ORS Partners

  • Director, Channel Sales

    Job Locations US
    Posted Date 11 months ago(1/5/2018 8:58 AM)
    # of Openings
    Sales / Business Development
  • Overview

    Launched in 2007, CenTrak is a leader in Real-Time Location Systems (RTLS) for the healthcare market. CenTrak improves healthcare operational workflow and the quality of patient care via the industry's most robust and scalable Enterprise Location Services™. These systems offer a unique combination of technology-linking RFID tags and sensors with displays which permit users to track, locate and observe movement of equipment and people in real-time. CenTrak currently locates millions of patients, staff, visitors and assets in healthcare facilities all over the world. CenTrak systems enable critical solutions including Asset Tracking & Management, Nurse Call Automation, Clinical Operations and Workflow, Patient, staff and New Baby protection, Temperature Monitoring, and Hand-Hygiene Compliance/Infection Control. The company is best known for its Second-Generation Infrared (Gen2IR™) technology which delivers Clinical Grade Locating, a requirement for workflow and other key healthcare automation opportunities.


    The Director of Channel Sales will manage the sales and business development aspects of a defined list of CenTrak’s partnerships, with a primary focus on sales revenue and lead generation. The role will balance sales, sales support, partner management, and some sales training with the focus of growing the sales funnel. Highly visible position for a detail oriented person who thrives in a fast-paced environment. You must be a focused individual able to work responsibly for us in a remote environment. Meeting with customers in their location, discussing CenTrak products and sell them to channel partners. Support the channel partner through the entire sales cycle. Go on joint sales calls with partners to hospitals or other healthcare sites. This position will act as the liaison between CenTrak and its channel partners.


    • Key Results Area:
      • Meeting and exceeding set sales quotas.
      • Manage and be the main point of contact for existing alliance partners.
      • Aggressively drive partners to maximize sales and total partnership potential through sales best practices and training and support.
    • Essential Responsibilities
      • Manage sales orders and provide status to partners and/or manager.
      • Communicate with partners on new products and service offerings.
      • Create systems and procedures to streamline partner management.
      • Work with marketing to drive programs and events to extend the relationships to new prospects.
      • Managing a complex, enterprise solution sale with CenTrak’s partners; to include managing the RFP process.
      • Continually learning about new products and improving selling skills.
      • Demonstrate industry knowledge.
      • Provide weekly reporting of pipeline and forecast using the SalesForce automation tool.
      • Keeping abreast of competition, competitive issues and products.
      • Attending and participating in sales meetings, product seminars and trade shows.
      • Preparing written presentations, reports, and price quotations.
      • Conducting contract negotiations.
      • Must be self-disciplined and able to be productive with primarily remote management contact.
      • Managing sales pipeline of $1 million.
      • Defining and executing partner sales plans.
      • Must be proactive as well as recognize a sense of urgency.
      • This position requires the individual to be home office based, with a commitment to working out of the Newtown, PA office on a scheduled basis
    • Success Metrics

      • Quota attainment.
      • Pipeline quarter over quarter growth.
      • Training and support of partners


    • Experience and Education:
      • Bachelor’s Degree with 5+ years’ sales experience in the SW and HW solution software sales in healthcare hospital industries.
      • Preferably selling nurse-call or Hospital IT systems.
      • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers.
    • Foundational Skills and Core Competencies:
      • Ability to travel 30-50% of the time (overnight travel)
      • Excellent communication, writing and organizational skills required.
      • Successful achievement of 1M+ quotas, consultative enterprise/solution or technical sales.
      • Ability to manage a pipeline with multiple accounts and partners.
      • Ability to work in a team environment.
      • Listening, creative thinker, decision-making acumen, problem solver, takes responsibility, demonstrates personal integrity & honesty.
      • Ability to create a solution with appropriate products and services that meets business goals based on client discussions.
      • Customer / Client service orientation.
      • Driven to meet or exceed consumer expectations.


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