Sr Director of U.S. Sales, Prescriber

Description

Job Summary: Sr. Director of U.S. Sales, Prescriber

The Sr. Director of U.S. Sales, Prescriber is an integral member of the Global Sales organization and is responsible for the development and growth of the sales channel. This role is responsible for leading a team of sales professionals, developing and executing strategies to maximize the effectiveness of our prescriber channel and ensuring that the Inogen product line is prescribed/referred by targeted healthcare providers. This position provides sales leadership direction and coordination of the Inogen Prescriber team and strategic initiatives.

Responsibilities

• Leading a national sales team across multiple locations comprised of Regional Sales Managers, MDSRs (Medical Device Sales Reps), and Field Clinical Service representatives.
• Responsible for sales performance of team and accountable to deliver sales results per plan.
• Leading specific strategic initiatives to increase the referrals, develop sales plans, forecasts, expense budgets, and strategies, as well as achieving targets and business results in accordance with Inogen's Annual Operating Plan.
• Leading specific strategic initiatives to broaden the product portfolio and execute on product launches within the prescriber channel.
• Working very closely and coordinating with Inogen’s Compliance, Patient and Clinical Services teams to ensure a seamless patient experience for benefits checks, patient onboarding and any related activities targeting patient sales and rentals.
• Develop and refine sales plan, forecast, and sales territories on an ongoing basis, reflecting continuous improvement.
• Hire, develop, lead and mentor a team of sales professionals to ensure the successful execution of prescriber channel initiatives.
• Establish a team culture of respect and achievement, leading by example.
• Develop and implement comprehensive strategies to optimize the prescriber channel, including targeting, segmentation, and messaging.
• Execute on strategic trials that generate sales expansion, improve efficiency, and reduce costs.
• Demonstrate continuous improvement in core metrics through consistent evaluation and optimization.
• Contribute to continuous improvement of service to healthcare professionals and patients.
• Build and maintain strong relationships with key stakeholders.
• Collaborate cross-functionally with sales (Direct to Patient and B2B), marketing, patient and clinical services to align prescriber channel strategies with overall business objectives. Eliminate roadblocks among functions and build communication channels.
• Analyze market trends, competitive landscape, and customer feedback to identify opportunities for growth and improvement.
• Establish performance metrics and KPIs to track progress and evaluate the effectiveness of prescriber channel activities. Develop and implement action plans to address negative variances from targets.
• Develop expense budgets and manage team expenses within plan.
• Stay up to date of regulatory requirements and industry best practices to ensure compliance and mitigate risk. Ensure sales processes are followed and that all regulatory and other requirements are fulfilled.
• Represent the company at industry events, conferences, and meetings to promote our products and build brand awareness within the prescriber community.
• Drive innovation and continuous improvement within the prescriber channel to maintain a competitive edge in the marketplace.
• Prepare and present regular reports to senior management on the performance of the prescriber channel and recommended strategies for future growth.
• Comply with all company policies and procedures.

Knowledge, Skills, and Abilities

• Deep understanding of the respiratory industry, strong leadership skills, and a proven track record of driving growth within the respiratory prescriber channel.
• Possess strong business acumen.
• Operationally data driven management approach to decision making and information sharing.
• Continuous improvement approach.
• Experience working with a senior executive in facilitating the development of a high-performing team
• Results oriented leader.
• Demonstrated ability to drive and deliver strategic results and successful team participation.
• Must have strong work ethic.
• Attention to detail is required.
• Effective conflict resolution.
• Solutions-oriented problem solving
• Ability to mentor and motivate a large sales team.
• Ability and willingness to spend between 40% to 50% of time in the field to support, coach, and train field team.
• Analytical & problem-solving skills & ability to manage competing priorities
• Excellent planning, communication (written and verbal) and organizational skills.
• Ability to effectively interface with different departments within the company.
• Ability to build relationship with key customers / prescribers.

Qualifications

• Bachelor’s degree, any discipline
• 10+ years’ experience in Medical Device and/or Pharmaceutical sales, required
• 5+ years’ experience in a Sales Leadership role, required
• Experience leading a national sales team, preferred
• Advanced knowledge/proficiency in Microsoft Office, required
• A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities