Sales Director, Americas

Belong to a team where taking initiative, being adaptive, and inquisitive are valued.

Job Summary

The Sales Director will be a results oriented, hands-on business professional capable of driving SunTech's growth in a defined geographical region. It is a hybrid position combining elements of Sales, Marketing, Product Management & Development, Financial Planning & Analysis, New Business Development. The role will provide Sales leadership for a team, directly support and manage key customer accounts, conduct business development activities, and guide SunTech's marketing strategies in the region. All SunTech sales in the region, including finished devices, accessories, and service & repair, for both human and veterinary markets, will be managed by the Director.

The region is defined as:

• North America (USA, Canada, Mexico)
• Central America & the Caribbean
• South America

The position reports directly to the VP Marketing & Sales.

Job Description

• Provides leadership for sales staff. Coaches, mentors, and holds team accountable for achieving assigned revenue quotas. Co-travels with team as needed.
• Develops commercial growth strategies for the region, and assists the Board in setting company strategy.
• Directly manages distributor customer and prospect relationships. Uses key account management concepts to develop champions and influence within major customers and prospects to identify and develop new business.
• Participates as needed in Board meetings. Will regularly brief the Board on the state of SunTech business in the region, progress in achieving budgeted revenue, new business development activities, and other opportunities or issues. Prepares reports as needed to show the performance of the region and the team.
• Develops budgets for sales, expenses, and marketing investments for the region in collaboration with HQ colleagues.
• Analyzes the region for gaps in distribution coverage, and works actively to fill them. Constantly reviews performance and contractual compliance of distribution partners, making changes as needed to grow sales.
• Coordinates with the Marketing team to develop and deploy effective product and brand promotional strategies. Participates directly in trade shows as needed.
• Forms clinical KOL relationships needed to validate and bolster SunTech's claims of superior performance, and coordinates as needed with SunTech's clinical team for validations, white papers, seminars, advisory boards, etc.
• Provides input to Marketing and R&D about the product portfolio. Gives recommendations for new products, and participates in product life cycle reviews.
• Identifies and cultivates acquisition and technology investment targets, in conjunction with the SunTech Board and Halma M&A team.
• Liaises with Halma counterparts in the region.
• Is a champion for the use of digital platforms like Salesforce/Kenandy, and uses the tool to forecast revenue, track opportunities, manage contracts, etc.

Required Skills

• Proven track record of driving revenue growth and managing complex key accounts.
• Ability to manage key internal stakeholders to advance customer opportunities.
• Negotiation skills, and the ability to negotiate on value, not just price.
• A self-starting, results-driven leader who solicits input from others and transitions concepts into actionable plans to achieve business objectives.
• Leads team through solid coaching, guidance, support and accountability.
• Possesses excellent leadership and managerial skills emphasizing teamwork, staff development, cross-functional collaboration, and budgetary control.
• Demonstrated team leadership and teamwork skills in a complex, fast-paced, changing business and market environment to deliver value-added results to the organization.
• Experience of achieving results in a geographically and culturally diverse workplace.
• Demonstrates solid leadership behaviors and competencies, with a focus on growing and developing a strong organization and talent bench.

Leadership Expertise

• Demonstrated skills in leadership, collaborative style with a focus on performance and management by objectives.
• Strong and confident decision-maker who is capable and has the experience to make tough business decisions.
• Builds a strong link between SunTech and awareness of the customers' needs.
• Is an active, high-energy communicator that drives a company vision/mission to align teams, critical resources, management, and stakeholders.
• Influences and impacts others through building and defending arguments, challenges in a provocative and respectful manner, reaches consensus of opinion, and catalyzes action to meet critical objectives.
• Remains calm under adverse conditions, and reaches independent, reasoned solutions by thinking in a clear, decisive manner.
• Reinforces leadership development, encourages reward and recognition, is attentive to succession planning needs, and effectively removes barriers.
• Consistently develops people through coaching and feedback.
• Proven track record of building high performing teams
• Performs duties accurately the first time and with a sense of urgency.
• Makes decisions with the intent of building a customer centric organization.
• Takes accountability for work produced.

Desired Skills

• 10 years of experience in distributor and medical device sales
• Leadership skills and management techniques
• Team building (attracting and developing talent)
• Product development, management, and marketing
• Strategic planning
• Business administration
• Budgeting and forecasting
• Excellent communication skills, both written and verbal
• Excellent problem-solving skills and ability to combine a hands-on operational approach with strategy
• Proficiency in Salesforce and Microsoft Office, including Microsoft Word, Excel, Outlook, PowerPoint.

Minimum Qualifications

Education

Bachelor's Degree

Physical Requirements

Work is typically performed in a normal office or trade show environment.

This position requires up to 50% travel (both national and international).

Company: SunTech Medical; #LI-AA1

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