Executive Director, Sales - Clinical Solutions

The Executive Director, Sales - Clinical Solutions oversees and leads sales of ECRI's safety management solutions portfolio, which includes, but is not limited to Medication Error Prevention and other Institute for Safe Medication Practices (ISMP) solutions, culture of safety, healthcare clinical risk management, continuous quality improvement, clinically informed Human Factors Engineering (HFE), Patient Safety Organization (PSO) solutions, Patient Safety management solutions, systems analysis work including root cause analysis, a variety of educational offerings, Infection Prevention and Control (IPC), and other applicable systems safety management solutions as part of ECRI's Enterprise Safety Management/Total Systems Safety (TSS) solutions. Responsibilities include achieving overall new business and client retention for clinical sales solutions in the US. The role includes direct leadership of a team of consulting account executives, optimizing sales processes, developing new consulting opportunities, setting and achieving growth, and reporting and forecasting to ECRI leadership. Fostering close collaboration, across functions with business line leaders including marketing, sales support, legal, and finance and accounting, is essential to ensure effective client engagement, planning and execution.

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.

Set and lead achievement of sales goals and initiatives.

Lead a diverse group of clinical sales specialists to exceed goals and objectives in their respective territories.

Responsible for leading the sales of the safety portfolio of products, services, and solutions.

Works with Medical Office and Global Product Managers to enhance clinical and safety solution offering.

Partners with head of strategy and development, as needed.

Customer Reporting Management (CRM) reporting to support strategies including business line pipeline trends, monthly sales progress and remaining opportunities, year over year sales performance, and new sales goals achievement.

Perform to budget for sales and expenses.

Work with Finance to ensure accuracy of sales performance reporting and Sales Incentive Plan (SIP) commissioning.

Works with Marketing to develop comprehensive plans that include but is not limited to pricing, messaging, exhibitions, events, and promotions.

Monthly sales forecasting and continuous territory and key account planning.

Ensure availability of necessary sales tools and process automation.

Ensure effective education and training of sales staff.

Provide market/customer driven input for leadership planning and products requirements development, process improvement, training.

Engage directly in sales strategy and process, serve as key executive contact for strategic clients.

Direct and coach sales reps through complex sales pursuits.

Manage escalation of pricing and terms.

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Other duties, as assigned.

Achievement of quarterly and annual targets for growth and retention.

On time compliance with forecasts and reporting.

On budget performance.

Personnel management including recruiting, hiring, training, coaching, advancement, retention and where necessary, termination.

Optimal sales pipeline management to ensure a sufficient number of opportunities worked and efficient movement to closure.

Contract negotiation and orders management with profitable pricing.

Client management ensuring high satisfaction, utilization and retention.

Participation in effective product and strategic planning and roll outs of new products/initiatives.

Feedback to organization on customer feedback, market trends and competitive activity.

8-10 years' minimum experience in sales organization leadership; demonstrated experience in consulting sales in the clinical space, including enterprise account leadership, recurring revenue offerings and boardroom level negotiation.

Strong leadership, influence, communication, organization and interpersonal skills.

Deep and demonstrated practice leading complex sales processes, metrics and customer relationship management tools use.

Highly skilled in fostering collaboration across team members and varying function employees.

Expertise in successfully applying and coaching a solution sales approach, and developing high performing sales talent.

Ability to apply project/Lean management best practices.

Expertise in hiring, ramping and developing sales talent.

Bachelor's Degree required.

Proficient with Customer Relationship Management systems/tools.

Proficient with Microsoft Office 365 Suite of products (e.g., Word, Excel, and PowerPoint).

• Safety certifications, such as Certified Professional in Healthcare Quality (CPHQ), Certified Professional in Patient Safety (CPPS), Associate - Infection Prevention and Control (a-IPC), Certified in Infection Control (CIC), and/or Long-Term Care Certification in Infection Prevention (LTC-CIP).
• Medical and/or Nursing certifications/credentials, such as Registered Nurse (RN).

This position operates in a remote environment and requires the individual to remain in a stationary position, whether sitting or standing, before a desk or other fixed workspace, most of their workday. In addition, this position requires the individual to occasionally move about their workspace to access and inspect work-related materials, such as file cabinets with physical files and standard office equipment. This position requires the ability to operate standard office equipment, including, but not limited to, a laptop, keyboard, mouse, webcam, and phone, as well as effectively communicate information and ideas to a wide variety of audiences in written and oral form.