Oxford Immunotec, Inc.

  • Regional Sales Director - West

    Job Location US
    Posted Date 4 weeks ago(4 weeks ago)
    ID
    2018-1941
    # of Openings
    1
    Department
    Sales
  • Overview

    The Regional Sales Director (RSD) is responsible for directing and executing the selling strategy and for exceeding regional revenue targets for all Oxford Immunotec products and services in a multi-state geographical area through a team of Territory Managers (TM’s). The RSD will report to the VP, Sales. 

    Responsibilities

    • Recruit, hire, train, retain, motivate and develop a high performing sales team
    • Implement a rigorous funnel management process to ensure the timely progression of accounts from qualification to close, as well as to provide accurate forecasting of progress against key performance metrics including, but not limited to new accounts, volume potential, penetration and price across all product lines.
    • Skillfully coach TM’s through complex selling scenarios involving multiple buying influences in varying call points
    • Identify selling resistances as well as clinical, financial and operational obstacles in the sales process
    • Collaborate with internal departments to develop tactics and tools to overcome field challenges
    • Develop and implement training programs for new hires as well as experienced representatives
    • Product, clinical and selling expert to aid in the development of TM’s and to be a tactical and strategic resource for selling situations.
    • Ensure the delivery and execution of business reviews and utilization reports for key large and core account customers
    • Identify and develop key opinion leader and executive-level relationships that generate advocacy of Oxford Immunotec products
    • Maintain and uphold personal and TM accountability to all compliance and expense reporting standards
    • Develop and lead training sessions at area and national meetings
    • Regular attendance and timeliness is essential

    Qualifications

    • B.A., B.S. (or equivalent), preferably in business or the natural sciences
    • At least five years of medical sales experience with a minimum of  three years of sales management experience OR a proven record of sales performance with Oxford Immunotec exhibiting strong personal leadership and team leadership through successful mentoring of new TM’s
    • Ability to recruit, develop and retain a high-performing sales team
    • Excellent consultative selling skills and the ability to teach it to both experienced and inexperienced territory managers
    • Experience and success selling to clinical laboratories and clinicians, as well as selling a “conceptual sale” with multiple call points, especially C-Suite
    • Ability and willingness to travel extensively: 75% field travel/time – 3-4 days per week with TM’s, attendance at trade shows and company leadership meetings
    • Strong problem-solving skills
    • Excellent verbal and written communication skills – including public speaking
    • Excellent funnel management and forecasting skills

    PHYSICAL DEMANDS: 

    The physical demands described within the Position Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to be independently mobile.  The employee is also required to interact with a computer, and communicate with peers and co-workers. 75% travel required.

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