VP of Sales (Med Device)

Location: United States

Travel: 50%

Company Overview:

Radiant Dev is supporting a search for a VP of Sales within a thriving Med Device company. This emerging growth company is company experiencing rapid expansion as a commercial-stage medical device and healthcare solutions provider. The mission of the organization us to leverage a patented technology platform to address challenges that have long plagued our healthcare system. The company has provided a multibillion-dollar new market it invented via continued commercial adoption of its suite of FDA-cleared diagnostic tools that uniquely provide a money-back Clinical Performance Guarantee to hospital customers.

With tier-one institutional investor backing, the company offers highly committed and qualified candidates the opportunity to be a part of rapidly scaling a company dedicated to dramatically improving the accuracy of hospitalized patient diagnostics to positively impact patient outcomes and hospital economics.

The company’s dynamic culture, innovative technology and achievement-oriented team have created significant value to date for over 7 million patients with enormous upside accessible by accelerating market penetration of the new category the company invented.

Core Responsibilities of Vice President (VP) Sales

As a seasoned sales leader with demonstrated expertise building new categories and driving high performance sales teams in the direct-to-hospital medical device sector, the VP Sales will drive all sales strategy development and execution. The primary focus of the role will be on consistent revenue growth through both new customer acquisition and outstanding customer retention & recurring revenue growth. The VP Sales leverages their existing strong network and builds new relationships with key hospitals and hospital value chain members, creates the sales roadmap and owns all programs and initiatives to increase sales velocity and success.

The VP Sales sets the tone and culture of the sales organization, spending a significant portion of their time coaching, mentoring, and working hands-on in the field with team members and customers. The VP Sales will become a technical, clinical and economic expert in our space who clearly and passionately articulates the clinical and economic value proposition of the product portfolio to prospective and current customers. Specific accountabilities will include:

Revenue Growth

Meet or exceed monthly, quarterly and annual quotas for revenue generation, new account closes, recurring revenue growth and pipeline growth
Plan and execute a top-down/bottom-up sales strategy, staying abreast of market and industry trends and making educated shifts in strategy as needed
Leverage established relationships within the hospital and healthcare ecosystem and sources, identifies, evaluates, and builds new relationships that drive revenue
Oversee the consistent reporting and analysis of key sales metrics, including pipeline health, deals won/lost, etc. Work closely with the Senior Leadership Team to adjust companywide strategy, priorities and processes accordingly.
Target and support national strategic relationships including: Centers of Excellence, strategic accounts, IDNs, GPOs and other business development opportunities to accelerate revenue growth

Channel Management

Work closely with the field sales team and sales management of channel and distribution partners to identify, prioritize and engage with new account opportunities and account/IDN expansion opportunities
Ensure effective daily engagement between field sales team and partner sales teams
Identify and implement opportunities for improvement of sales process, tools and tactics resulting in continually improved performance and sales results

Team Development & Management

Lead and develop an exceptional sales team, including direct management of 4 leaders and indirect leadership of 30 plus sales professionals engaged in day-to-day field selling activities to drive sales productivity, stakeholder meetings, new account acquisition, current customer expansion and topline sales growth
Evaluate success metrics for the sales team and create performance accountability measures
Actively spend significant time in the field, calling on target customers, closing new accounts, working with internal and field commercial teams and identifies opportunities to improve effectiveness of sales efforts
Participate as an active member of the Senior Leadership Team. Bring new ideas, critical analysis and thought partnership to the group. Collaborate on cross-functional initiatives and decision making.

Required Experience and Qualifications:

15+ years of successful field sales and leadership experience in medical device space, including experience selling innovative, novel medical devices directly to hospitals and through strategic distribution channels.
Specific experience within emerging growth and/or startup company environments. Experienced in creating new markets through missionary value-based selling of premium priced high-value disposable products
Proven track record of meeting aggressive revenue growth objectives through creating, developing and effectively managing new sales strategies
Ability to create clear, compelling vision and business strategies that guide sound revenue development plans and significantly advance the growth and competitive advantage company.
Team developer with exceptional talents in coaching, training, development and performance management. Motivates and empowers the team.
Strong network and proven track record in IDN management and contracting
Extensive knowledge of healthcare policies and practices, as well as enterprise-wide direct-to-hospital sales experience managing multiple stakeholders and influencers from within the Emergency and Critical Care Departments, Clinical Microbiology (Laboratory), Antimicrobial Stewardship, Infection Prevention, Clinical Value Analysis and Supply Chain in the purchasing and contracting process
Outstanding work ethic with a high sense of urgency, accountability and demonstrated commitment to deliver results (company mantra: “do what we say we are going to do”)
Must be able to travel up to 50% of the time
Bachelor’s degree in Scientific or Business-related field, MBA preferred

Radiant Dev

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