Area Vice President - East Region - Tri-Anim Health Services at Sarnova

Posted in Executive 12 days ago.

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Location: Atlanta, Georgia

Job Description:


Job ID 2018-2185
# of Openings 1
Job Locations US-GA
Category Management

Company Overview

Sarnova is the leading national specialty distributor of health care products in the emergency medical services (EMS) and respiratory markets. The company operates through several market-leading distributors including Tri-anim Health Services, the largest specialty distributor of respiratory products, Bound Tree Medical, the largest supplier of EMS products, EMP and Cardio Partners, a full Sudden Cardiac Arrest Solution provider that specializes in CPR Training, Program Management, AEDs, Defibrillators, Accessories and Service.

We offer more 100,000 health care products to 20,000 hospitals and emergency care providers across the country. Sarnova is the only national distributor that can offer expertise and support across multiple specialty health care markets.

Responsibilities and Qualifications


The Tri-anim Health Services Area Vice President of Sales is responsible for leading a nationally recognized acute sales force consisting of Regional Sales Directors, Territory Account Managers and Sales Support Teams. As a key member of the Tri-anim leadership team, this position will develop and deploy Sarnova's acute sales strategy and tactics in support of accelerated, profitable revenue growth.

Essential Duties and Responsibilities:
  • Drive continuous sales growth by developing and communicating sales strategy and tactics that mobilize the Tri-anim sales force to achieve and sustain superior results.
  • Develop and implement sales processes and metrics for increased productivity, profitable revenue growth and customer satisfaction.
  • Lead and collaborate with Regional Sales Directors to develop quarterly and annual sales goals / objectives by product line and geographic territory.
  • Monitor and communicate progress against sales objectives through weekly, quarterly an annual performance management. Make appropriate and timely decisions to ensure progress is tracking to or exceeding plan.
  • Continually evaluate sales strategy and execution on an ongoing basis to ensure achievement of sales metrics.
  • Lead the development of sales compensation plans and quota assignments to ensure alignment with the Acute Business Annual Operating Plan.
  • Assess market, competitor and supplier landscape and collaborate with marketing team to ensure best-in-class product offerings.
  • Develop and sustain relationships with key customers, health systems and Prime Supplier Partners to stay abreast of current and emerging customer needs.
  • Build and sustain a world class sales force by attracting, retaining, and developing high caliber talent.
  • Take an active role in the professional development of the sales team through individual performance feedback, field activity, regional sales meetings and national sales meetings.
  • Empower self and others through effective, collaborative relationships that accomplish sales objectives and create an open and supportive work environment.
  • Collaborate with the THS Health-Systems Team to drive growth through our GPO and IDN initiatives.
  • Ensure sales team is equipped with the tools and resources to drive profitable revenue growth.
  • Act as an “in the trenches” Servant Leader that engages in a high amount of field activity to ensure that the sales organization sustains focus on Sarnova company culture and key THS strategic imperatives.

  • Bachelor's degree in Business; advance degree preferred. Equivalent experience accepted.
  • Minimum of ten years' sales management experience with a proven track record of leading high performing sales teams through multiple levels of direct and indirect reports.
  • Must be located near a major national airport.
  • Minimum of five years' experience in the medical device industry.
  • Demonstrated successful track record of delivering sustained high performance in challenging market environments.
  • Experience in specialty distribution sales and vendor partner management
  • History of developing / supporting new disruptive medical device technology market launches; achieving rapid market penetration.

Skills/Experience Required:
  • Strong business acumen and analytical skills with ability to plan and forecast sales on a national and regional level and by product category.
  • Strong leadership capabilities with proven track record of building and sustaining high performing sales teams.
  • Strategic mindset with ability to lead day-to-day issues.
  • Advanced planning capabilities coupled with exceptional financial and analytical skills.
  • Impeccable interpersonal skills appropriate to audience and selling situation.
  • Strong negotiation skills with a record of favorable outcomes that are mutually advantageous to Company, supplier and customer.
  • Outstanding communication and presentation skills with a commanding presence in both small and large forums.
  • Proven track record of leading a high performing sales management team.
  • Proven track record of the ability to make tough employee decisions and holding teams and individuals accountable to results and commitments.
  • Proven leader who has a strong personal development acumen and ability to coach THS management team to achieve sustained performance excellence.

  • Regional Sales Directors (with Territory Account Managers)

Sarnova is an Equal Opportunity Employer. We offer a competitive salary, commensurate with experience, along with a comprehensive benefits package, including a 401(k) Plan. EEO/M/F/Veterans/Disabled


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