FUJIFILM

Zone Sales Director

Job Locations US-NY
Posted Date 1 month ago(12/14/2021 10:38 AM)
Requisition ID
2021-16241
Category
Sales
Company (Portal Searching)
FUJIFILM Healthcare America Corporation

Overview

FUJIFILM Medical Systems U.S.A., Inc.  is a leading provider of unrivaled diagnostic imaging products and medical informatics solutions that meet the evolving needs of healthcare facilities today and into the future. Medical imaging solutions span digital radiography (DR), detectors, portables and suites, mammography systems with digital breast tomosynthesis, computed tomography solutions for oncology and radiology applications, as well as technologically advanced flexible and surgical endoscopy solutions. Fujifilm enables interoperability through its Systems Integration offering as well as its comprehensive, AI-supported Synapse® Enterprise Imaging portfolio, which includes the TeraMedica Division of Fujifilm. FUJIFILM Medical Systems U.S.A., Inc. is headquartered in Lexington, Massachusetts. For more information please visit www.fujifilmhealthcare.com.  

 

Job Purpose

The Zone Manager, Sales will lead the zone sales teams to achieve bookings and revenue targets. He/she is responsible to achieve goals set forth by Management for bookings, sales, revenue, and profitability/margin, while maximizing customer intimacy by selling across the product and services portfolios, inclusive of Modality Solutions, Medical Informatics and Services. Specific goals include: achieving booking and revenue in accordance to the budget, reporting accurate and timely forecasts for bookings and revenue, developing effective sales strategies with cooperation of Marketing, Service, etc., and effectively collaborating with cross functional teams.

External US

Duties and Responsibilities 

 

Bookings and Revenue

  • Meets and exceeds annual booking, revenue and margin targets by implementing and executing strategies to achieve maximum results.
  • Works in collaboration across FMSU product/services offerings with emphasis on multi-modality packages: CR, DR, Women’s Health, US and Medical Informatics and Services.
  • Develops effective business partnerships with the Marketing Teams and Service Management to enhance abilities to drive results and overall goals of FMSU.
  • Drives sales strategies and programs in collaboration with Management, driving market share growth, meeting and exceeding bookings and revenue goals.
  • Participates in and contributes to strategic customer meetings and strategy sessions to drive booking and sales results.
  • Ensures accurate booking, sales, and margin forecasts.
  • Provides accurate booking documents enabling Order Fulfillment efficiency.

Cross Functional Team Collaboration

  • Coaches, mentors and motivates their sales teams (Account Executives & Specialists) to ensure accountability and teamwork.
  • Maintains effective communications within and between various cross-functional departments within the organization to ensure maximum collaboration between Product Marketing, Service(s) and the Sales Team.
  • Supports the Product Marketing and Downstream Marketing teams in development programs, marketing and training materials.
  • Participates in training efforts with cross-functional teams.
  • Reviews market intelligence and presents to Management with recommendations to have FMSU better meet the needs of customers and enhance the FMSU “go to
    market” and portfolio offering.
  • Drives all efforts aimed at providing superior customer experience.
  • Provides accurate and timely response to all sales needs in regards to Product Marketing, Downstream Marketing, Service, Engineering/ Clinical Development and Business Functions.
  • Proactively communicates field intelligence (e.g., monthly reports, regular meetings).
  • Collaborates on projects to enhance product and service portfolio, sales tools and sales strategies.

Management Responsibilities 

  • Works with Management to evaluate sales teams, go-to-market strategies and sales plans.
  • Leads Account Executives by managing them to perform their job duties as assigned, meet their objectives, and drive toward bookings, revenue and profitability goals of the Business Unit.
  • Reports on the skill set and level of effectiveness of Account Executives and Specialists. Makes personnel recommendations and changes when necessary with Executive Management input.
  • Coordinates with the Manager, Sales Operations training efforts and programs for sales teams as needed.
  • Drives continued development of sales and region strategies, enhanced business acumen, presentation skills, technical aptitude, and competitive knowledge within all sales teams.
  • Keeps self-proficient and up-to-date on FMSU products and services as well as competitive product and services to drive the development and execution of sales strategies and pricing and set a positive example for the sales teams.
  • Sets the example and ensures all team members follow the Quote to Order/Booking processes and comply with any and all established policies and procedures.
  • Demonstrates proficient and effective use of the Company’s CRM tool, as directed by management. Ensures that opportunity pipelines, account activity, quote activity, contact management, assets and result reporting is accurately populated in system.
  • Regularly uses and promotes the use of CRM and other management tools (e.g., including, but not limited to, SalesForce.com, dashboards, excel reporting, KLAS, NEMA, etc.).
  • Monitors needs and recommends development and training for Account Executives and Specialists.
  • Creates and maintains a results-oriented high performing environment.
  • Develops and drives relationships with key industry leaders across Modality Solutions and Medical Informatics.

Key Performance Indicators 

  • Achieve sales quotas.
  • Produce accurate monthly and quarterly forecasting and develop sales strategies with cross- functional teams.
  • Meet monthly revenue goals through cross-functional collaboration.
  • Successfully manage the Account Executives, driving them to achieve and exceed their quarterly and fiscal year goals and objectives.
  • Drive a culture of superior customer experience within organization.
  • Participate in corporate activities (e.g., leadership activities, BPR, etc.).
  • Align behavior with corporate strategy, along with mission, vision and values.
  • Establish and promote a collaborative team environment.
  • Continuously foster employee development.
  • Ensure ongoing and transparent communication- up, down, across the organization.
  • Adhere to the competencies, as defined for the position.

Other

  • Comply with all applicable U.S. Food and Drug Administration (U.S. FDA) medical device regulatory requirements, applicable ISO 13485 standard requirements and all other applicable laws, regulations and standards.

Qualifications 

  • BA/BS/MA, with 8+ years of progressive experience in a strategic selling environment.
  • Experience managing teams in a Healthcare / Medical Imaging / IT organization.
  • Broad functional expertise in sales and product marketing and experience in the areas of sales and marketing, strategic selling and planning, and pricing strategies.
  • Proven track record of sales and sales management- including direct and indirect management.
  • Demonstrated ability to lead people and get results through others while creating a positive work environment aligned with the organization’s corporate culture.
  • Ability to work cross-functionally and create business impact.
  • Ability to organize and manage multiple priorities and multiple direct reports.
  • Ability to problem solve, analyze and resolve at both a strategic and tactical level.
  • Strong customer orientation.
  • Ability to travel up to 50% of time- includes time spent in the field and at Corporate offices.
  • Ability to analyze and report on financial statements.
  • Demonstrated ability to achieve sales performance as an individual and as a manager of teams.
  • Strong communication skills- presentation, written, and oral.
  • Must have strong interpersonal skills and a demonstrated ability to communicate with a diverse range of individuals.
  • Exercises good judgment.
  • Proven positive leadership capability.

Physical Requirements 

  • The position requires the ability to perform the following physical demands and/or have the listed capabilities.
  • The ability to sit up 75-100% of applicable work time.
  • The ability to use your hands and fingers to feel and manipulate items, including keyboards, up to 100% of applicable work time.
  • The ability to stand, talk, and hear for 75% of applicable work time.
  • The ability to lift and carry up to ten pounds up to 20% of applicable work time.
  • Close Vision: The ability to see clearly at twenty inches or less.

Travel

  • Ability to travel up to 50% of time- includes time spent in the field and at Corporate offices and as required based on business need.

 

FUJIFILM is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, national origin, sex, gender identity, sexual orientation, religion, disability, protected veteran status or any other characteristic protected by applicable federal, state or local law.

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