Regional Sales Director

Summary

Join Hyperfine, Inc. as a Regional Sales Director and drive sales of its innovative brain imaging system, Swoop, across a defined territory in California. You will be responsible for developing and executing territory plans, building strategic relationships with various hospital stakeholders, and managing the complex sales process in a capital sales environment. This role requires navigating multiple work streams, selling disruptive technology, and coaching customers through change management. Success in this position demands expertise in selling technical information to clinicians and financial aspects to procurement teams, along with strong communication and CRM skills. The ideal candidate will have a proven track record in medical device sales, particularly in capital equipment, and a deep understanding of complex medical terminology and clinical care pathways.

Requirements

• Bachelor’s degree in related field, or equivalent work experience
• 6+ years medical device sales experience
• Capital sales experience
• Ability to work in healthcare facilities and meet vendor credentialing requirements (including COVID vaccination) to access those environments
• Ability to work long hours and execute under pressure with short turnaround times
• Ability to speak, write, and use all office equipment including scanner and printer, phone, and computer
• Travel required which will include air, train, and vehicle transportation, including overnight stays in a hotel
• Available nights, weekends, and holidays when needed
• Mission driven, committed, and highly motivated to achieve sales goals
• Sales process - weekly plans, CRM updates, lead generation, project coordination, building surgeon champions, and C-suite sales experience
• Excellent professional communication, presentation, and negotiation skills
• Process driven and organized with a commitment to timely follow up both internally and externally
• Resilient with a proven track record of sales success
• Strong customer engagement and management skills
• Fluency in CRM, BRM, MS office suite, G-Suite or iWork, web based documentation/sharing, and web conferencing
• Knowledge of complex medical terminology and clinical care pathways
• Intellectually curious

Responsibilities

• Develop and own the territory plan to achieve quota / revenue growth goals, which will include both tactical and strategic thinking / planning
• Be disciplined to a defined sales process and lead generation process, including specific KPI’s that will be measured weekly, monthly, and quarterly to support sales success
• Collaborate with team members across the Hyperfine organization to share best practices and support a cohesive sales approach
• Be always the Directly Responsible Individual (DRI) or quarterback for the customer while the sales process is underway and throughout the customer lifecycle to penetrate the account fully
• Manage a complex sale with multiple work streams moving simultaneously and in a proper choreography that leads to system / unit sales of Swoop
• Experience selling into complex procedures (ICU, ED, OR) and be an expert in anatomy, patient procedures, and delivering product value for targeted clinical specialties. Must be able to learn complex information quickly to apply those learnings in the sales process
• Proven success selling technical information to the treating clinician, while also selling financially to the procurement team / CFO and orchestrating conversations with the IT / Informatics team at the hospital for successful implementation
• Support live events such as demonstrations and conferences by managing logistics, driving customer awareness, and working with other commercial teams
• Partner with Inside Sales to follow up on leads to find new customers, support product demonstrations through scheduling, follow-up, and ongoing funnel management activities
• Partner with commercial and internal stakeholders (ex. product, marketing, clinical sciences, clinical applications, customer success) to share feedback, identify trends, and make introductions that result in increased value for the customer and Hyperfine
• You are required to utilize CRM tools, such as Salesforce on a daily and weekly basis to report regional customers, accounts, and sales activities and metrics
• Provide reports as required by leadership (monthly, quarterly, annually)
• Travel within the defined region to meet customers in person as often as needed
• When required, travel outside of your region to attend company and industry events
• Account for expenses and adhere to company expense policy