REGIONAL SALES EXECUTIVE – Northeast US & Canada
About iCAD:
iCAD, a global leader on a mission to create a world where cancer can’t hide by providing clinically proven AI-powered solutions that enable medical providers to accurately and reliably detect cancer earlier and improve patient outcomes. iCAD’s industry-leading ProFound Breast Health Suite provides AI-powered mammography analysis for breast cancer detection, density assessment and risk evaluation. The ProFound Breast Health Suite is cleared by the U.S. Food & Drug Administration (FDA) and has received CE mark and Health Canada licensing. Used by thousands of providers serving millions of patients, ProFound is available in over 50 countries.
The Role:
The Regional Sales Executive is responsible for generating new sales revenue and establishing and maintaining effective customer relationships to generate add-on sales revenue in an assigned territory for iCAD’s AI Cancer Detection Products and Services. The region and territory will consist of Massachusetts, Vermont, New Hampshire, Maine, Rhode Island, New York (excludes New York City & Westchester) and eastern Canadian provinces of Quebec and Ontario.
This is a remote position and must live within the Unites States and within the territory, ideally the Boston area and have proven success selling and building alliances within the region.
The focus of this position is to increase market share for iCAD solutions, increasing company ARR, while ensuring customer satisfaction and revenue retention within assigned territory. The RSE will drive a professionally directed sales strategy aimed at generating new opportunities, managing multiple strategic sales processes, and closing net-new customers, while also focusing on an existing customer base for retention and expansion.
The RSE will collaborate with technology and clinical specialists, marketing, professional services and support groups to ensure sales growth and customer success with the use of the iCAD solutions and will maintain a deep knowledge of the industry, product, and competitors in the market.
The RSE will be expected to meet or exceed assigned quotas, selling net-new accounts and additional modules to existing customers. This position requires solid experience and understanding of complex software sales, sales operations, contracts and contract negotiations.
The Regional Sales Executive position works independently and has a proven track record of exceeding sales quota selling SaaS IT healthcare solutions. Under the guidance of commercial sales leadership, you will manage multiple customer and partner relationships calling on Hospitals, Cancer Centers, Private Practices, National Accounts and IDNs within your region.
Responsibilities:
- Responsible for meeting or exceeding sales quotas and growing iCAD Cancer Detection business through obtaining new accounts and strategic account management for the assigned geographic region.
- Develop strong and successful relationships with iCAD Strategic Partner regional representatives, including OEM Mammography manufacturer field representatives, PACS representatives and AI platform partners.
- Meets with customers and leads and assesses requirements, understands buying influences and potential application of iCAD solutions and services. Offers solutions that meet customer needs.
- Researches and presents reports showing potential customers the cost benefit of purchasing company products or services, providing customer with a comprehensive financial analysis and value proposition for iCAD solutions.
- Assures customer buying needs are addressed during each field visit to ensure a successful purchase for the customer.
- Communicates customer feedback into future product developments.
- Researches and develops leads and prospects resulting in efficient and effective pipeline management.
- Uses technical knowledge of product offerings to support and build sales.
- Maintains Salesforce.com for all sales opportunities identified, and appropriately manages pipeline and forecast. Ensures forecast accuracy and appropriate territory management.
- Prepares accurate bids, price quotes and sales reports.
- Keeps abreast of new and upcoming technology and market trends, including competitive information.
- Represents iCAD at local and national tradeshows.
- 20-40% overnight travel may be required at times.
Competencies:
- Possesses excellent presentation skills ranging from individual to large group presentations, including C-levels.
- Proven success selling to multiple levels within various healthcare organizations.
- Practiced, or trained in, the Sandler sales approach.
- Bachelor’s degree or equivalent educational background in the healthcare field.
- Minimum of 5+ years previous sales experience in the Healthcare Industry, preferably in Healthcare IT, AI Imaging, Mammography and SaaS.
- Knowledge of mammography workflow and breast cancer screening matrix including MRI, TOMO and Ultrasound is a plus.
- Proven track record of cold calling, building relationships and closing accounts is required
- Documented track record of meeting or exceeding sales quotas and increasing total dollar sales in territory
- Successful forecasting track record in healthcare IT sales
- Ability to build influential customer/supplier relationships
- Ability to work large contracted business (GPO and IDN)
- Strong interpersonal skills
- Strong customer service skills
- Strong organizational skills
- Must be a team player
- Must reside in assigned geographic territory within the US.
Position Location
- This is a field-based position and must be within the specific region.
iCAD is an Equal Opportunity Employer and values diversity. We are committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Equal opportunity and consideration are afforded to all qualified applicants and employees in personnel actions, which include recruiting and hiring, selection for training, promotion, rates of pay or other compensation, transfer, discipline, demotion, layoff or termination. ICAD does not unlawfully discriminate on the basis of race, color, religion, sexual orientation, marital status, pregnancy, gender identity, gender expression, family medical history or genetic information, citizenship, national origin or ancestry, sex, age, physical or mental disability, medical condition, veteran status, military status, or any other basis protected by federal, state or local law, ordinance or regulation. If you have a disability and need assistance applying for this position or accommodations with an interview, please email icadhumanresources@icadmed.com
