Director, Sales & Products – Healthcare IT

at  Christie Innomed

ABOUT CHRISTIE INNOMED

Serving medical imaging since 1954, Christie Innomed develops, distributes, integrates and supports innovative solutions and products that improve the performance of health institutions in Canada in medical imaging and health IT solutions.
Christie Innomed is today a leader in medical imaging and informatics, with more than 250 specialists who support more than 1,500 hospitals and clinics across Canada.

SUMMARY

Reporting to the Vice-President, Healthcare IT Solutions, the Director will be accountable to successfully lead the Sales teams and drive the commercialization of the Healthcare IT business at the national level.
In addition, the incumbent will ensure that structured customer feedback is provided to pertinent leads within HIT supporting products evolution and service excellence.

KEY ACCOUNTABILITIES

• Shape and drive a commercial vision for Healthcare IT supported by clear plans to deliver on Christie Innomed’s and HIT’s ambitious growth objectives and levers for the coming years.
• Achieve sales and related growth targets for our Healthcare IT products and Solutions across Canada (including Radiology, Cardiology, Pathology, Internal Christie Innomed products such as Neuron RIS, Neuron Sphere-Cloud) supporting both farming and hunting processes
• Manage and direct all Account Executives and Application Specialists providing structured annual performance review and regular updates (weekly and monthly) focused on growth objectives and results. Ensure Sales objective are tracked and build mitigation plans to rectify misalignment if actual results vary from planned.
• Ensuring that all Sales leads and opportunities are captured and documented diligently in the appropriate CRM sales pipeline. Generate monthly Sales reports enabling diligent tracking of Sales performance and activities. Support the upcoming migration to a new Sales CRM.
• Collaborate with key internal stakeholders (Marketing, CTI, Service, Finance, HR, Corporate Services among others) in view of delivering on Christie Innomed’s ambitious growth objectives.
• Collaborate with all internal stakeholders to identify and plan cross-selling opportunities.
• Drive the annual HIT Sales budget process and support regular Sales forecasting for the organisation.
• Guide decisions on product positioning, pricing, competitive analysis, distribution and product support.
• Act as a central focus for Sales activities linked to key anchor partners of Christie Innomed HIT such as Fujifilm.
• Collaborate with Marketing to create lead/opportunity generation activity through effective messaging, trade show planning and execution, campaigns, E-communication, website improvement, market facing activity (Symposium/Society work) and brand awareness.
• Enhance the visibility of the company through personal involvement with key industry influencers and active participation in appropriate meetings and conferences.
• Develop and maintain deep relationships with key opinion leaders and customers, and be a spokesperson for the company, its products, people, and technologies.
• Support the Vice-President in identifying and sourcing non-organic targets for Christie Innomed.
• Manage and direct all Sales escalations from Account Executive and act as an expert resource in resolving complex sales opportunities.
• Orchestrate RFP response, assuring optimal responses leveraging HIT as well as corporate resources.

QUALIFICATIONS AND EXPERIENCE

• University degree in Business Administration or equivalent experience
• Relevant leadership experience in the field of Information Technology or Informatics
• Minimum of five years of relevant sales leadership experience in the field of Enterprise Imaging
• Excellent command of French and English, both spoken and written
• Advanced skills with the MS Office suite
• Experience using MS Dynamics CRM

SPECIFIC REQUIREMENTS

• Strong interpersonal skills, able to build strong partnerships and proven ability to provide outstanding service to internal clients
• Demonstrated ability to lead teams
• Excellent judgment, autonomy, flexibility and openness
• Strong ability to manage priorities, propensity to action and deliver results
• Strong ability to negotiate and optimize business processes
• Able to travel (~30% of the time)

Please refer the Job description for details