North American Region, Sales Go-to-Market Strategy (Nashville, TN or Cambridge, MA)

Job Title
North American Region, Sales Go-to-Market Strategy (Nashville, TN or Cambridge, MA)

Job Description

In this role, you will report through the North American Region (NAR) Marketing organization with a dotted line to Commercial Operations and the Health Systems Sales Leader, with scope to be the thought and analytics leader on key critical points to influence Go-to-Market (GTM) decisions for NAR Sales including IDN, Government, Business Unit, Inside Sales, Channel, as well as Services & Solutions Delivery (S&SD) coverage.

Your role:

• To optimize the sales resourcing metrics in partnership with Health Systems Zone Sales Leadership and business leadership (RBL). Additionally, your scope spans across North America vertical sales organizations such as HPM, IGT, Ultrasound and Enterprise Informatics in an effort to drive harmonization in how we interact with customer call points. Also, you will manage end-to-end customer and sales engagement process owner for the market, Account Management to customer call point alignment and portfolio definitions.
• To lead overall GTM as part of SPOR for appropriate segmentation, sales resource coverage, role and capability planning, and allocation of resources to the sales growth plan. As an individual contributor this role works to manage the extended market team to ensure alignment to organization strategies as well as ability to execute specific initiatives within the organization, ensuring support across all sales groups. Establishing and driving key leading growth, relationship, and commercial productivity indicators; drive execution on priorities to improve performance.
• Providing assessments, recommendations, and development of appropriate models (i.e. selling, mentoring, Account Planning, Team Performance) to support efficient and effective field activities. You will partner with cross-functional teams to develop integrated incentives tied to role and market objectives, (including quota, commissions, PPM, and customer experience metrics), and supporting role architecture and assessments; as well as be responsible for New Product Introduction (NPI) and act as the M&A GTM integration planning lead for NAR.
• To driving the efficacy of Strategic programs and optimizing our utilization of incentive compensation for long term impact; as well as provide critical focus areas are (1) determining KPIs & efficacy of current NAR territories, 2) engage with compensation and sales teams to suggest ways to improve strategies through compensation and sales programs, and 3) Deploy and analyze NAR strategic programs such as Cross Business Unit (BU) selling, EOL/EOS deployment.

• You have 10+ years of Sales Operations or Sales finance experience with significant work done on GTM and coverage strategies.
• Your skills include expert analytical capabilities, demonstrated ability to drive initiatives through influence and translate the GTM strategy into action.
• You have a Bachelor of Science or Business degree (required), and/or MBA degree (preferred) OR experience equivalent to 15 or more years' related experience.
• You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this p osition .
• You're an excellent communicator at many levels (articulate, empathetic, motivating and energizing); must thrive in a fast-paced environment which requires a high level of collaboration; flexible workstyle, creative mind, think-out-of-the-box, and adaptable to competing priorities; and excellent interpersonal skills with a continuous improvement and problem-solving mindset. Ability to travel up to 30-40%.

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