Area Vice President - Midwest (62795)

Position Summary:

Seeking a high‑performing Sales Area Vice President - Acute Care to drive revenue growth and expand market share within acute care hospitals and health systems. This role is responsible for developing strategic relationships, executing complex sales cycles, and delivering value‑based solutions to clinicians, administrators, and supply chain stakeholders.

To apply, please submit your resume to Ashley Lee at ashley.lee@insightglobal.com. You may also contact Ashley directly with any questions regarding the position.

Key IDNs the Midwest role include, but are not limited to: Mayo, Fairview, Froedtert, University of Chicago Medical Center, Mercy and more

This position is also responsible for the coordination and leadership of Clinical Specialists and Sales Associates across the assigned geographic region to ensure clinical and operational expectations are consistently exceeded.

Key Responsibilities

Revenue Growth & Regional Management

• Achieve and exceed assigned revenue growth targets within the designated geography
• Manage all aspects of the client's key IDN relationships, including product growth, program development, and strategic relationship building across organizations
• Develop and execute a strategic territory business plan targeting acute care hospitals and IDNs
• Identify and prioritize new business opportunities while expanding existing accounts

Clinical & Value‑Based Selling

• Engage key clinical stakeholders to demonstrate product efficacy and clinical outcomes
• Clearly articulate clinical, operational, and financial value propositions
• Be accountable for successful product evaluations, trials, and in‑service trainings, independently and in partnership with sales support teams

Stakeholder Engagement

• Build strong relationships with key decision‑makers, including C‑suite executives, supply chain leaders, and value analysis committees
• Navigate complex hospital purchasing processes, GPO contracts, and distributor private‑label products
• Collaborate cross‑functionally with marketing, clinical, and customer success teams

Sales Execution

• Manage the full sales cycle from prospecting through closing and implementation
• Demonstrate leadership, organization, and coordination with Clinical Specialists and Sales Associates for account‑specific strategies
• Lead contract negotiations and pricing discussions
• Maintain accurate pipeline forecasting and CRM documentation

Market Intelligence

• Monitor the competitive landscape, industry trends, and evolving customer needs
• Provide feedback to leadership regarding product development opportunities and market dynamics

Qualifications:

Education and/or Experience:

• College Degree Required.
• Minimum 5-7 years documented sales success in the medical field (top 20%) with broad range experience calling on Health Systems (IDNs).
• Ability to cover a large geography and spend overnights as needed.

Skills and Knowledge Requirements:

• Experience with direct sourcing or selling private label medical supplies.
• Experience attaining or exceeding overall sales plan profitability, as well as other assigned goals and objectives
• Working knowledge of how medical distribution and sales process within the Acute market.
• Knowledge of selling process and the components to build / maintain customer loyalty.
• Preparation, presentation and closing skills to include direct sales, use of distribution channel and/or team selling approach.
• Strong organizational skills. territory management, account assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management.
• Proven ability to develop markets for both new and existing products and services.
• Excellent communication skills and interpersonal interaction required.
• Must be proficient in email, Microsoft Office, etc.
• Must possess and maintain a valid state-issued driver's license and be able to operate a motor vehicle.

Competencies:

To perform this job successfully, an individual should demonstrate the following competencies:

• Drive for Results- Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results
• Project Management - Executes project start-up and planning activities. Defines & manages schedules, & resources to accomplish project objectives and reports on project progress. Identifies and manages scope, risks and quality throughout the project lifecycle. Identifies and partners with stakeholders to develop and implement change management plans.
• Communication -Expert communication skills in one-on-one situations and to a large & probing for information in a way that is easy to understand.
• Relationship Builder - Deeply embedded within the account, creating, strengthening and protecting the relationship. Generate meetings, develop relationships that create opportunities over short and long term.
• Customer Focus- Able to present well in both one-on-one situations and to larger audience at all levels within the organization. Balances conflicting interests of various customers and readily adjusts priorities to respond to pressing and changing customer needs.

Physical Demands:

Individuals may need to sit or stand as needed, may require walking primarily on a level surface for periodic periods during the day, reaching above shoulder heights, below waist or lifting as required to file documents or store materials throughout the day. The position may require lifting heavy supplies and office materials. Travel up to 80% may be required.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. For the most part ambient room temperatures, lighting and traditional office equipment as found in a typical office environment.

To apply, please submit your resume to Ashley Lee at ashley.lee@insightglobal.com. You may also contact Ashley directly with any questions regarding the position.