Regional Sales Director
Our Regional Sales Directors enjoy selling market research into the healthcare market
supported by a team of professionals. These innovative hunters establish foundations that
lead to client success and satisfaction, ultimately resulting in impressive commissions.
1. Acquire new clients
2. Upsell and Cross-Sell to Existing Clients
3. Work with Market Managers and Consultants to renew existing clients
4. Achieve annual sales targets
Responsibilities include (but are not limited to):
Identify and close new business sales opportunities
Work with clients to define opportunities, create solutions, and close sales
Develop client relationships to increase revenue within client base
Develop new accounts through executive cold-calling
Suggest ideas for sales strategies and value-added solutions to capture market
share and enhance customer value
Consistently attain sales targets
Give input to and authorize final proof of client proposals
Establish and maintain outstanding customer satisfaction
Deliver on-site sales presentations to clients and prospects
Work through sales obstacles and objections to see a prospect through to close
Identify sales leads by proactively requesting referrals
Identify new sales opportunities by continually developing and enhancing
prospecting campaigns; direct mail, email, trade publications, Internet research,
referral requesting, strategic alliances – deploy any and all means of building the
short and long term sales pipeline
Write and follow an annual sales plan
Utilize Consultants to help close large or complex sales in a fiscally sound
manner. Consultants should be asked to participate in the sales process when
prospects have been thoroughly qualified and the complexity of the prospect’s
needs requires additional expertise, when an introduction to the person who will
deliver the service is deemed necessary or when management advises Consultant
Convince clients and prospects to attend to Summit
Submit accurate monthly sales forecasts
Bachelor’s degree or equivalent experience
Five plus years successful experience
Track record selling in a highly competitive marketplace
Proven ability to bring in new business
Excellent oral, written and presentation skills
Commitment to ethical business practices
Commitment to teamwork
Ambitious, achiever, competitive, persuasive
Exposure to, or understanding of, the healthcare market research industry
Existing contacts with hospital executives and decision makers a plus
Travel 50% to 70%
Below is a list of sales skills required for success as a Regional Sales Director.
Regional Sales Director Sales Skills Definition
Determining what it will take for the decision
maker(s) to buy and making it happen.
Helping prospects recognize the unique
Competitive Positioning advantages offered by your company, product
Presenting the value of your products or
services in a manner that enables prospects to
Cost Justification/Return On Investment
calculate their return on investment and justify
Helping prospects maintain a sense of urgency
as they progress through their buying process.
Delighting customers so they are loyal,
enthusiastic fans of your company.
First Impression Making people feel good during initial contact.
Managing a sales territory so all prospects are
identified and qualified; implementing
Intelligent Territory Management
appropriate selling activities to achieve
targeted revenue goal.
Using appropriate interpersonal styles to help
meeting participants reach a goal.
Reaching outcomes that gain everyone’s
Anticipating objections and providing
Objection Removal prospects with new information to mitigate
objections and close the sale.
Knowing how to navigate competing interests
in the firm to get things done.
Presentation Skills Presenting to groups of people in a manner that
accomplishes a pre-determined objective.
Understanding how your products help
customers solve business problems.
Asking questions to understand prospect’s
business problems and the consequences of not
Questioning and Listening
solving those problems. Listening so prospects
feel like they have been heard.
Building a network of referral sources; people
who can and will refer prospective customers.
Effectively turning written long-term goals into
Revenue-based Time Management hourly tasks, prioritized based on revenue
Varying the presentation of your product or
Selling to Multiple Decision Makers service so the benefits match the needs of all
individuals on the buying team.
Partnering with various sales team members to
manage sales and buy cycles.
Working with all team members, inside or
Team Work outside the formal line of authority, to achieve
Expressing ideas clearly in documents so that
organization, structure, grammar, language,
and terminology are adjusted to the needs of
Helping prospects and/or team members
Competitive Positioning recognize the unique advantages offered by
your company, product or service.
Assessing team member pipelines and
Forecasting accurately forecasting monthly, quarterly and
annual sales revenue.
Below is a list of sales characteristics required for success as a Regional Sales Director.
Director Definition Synonyms
Achiever Successfully accomplishing things. Finisher, Doer
Wanting to continuously move up in
Ambitious Aspiring, Go-getter
Decisive, Confident, Firm,
Assertive Being direct, definite, and resolute.
Competitive Wanting to win. Emulative, Aggressive
Exhibits positive outlook toward all
activities, including many social
Energetic Dynamic, Active
interactions, and generates enthusiasm
Exceeding the job description to
benefit coworkers and the entire
Initiative Ambitious, Energetic
organization as well as contributing
value adding, bold ideas.
Integrity Being unimpaired, sound and truthful
Expecting the best in this best of all Assured, Confident,
possible worlds Encouraged
Determined to see things through to
Persistent completion, despite barriers and
Convincing using effective verbal
Persuasive Convincing, Assuring
skills to attract and compel others.
Ability to recover quickly; rise above
Resilient adversity & rejection and continue Flexible, Buoyant
Act effectively or imaginatively,
Resourceful Cunning, Skillful
especially in difficult situations.
Initiating one's self to get started and
Self-motivated Independent, Self-sufficient
get things done.
Works well within group cooperative
Team Player Compliant, Contributing