Vice President of Sales- Healthcare (US & LATAM)

As the Vice President of Sales - Healthcare at UPS, you will oversee the sales and business development operations specifically targeted towards the US and LATAM healthcare markets. This includes creating and implementing effective sales strategies, managing negotiations and pricing for healthcare customers, and ensuring compliance with business plans. Your responsibilities will also include leading a team of Directors of Accounts and Account Managers while maintaining a comprehensive understanding of market trends to guide your strategic decisions.

To qualify for the Vice President of Sales - Healthcare position at UPS, you should possess a minimum of 5 years of sales experience and at least 3 years in a management role overseeing territory owners in any segment. Prior experience in logistics healthcare sales is strongly preferred, along with proficiency in CRM platforms. A Bachelor's degree is required, while an advanced degree is preferred. Additionally, fluency in English is a must, and proficiency in Spanish is a plus.

The Vice President of Sales - Healthcare plays a crucial role in driving UPS's success by developing and executing sales strategies that directly contribute to profitable growth. By effectively leading a team, leveraging market insights, and ensuring cross-functional collaboration, the VP of Sales helps UPS to advance its position in the competitive healthcare logistics sector and achieve business objectives aligned with corporate goals.

Essential skills for the VP of Sales - Healthcare at UPS include strong written and verbal communication abilities, mastery in negotiation, and the ability to analyze operating margin analytics. Leadership competencies such as change management, business insight generation, effective planning, and execution skills are also critical. Additionally, the successful candidate should thrive in a fast-paced environment and be skilled at managing multiple projects simultaneously.

The working environment for the Vice President of Sales - Healthcare at UPS is dynamic and challenging, situated in a collaborative atmosphere that encourages innovation and continuous improvement. You will work with talented teams across various functions, including Business Development, Marketing, and Operations, allowing for a diverse and engaging workplace. This role will be stationed in Miami, FL, within a supportive and results-driven culture where your contributions directly impact the success of the organization.

To develop a successful sales strategy for a new healthcare product, it’s essential to start with thorough market research to understand industry trends, customer needs, and competitive landscape. Setting clear objectives, identifying target segments, and leveraging customer insights will help in crafting a tailored approach. You should also consider cross-departmental collaboration to align marketing and sales efforts while regularly measuring performance to allow for strategy adjustments.

When discussing your experience leading a sales team through challenges, consider focusing on a specific situation where you employed strategic pivoting, motivation techniques, or resource reallocation. Highlight how you analyzed the market, maintained team morale, addressed obstacles, and ultimately achieved or exceeded sales targets despite the situation’s pressures.

Key metrics for assessing a sales team's performance typically include total sales revenue, conversion rates, sales growth year-over-year, and customer acquisition costs. Additionally, tracking customer retention rates and the average deal size can provide valuable insights into how well the team is meeting its goals and adapting to market changes.

Ensuring alignment between sales and other departments involves establishing clear communication channels and fostering collaborative practices. Regular cross-functional meetings to discuss objectives, sharing feedback, and using collaborative tools for tracking joint initiatives can help. Emphasizing a unified vision and creating incentives for team collaboration is another effective strategy to ensure all departments work together towards common goals.

To motivate a sales team, I employ a combination of recognition, goal-setting, and ongoing training opportunities. Celebrating individual and team successes, establishing specific, achievable goals, and providing access to professional development resources can encourage a productive and positive work environment. Additionally, fostering open communication where team members feel comfortable sharing ideas and concerns can significantly enhance motivation.

Handling underperforming team members requires a supportive and constructive approach. First, I would have an open discussion to identify underlying issues, whether they are skill-related or personal. Then I would develop a performance improvement plan with clear expectations and support for growth. Regular check-ins to track progress and offer guidance can greatly assist in turning around underperformance.

In my experience with CRM systems, I focus on using them to create detailed customer profiles, track sales activities, and analyze performance metrics. For effective sales management, I leverage CRM tools to assign tasks, measure pipeline stages, and forecast sales outcomes, allowing the team to make data-driven decisions that enhance productivity and customer engagement.

When describing a successful negotiation, detail a specific deal where you identified key interests of both parties, prepared thoroughly by understanding market standards, and employed effective communication to reach an agreement. Discuss the negotiation techniques used, the challenges faced, and how the final outcome benefited both your company and the client, reinforcing your skills in achieving mutually beneficial terms.

Customer feedback is vital in shaping sales strategies as it provides direct insights into client needs, preferences, and pain points. By actively gathering and analyzing feedback, a sales leader can adjust their approach, refine product offerings, and enhance customer service across the board. Utilizing customer data not only helps in developing targeted strategies but also fosters stronger relationships.

To stay informed about industry trends and market changes, I regularly engage with industry publications, attend relevant conferences, and participate in professional networks. Leveraging platforms like LinkedIn and other industry forums allows me to connect with thought leaders and exchange insights. Additionally, I prioritize continuous learning by enrolling in courses that help me understand emerging trends and technologies.