What are the responsibilities and job description for the VP IDN Solutions - West position at Canon Medical Systems USA, Inc.?
The ideal candidate would reside in one of the following locations: Seattle, Denver, Los Angeles, Phoenix or Chicago.
- Leverage knowledge of key customer initiatives to develop, document and implement plans to foster long-term partnership relationships with strategically critical Health Systems.
- Partner with RVPs, DGMs and others to provide insights that improve penetration across customer sites and maximize opportunities within assigned Health Systems that are tied to a General Market area.
- Team within Canon Group (CMI, Industrial etc.) to improve Canon brand within Health Systems.
- Identify Customer's strategic priorities through connections in Administration and Service Lines.
- In collaboration with customer facing team (xAM, DGM, RBM, CMF, Service, Project Management etc.) conduct solution evaluations via in person presentations, demonstrations, and site visit testimonials.
- Create and modify strategies to set asset management solutions within Health Systems that have been identified as growth targets for CMSU. Leverage expertise of Mgr Financial Solutions to support and execute plans.
- Identify and Connect Key Clinicians and Physicians within the current Canon KOL eco-system.
- Establish working relationships with Strategic Sourcing and supply chain and understand overall spending trends, headwinds and opportunities.
- Develop and maintain relationships within critical health systems departments (e.g., Biomedical Engineering) to gain access to the customer's lifecycle strategy, equipment maintenance strategy and "Flex" partnership opportunity to position Canon as a strategic partner.
- Partner with Canon Business Units to create a tactical plan to introduce products into the Health System.
- Provide oversight of RFP opportunity/evaluations within the classified space with an emphasis on growing the classified segment of the business within the GM area or on a national basis.
- Knowledge of medical device industry, its products, customers and sales cycle.
- Proven ability to develop and execute a tailored strategic plan resulting in customer goal achievement.
- Ability to lead and influence cross functional teams without direct functional authority.
- Excellent presentation skills specifically for executive level audiences.
- Proven track record of driving sales growth within large, complex, health systems.
- Ability to influence and work effectively with cross functional teams within a matrix organization.
- Ability to manage negotiations for large, complex, system wide standardization agreements.
- Demonstrated ability to design and implement strategic plans that lead to improved business operations, profitability, and efficiency.
- Strong command of CRM tools (i.e., Salesforce) to manage a sales funnel pipeline, track leads, opportunities, and sales activities.
- Ability to provide clear and succinct reporting on sales activities, progress towards revenue goals and market feedback to a variety of audiences, including commercial leadership.
- Knowledge in Microsoft Office Suite: Word, Excel, PowerPoint, etc.
- 4 Year/Bachelor’s Degree with 15 years of Sales experience with large, complex Health Systems; Includes 7 years in healthcare/capital equipment sales.
- Experience in the healthcare industry with increasing responsibility in a service line leadership capacity or with an innovation supplier selling into senior leadership levels preferred.
- Pay Information: 210K base salary plus target incentive.
