Job Summary
The Vice President, Sales will be accountable for attaining sales forecast goals and driving performance of Fresenius Kabi’s Parenteral Nutrition (PN) and IV Therapy (IVT) portfolio. This individual is responsible for sales strategy with full accountability for sales and delivery of our forecasted growth for the U.S.
This individual will establish, grow, and maintain strategic customer relationships with key executives and decision influencers/makers in all key accounts. The Vice President, Sales will lead a team of high performing sales professionals as well as oversee all account activity within the US. This individual will provide motivational leadership, learning/development, operational tactics, and strategic direction to the Regional Sales Leaders to achieve performance objectives.
Salary Range: $250,000 - $300,000 per year
Position is eligible to participate in a bonus plan with a target of 30% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.
Responsibilities
- Lead and direct a team of Regional Sales Leaders and Sales Account Managers/Executives to promote FK’s products to targeted markets.
- Develops strategic business plans for assigned products.
- Formulates and implements business plans to support product market strategies and develops tactical action plans. Flawlessly execute marketing direction and sales plans.
- Achieve established sales, revenue, market share, and quota goals.
- Establish Fresenius Kabi USA as an IVT and PN leader and partner of choice, with a team and reputation that top industry talent wants to join.
- Successfully recruit and hire regional sales executives, managers, and team members.
- Develop and execute field sales force communication plans to drive engagement.
- Establish, grow, and maintain strategic customer relationships with key executives and decision influencers/makers in all key accounts.
- Manage and deploy resources to ensure efficient achievement of objectives.
- Work with Sales leadership to develop well thought out sales compensation plans that drive IVT and PN sales performance that reward and motivate the team.
- Partner with Sales Training to develop innovative and effective training programs that drive sales ethically and compliantly.
- Collaborate cross functionally with Marketing, Compliance, Sales Operations/Analytics, Finance, Medical Affairs, and Human Resources to ensure complete understanding and optimize field sales opportunities, maximize sales growth, and to implement sales and education programs.
- Work closely with Sales leadership team to develop sales reports that aid in the management of the business and motivate the sales force to achieve corporate objectives.
- Provide strategic input into annual marketing plans and develop aligned sales direction.
- Ensure the sales and marketing strategies, programs, and tactics are uniformly adopted and implemented by the sales force members, within the parameters of the company’s operating culture, to achieve product sales market share and revenue goals.
- Provide insights based on field-based intelligence to identify opportunities for further growth and develop/implement plans accordingly.
- Actively participate in the development, implementation, and enforcement of all sales policies and procedures.
- Ensure appropriate targeting, positioning, and messaging across all customer segments including the implementation of competitive response and pull-through strategies.
- Set and communicate stretch goals and objectives and hold others accountable for their own results.
- Conduct regular business and performance reviews for all direct reports and their team members, and effectively manage under-performers.
- Develop and implement key sales team processes such as incentive plans, communication plans, recognition programs, performance management.
- Attend local, regional, and national meetings as needed.
- Participates in any and all reasonable work activities as assigned by management.
Requirements
- Bachelor’s degree required with a concentration in sciences, business, or related field preferred. (Master’s or advanced degree preferred).
- 10-15 years’ related experience in healthcare or related industry (medical device and pharma preferred).
- Minimum of 7 years’ experience managing and developing a sales team/sales leadership team accompanied with a track record of sales growth and delivering results.
- Demonstrated achievement of building strong relationships with internal departments and external customers.
- Executive-level verbal/written communication, negotiation, and presentation skills
- Ability to work independently to execute against strategic and tactical plans under tight timelines.
- Intermediate to advanced skills with Microsoft Office (Excel, Word, PowerPoint, Outlook), and other database/ERP concepts (SAP and Salesforce.com preferred).
- Travel is required to attend meeting/trainings/programs/clients (approximately 50-75%) and is based on business need (via public transportation: air/auto); may require overnight travel. Valid drivers’ license required.
- Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
- Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
- Ability to work flexible hours and weekends to meet business/customer needs.
- All employees are responsible for ensuring adherence to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per Fresenius Kabi’s Standard Operating Procedures and Compliance Guidelines.
Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.
Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.
Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.
