Director of Sales
DIRECTOR OF SALES- TOWER SURGICAL PARTNERS Tower Surgical Partners (TSP: towersurgicalpartners.com) is a management company specializing in the unique needs of minimally invasive surgery centers. Our dedicated team of professionals is committed to the philosophy of managing state-of-the-art surgical centers that reflect a superior level of service, providing advanced trained physicians with business and operations strategies. TSP has a proven platform for providing the highest quality support and services to our surgery centers and physician partners as they provide the highest quality of care to patients. Our Director of Sales will play a vital role in the growth and future success of TSP, and will be a key member of TSP's senior leadership team. Focusing on new procedural technology (NPT) pioneered by one of TSP's GYN practice partners, the Sales Director will drive a significant volume of referrals by leveraging the world-renowned surgical techniques with unparalleled clinical outcomes. REPORTS TO: VP of Marketing and VP of Business Development & Operations HOURS: FULL-TIME LOCATION: HEADQUARTERS - ROCKVILLE, MD, and will be required to travel at least 30% of the time. TERRITORIES: 1. MARYLAND, DC & VIRGINIA with a focus in Northern VA as well as a 70-mile radius around the Rockville, MD headquarters. 2. Dependent on growth of TSP, the Sales Director will add additional states, territories and regions, and will oversee Physician Liaison teams in all areas in accordance with the needs of the business. Responsibilities:Structure a comprehensive program for successful OBGYN, Primary Care physician and Reproductive Endocrinologist outreach, and train Physician Liaison direct reports to utilize the program effectivelyDevelop a complete understanding of the "new procedural technology" our physician practice partner provides, and the benefits of their GYN procedures over other surgical approaches . Create and implement presentations and materials in order to convey the clinical points of difference to potential referring physicians . Work closely with the VP of Business Development & Operations to identify referral sources and syndication opportunities . Identify key physician targets that align with the needs of the physician practice partner's business strategy . Increase patient volumes for physician practice partner by developing and cultivating Primary Care, OBGYN and Reproductive Endocrinologist physician relationships . Expand the sales team throughout additional states and regions in conjunction with TSP's expansion and growth . Identify tactics to promote provider interaction and engagement including new provider orientation, site visits, staff meetings, social events, lunch and learns, referral dinners, CMEs, and other communication methods . Innovate existing industry practices, and find new opportunities to increase positive interactions and referrals . Work with VP of HR to identify and contact leaders within the HR community who may be able to integrate the physician practice services into their portfolio . Responsible for any additional assignments provided by the executive team and the physicians Data Collection & Analysis . Establish key trackable KPIs for the Sales team including all Physician Liaisons . Hold regular benchmark meetings to track progress of sales team, and create new goals/targets as the business calls for it . Report key KPI findings to senior leadership, and demonstrate the ability to drive sales and revenues substantially through the growing sales program . Demonstrate ability to analyze data; aptitude for mathematics and statistics . Routinely analyze opportunities to grow market share as well as competition within the market . Identify target physician practices based on demographic guidelines provided by the VP of Marketing . Create and implement a method of profiling and monitoring market trends . Provide weekly status reports, and push to hit benchmarks set by VP of Finance, VP of Marketing and VP of Business Development & Operations . Responds to constructive feedback from physician practices, and work with team to implement change . Oversee field sales schedules and territory schedules, provide reports, update referral tracking and maintain client database within Salesforce Qualifications: . Bachelor's degree in a health, marketing/sales, or business related field required . Master's degree preferred . Minimum of seven years of experience in the sales and health care industry with a minimum of five years of managerial experience . Expertise in physician practice outreach . Exceptional communication skills - an effective listener who can problem solve and positively interact with referring physicians and support staff . Exceptional interpersonal skills - a "diplomat" who, armed with a superior service and product, can positively influence the behavior of referring physicians and their support staff for the benefit of the patient and the healthcare system . A motivated professional who can work unsupervised in the field independently with discretion and flexibility . Must be able to effectively oversee and manage an active physician liaison field team . Extensive experience with Salesforce required Company Description: Tower Surgical Partners (TSP) is a management company specializing in the unique needs of minimally invasive surgery centers. Our dedicated team of professionals is committed to the philosophy of managing state-of-the-art surgical centers that reflect a superior level of service, providing advanced trained physicians with business and operations strategies. TSP has a proven platform for providing the highest quality support and services to our surgery centers and physician partners as they provide the highest quality of care to patients.