Territory Director, Business Development - Southern CA, Los Angeles + Nevada

Territory Director, Business Development - Southern CA, Los Angeles + Nevada

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The Territory Director is responsible for leading their assigned territory to deliver on its annual new business and retention targets. This role serves as the key point of contact for retaining and incrementally expanding existing customer relationships and for driving new sales opportunities with a focus on mobile solutions. The Territory Director will also be responsible for assessing potential fixed site opportunities such as mobile-to-fixed conversions, in‑house imaging systems or free‑standing imaging centre opportunities.

All fixed site opportunities are presented to the VP Sales, Fixed Radiology for viability.

• Works in conjunction with territory Business Development and Operations leadership, and Regional Director of Fixed Site Business Development, to establish a realistic territory plan that delivers on the territory’s budgeted customer and revenue retention and new sales targets.
• Engages all “at risk” customers in the assigned territory, collaborating with local Sales, Operations and Physician Sales teams to gather customer intelligence data, identify potential threats and opportunities, develop tailored solutions and ensure the territory exceeds its budgeted customer retention rate.
• Cultivates strong relationships with top strategic accounts; identifies mobile to fixed site conversion opportunities or potential to introduce new services, recommends new Fixed Site opportunities to Regional Director of Business Development, Fixed Sites, based on project attractiveness and risks, and remains actively involved in transitioning the customer relationship as appropriate.
• Manages multiple renewal and new sales opportunities at various phases of the sales cycle, follows through to ensure customer needs are met at each phase, solicits local sales and operations support as needed and ensures each sales opportunity is continually progressing toward closure.
• Works in conjunction with Business Intelligence, Finance, Asset Management, Legal and Operations to develop customer models and contracts and negotiates the final agreement with the customer.
• Maintains all sales activity within , prepares weekly territory forecasts and tracking tool reports for the Regional Vice President of Sales that facilitate effective reprioritization and allocation of resources, adjusts the territory plan based on market and customer developments and ensures the territory achieves budgeted retention and new business goals.
• Other duties/special projects as assigned by management.

• Bachelor's Degree or Equivalent Experience, required
• 10 years’ experience in developing long-term relationship‑based, complex, consultative solutions.
• Possesses and maintains a track record of developing and closing large, complex and strategic deals with national/regional Hospital Systems.
• Displays ability to influence cross‑functional teams and various stakeholders in the development and delivery of integrated customer solutions.
• Demonstrates exceptional presentation skills; able to present ideas to customers in a way that produces understanding and impact.
• Displays excellent verbal and written communication skills with colleagues and with customers on a regular and routine basis.
• Leverages excellent negotiation & closing skills to provide solutions to customers and foster growth.
• Consistently displays ability to understand each stakeholder's key business drivers and translate into sales opportunity.
• Displays and applies knowledge of healthcare trends, reimbursement models, population health and its impact on customer profitability.
• Regularly calls on service line, C‑suite or similar positions and is able to connect with and influence at every level of a customer organization; with specific and unique focus on C‑level decision makers.
• Strong interpersonal skills including adaptability, thinking on feet, the ability to communicate persuasively and drive for results.
• Develops and cultivates long‑term growth strategies to…