National Sales Director - B2B

Job Summary:

The US Sales Director is an integral member of Inogen’s Business to Business (B2B) North America Sales Leadership team and will be responsible for the growth of Inogen’s devices and contribute to the development of the organization’s strategic goals. The US Sales Director’s primary responsibility is achieving Inogen’s revenue and volume goals established for USHME and Reseller markets through the development and management of field sales organization, stabilizing core business, new account acquisitions, and clinical modality conversions. The US Sales Director will lean heavily on building executive presence with assigned key accounts to enable Inogen to build stronger partnerships.

This sales executive will develop and drive continuous improvement of sales processes and procedures across the B2B organization. The US Sales Director cultivates and promotes Inogen’s core values, recognizes high performance, and rewards accomplishments while leading by example with clear direction, candid feedback and a communication style that results in trust and optimism.

Responsibilities (Specific tasks, duties, essential functions of the job)

• Track team metrics, monitoring sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Determine pricing, discounts and customized value-adds
• Comply with all company policies and procedures
• Establish territory level sales plans and objectives with sales team to ensure there is a path to successful achievement of revenue goals. Establish clear direction and track weekly progress to sales goals.
• Responsible for proper communication with Inogen field sales/services activities and senior management
• Help structure corporate contracts resulting in Inogen being named as key Personal Oxygen Concentrator (POC) supplier
• Determine pricing, discounts and customized value-adds
• Establish weekly team calls to promote high level of communication and strong team culture to support a cohesive employee experience.
• Maintain regular and punctual attendance
• Assist senior management with business planning, forecasting, resource allocation, etc.
• Responsible for achieving assigned revenue and volume objectives, meet or exceed month, quarterly, and annual targets.
• Identifying/monitoring market trends that affect sales, service, and product development.
• Establish monthly and quarterly sales volume and revenue quotas that align with Inogen’s B2B US forecast, considering product and margin mix.
• Leverage functional expertise to identify and execute new opportunities for Inogen to expand its patient census under its oxygen services program
• Identify goals and needs/requirements of prospects and clients, including budgetary cycles/amounts and key decision makers
• Create innovative programs and strategies to differentiate Inogen in the marketplace.
• Influence, collaborate and work with cross-functional leaders, departments, and teams to develop and execute successful strategies
• Assist with any other duties as assigned
• Determine Solution offerings
• Develop and manage B2B sales representatives across the US.
• Manage team in accordance with Inogen’s core values, policies, and procedures.
• Build and develop an industry leading sales team through coaching and development, with the capability to sell to all relevant stakeholders in the ever-changing HME healthcare environment.
• Establish and cultivate relationships with medical thought leaders that can contribute to the development of Inogen’s strategic goals.
• Participate in overall product strategy and conceptual program development.
• Build and maintain executive relationships within key accounts. This includes strategy planning, communications, and quarterly business reviews.
• Establish and grow strategic partnerships with identified key accounts.
• Maintain and grow results by coaching and motivating employees, planning, monitoring, and appraising job results. Conduct ride along with reps and establish weekly check-ins as a method to coach and develop.

Knowledge, Skills, and Abilities

• Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions. Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives, and senior management.
• 50% Willingness to travel (nation-wide)
• Demonstrated ability assessing and initiating actions independently. Experience taking charge of a situation, team, or project.
• Negotiation and business skills required to secure account agreements
• Executive presence
• Must have flexibility and the ability to adapt to the changing internal and external environments
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Demonstrated ability to execute sales marketing strategies and tactics.
• Strong track record of B2B sales and sales leadership success, DME/HME experience a preferred
• Effective conflict resolution

Qualifications (Experience and Education)

• Advanced knowledge/proficiency in Microsoft Office, required
• Bachelor’s degree, any discipline
• A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities
• 5 + years’experience In B2B, quota driven sales leadership role required