Mgr Regional Business MR - req990

OVERVIEW

Function as the business manager, modality product expert and the sales team leader with respect to modality sales activity within the sales zone located within a region. Serve as a liaison between regional sales personnel and the marketing organization, and coordinate the activities of the zone sales team, report modality business trends and competitive activities. Accountable for the win rate for given modality within the zone. Forecast and negotiate product pricing on modality bookings and billings. Ensure that the assigned modality budget is achieved within the sales zone.

RESPONSIBILITIES

• Responsible for the modality business volume, gross margin performance and assigned product sales budgets within the sales zone(s), ensuring achievement in accordance with the zone sales business plan.
• Accountable for achieving quarterly billings and bookings budgets.
• Partner with the Account Executives to ensure the accuracy of the zone's modality funnel data. Develop and communicate accurate and reliable monthly modality forecasts for the zone.
• Responsible for forecast accuracy (to budget, to plan for both booking & billings).
• Responsible for WIN RATE for given modality within the region.
• Maintain the quality of the pipeline and ensure pipeline is adequate to meet sales budget.
• Manage the Account Executive to close opportunities in a timely manner to include win/loss information and reason.
• Manage modality sales activity via the Account Executives including quotes, specifications, presentations, competitive pricing and effective closing of modality equipment orders.
• Provide the business unit and zone members with local competitive information, market trends, sales and service pricing, and ensure that an effective product sales strategy is developed and implemented based on national trends as well as regional and local characteristics and conditions.
• Develop and implement market penetration strategies that will increase sales. Leverage competitive analysis and market research to develop sales strategies that will ensure sales success in the assigned sales territory and sales zone.
• Update and audit prospective sales opportunities and contacts using the appropriate CMSU automated sales tools.
• Understand the clinical and technical aspects of the product line in order to serve as primary source of modality information for the zone sales team and the headquarters business units.
• Responsible for modality product training for Account Executives as well as the VP Zone Sales. Train the Account Executives on new product information, sales strategy and quote preparation.
• Coach Account Executives through customer qualifying process.
• Manage the site visit process coordination/protocol, including approval process, expenses & timing. Manage and maintain the quality of regional show sites.
• Provide effective resolution to issues that may arise to effectively negotiate and close sales opportunities.
• Perform and manage administrative functions/responsibilities, such as expenses, quotes and SPRs in an efficient and cost-effective manner.
• Review modality sales activity with the National Product Sales Managers. Participate in monthly rhythm calls to validate the 30-60-90 day forecast and upside by account, review pipeline balances of the fiscal year and full pipeline, review pipeline by Account Executives and identify any concerns, review and discuss YTD budgets per zone, discuss and review any necessary strategies to help close business, and discuss utilization of the Strategic Economic Sales tool.
• Understand the product positioning and market strategies provided by the Business Unit.
• Deliver effective product presentations as developed by the Business Unit.
• Proactively create mind-share to promote the product line. Establish relationships with key thought leaders in the zone (market influencers).
• Own the physician relationships within the installed base.
• Create propositions to sell the "value" of Canon.
• On own initiative, keep zone management apprised of budget status and business issues.
• Develop and implement solid strategic business plans that ensure profitable sales growth and budget achievement.
• Display high standards of ethical conduct.
• Work closely with the Service organization to understand installed base performance.
• Support the resolution of customer issues and stay in contact through delivery, installation and post installation. Provide feedback to organization to improve process and customer satisfaction.
• Proactively look for cross modality selling opportunities.

QUALIFICATIONS

• Excellent written, verbal, and presentation skills.
• Demonstrated PC proficiency in Microsoft Office suite, including familiarity with sales tracking software (such as SalesTrak, OppTrak, or other programs).
• Experience in healthcare economics/finance preferred.
• Strong analytical and business acumen.
• Proven leadership experience.
• A valid and current state driver's license is required.

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About us!

Canon Medical Systems USA, Inc., a world leader in diagnostic imaging, is in search of qualified candidates to fill our open positions. Canon Medical Systems offers a competitive salary and benefits package, we support a diverse workplace and are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, sexual orientation, gender identity, religion, national origin, protected veteran status, or on the basis of disability. We invite you to join and become part of our Canon family.