a poised and persuasive communication style. Able to build rapport; Establish and maintain excellent relationships and credibility quickly.
• Excellent decision-making skills that implement practical, timely solutions; decision making that is action-oriented and collaborative; able to provide quick decisions in response to changing conditions.
• Strong problem solving, strategic, and analytical skills; Is comfortable promoting complex, technical and detail- oriented solutions.
• Full commitment to the success of the business, Goal-Oriented, thriving on not just meeting but beating individual and business objectives with accountability.
• Professional approach with unquestionable integrity, credibility, and character; Demonstrates high moral and ethical behavior.
• Proficiency with Microsoft Office Suite; Experience with CRM systems, preferably NetSuite.
• Continually required to sit, hear, talk and utilize hand and finger dexterity. Frequently required to stand, walk, and bend. This position requires inspection of sites to detect safety concerns.
• Must have a Valid Driver's License and Passport. This position involves driving and flying to various locations, some of which may be healthcare entities requiring appropriate accreditations.

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