VP of Sales

Renovo Solutions; Chicago (IL); On-site; USD 130,000 - 180,000; Full time

Job summary

Une entreprise en pleine croissance dans le secteur des technologies de gestion des équipements médicaux recherche un VP des ventes des Sciences de la Vie. Vous serez responsable de diriger une équipe de vente, d'élaborer des plans de vente annuels et de garantir la réussite financière de la division. Si vous possédez une solide expérience dans les ventes pharmaceutiques et une passion pour le développement commercial, ce rôle est fait pour vous.

Qualifications

• Minimum 5 ans d'expérience en gestion des ventes; plus de 12 ans en ventes.
• Solide bilan de ventes dans le secteur pharma/biotech.
• Compétences en coaching et en méthodologie des ventes démontrées.

Responsibilities

• Diriger le processus de plan de vente annuel pour atteindre les objectifs.
• Analyser et évaluer l'efficacité des initiatives de vente.
• Développer et coordonner le cycle de vente et partager les meilleures pratiques.

Skills

Vente

Leadership

Développement commercial

Gestion de compte stratégique

Communication

Job description

Founded in 2009, Renovo Solutions provides healthcare technology management solutions to help reduce costs, increase quality and improve medical equipment performance in healthcare facilities nationwide. Primarily, Renovo Solutions is a medical equipment service and medical equipment management company that helps hospitals, health systems and medical facilities across the United States to reduce costs and save money. We also provide unbiased and objective healthcare technology management advice and consulting.

Renovo Solutions was formed by the Leadership team, innovators in their field with over 100 years of combined experience in the healthcare industry. Drawing from those decades of service and experience, Renovo, which is Latin for “renew”, aims to reinvent and simplify the concept of medical equipment management. Therefore, we provide flexible, customized and comprehensive solutions that address the complexities you face with asset and medical device management.

Escalating service costs, decentralized service management and difficulty keeping up with preventative maintenance or repairs are just some of the challenges Renovo can help your medical facility overcome. When you engage Renovo Solutions, you’ll find we are the single source solution – whether that means a comprehensive equipment program and strategy or finding the right balance of involvement of Renovo along side your biomed and clinical engineering team.

The Renovo Promise

Renovo Solutions’ goal is to bridge the gap between reducing costs while improving quality and medical equipment performance. We believe the solutions we offer should be as unique as your facility and made flexible to meet your facility’s individual needs. We believe in transparency in how we interact with our customers. We believe that you should be treated as a respected partner as we work together toward finding your solution and achieving your goals. And we believe that when you trust us to work for you, you will see an improvement in your facility’s staff and patient experience. And in healthcare, trust is everything. At Renovo Solutions, promises made are promises kept.

Renovo Solutions – Life Sciences

In 2017, Renovo Solutions expanded it’s asset management offering into the Life Sciences space after securing an R&D laboratory asset management program for a top 20 pharmaceutical company. Since 2017, Renovo Solutions Life Sciences has experienced accelerated growth by enabling our biopharma partners with solutions that ensure the quality and speed of science. Our Renovo Life Sciences team of 45+ employees is passionate about creating asset and laboratory management solutions that are driven by innovation, transparency, sustainability, and a focus on unbiased results.

Position Scope and Location

Head of Life Sciences Sales

The VP of Life Sciences Sales is expected to provide strategic & tactical commercial leadership to the life science field sales team to drive the business and meet all commercial and financial goals. The VP of Sales will establish sales effectiveness measures, coach & develop team members, execute account plans and monitor and analyze sales activity against defined, budgetary goals. The qualified candidate will bring a track record of successful key account development and management with biotech and pharmaceutical partners along with competence in a complex sales cycle management, preferably laboratory asset management supporting R&D and Manufacturing facilities. The VP of Life Sciences Sales must act as a leader but also a team player possessing flexibility and desire to contribute to hands-on business development activities. The VP of Life Sciences Sales will work closely with commercial, marketing, operational, and finance colleagues to deliver wider divisional objectives.

Location: United States
Number of Employees: 2 direct reports
Reports to: Senior Vice President, Life Sciences
Key Relationships: Rick Ramos, SVP Life Sciences

Primary responsibilities

• Lead the life science annual sales plan process including revenues, margins, and budgets to deliver both market and financial growth targets including sales by region, by account, and by offering.
• Achieve or exceed revenue and profitability goals across sales regions and target markets.
• Continuously coach, develop, and direct sales team’s capabilities in strategic account management through organized sales process. The current team consists of 2 US based Sales Representatives, 1 located in the Northeast and 1 located in San Diego.
• Actively seek and develop new opportunities to grow revenue in a defined set of accounts/regions.
• Work closely with management and colleagues in leadership to ensure key account initiatives are supported to maximize revenue opportunities.
• Responsible for developing a sales effectiveness scorecard and monitoring team performance; ensure that the sales team commission plans are “fit for purpose” and making appropriate adjustments to ensure staff are motivated to achieve stretch goals.
• Continuously analyze and evaluate the effectiveness of sales initiatives to ensure revenue goals are achieved; ensure effective use of CRM to improve sales management across the business.
• Develop and coordinate the sales selling cycle and methodology and develop process harmonization and best practice sharing across sales regions.
• As needed, drive the recruitment, development, and onboarding of new sales team members.
• Build the necessary structure and processes to support the growth of the life science business including ensuring linkage between sales activities and the availability of support from field applications staff and field service engineers.
• Work with the marketing team to ensure strategic and tactical marketing activities are effective for the life science market.
• Implement consistent service level KPIs across sales regions and strive to continuously improve performance against these agreed KPIs.
• Represent the company at various life science community and/or business meetings to promote the company and promote positive relations with customers, prospects, and other stakeholders.
• Participate in wider internal management meetings and support company initiatives that drive success in the life sciences business as well as the broader company

Candidate Requirements & Qualifications

• Minimum 5 years’ experience in sales management position; 12+ years in sales
• Successful track record of selling into pharma/biotech client base
• Experience is selling laboratory asset management programs, scientific services and equipment in the pharma/biotech R&D and Manufacturing space.
• Demonstrable sales methodology coaching and mentoring skills
• Experience of developing and a track record of successfully executing annual sales operating plans
• Experience structuring sales quota goals, revenue expectations, and sales commission plans
• Experience in strategic planning and execution
• Results-focused, able to gather business critical information on which to base judgement and decide priorities
• Knowledge of contracting, negotiating, and change management
• Leadership skills and the ability to motivate teams to produce quality output within tight time frames; ability to simultaneously manage several projects
• Demonstrated ability to build relationships internally and externally at all levels
• Excellent communication skills that focus on clarity and simplicity, both written and oral, with ability to relate to all levels of the business
• Excellent listening and team management/people skills
• Self-starter with the energy and drive to take on tough challenges and see them through to conclusion
• Experience of working in a fast-moving dynamic organization