Global Head of Sales

SUMMARY:

As a key member of MTS Snr Management team, this person will lead the Sales teams to deliver aggressive and profitable sales growth by developing and leading a world-class B2B sales organization that identifies and delivers exceptional value for our customers.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Lead a team of direct-sales and inside-sales professionals and sales-channel partners to deliver aggressive, profitable top-line growth. To deliver this sales growth, the Sales Director will collaborate closely with and leverage the MTS business leadership

Specifically, this role will drive customer satisfaction and growth by using his or her market insights and relationships and by developing and implementing capabilities, processes, targets and metrics to ensure prioritized, timely and effective delivery in 4 essential areas: Sales Strategy, Sales Planning, Sales Delivery & Reporting, and Management of a High-Performance Team of Sales Professionals & Channel Partners.

The role holder will:

• Define and gain consensus on growth ambitions and success criteria across our business leadership
• Identify specific growth opportunities in adjacent markets (both organic and inorganic) by uncovering and combining
  • insights regarding MTS' current and potential capabilities and
  • the challenges and opportunities in adjacent markets
• Define, gain commitment for, and guide small project teams to rapidly explore, develop and implement specific growth initiatives. Key components of this work include, in strong collaboration with business-unit and corporate leadership teams,
  • Understand and leverage industry trends
  • Define and validate value propositions and go-to-market approaches
  • Define and ensure implementation of commercial positioning and pricing strategies that capture and retain value for our existing products, new products and services, and new adjacent-market offers
• Personally conduct initial business-development activities to gain footholds in those attractive markets.
• Through this work, evolve Tekni-Plex's global and regional growth strategies and go-to-market plans for Tekni-Plex's healthcare businesses, and ultimately Tekni-Plex's strategy
• Develop and evolve our sales-channel strategies, organizational models and sales-operating models to optimize sales performance

Sales Strategy

• Develop and maintain a network of relationships with industry and customer thought leaders and decision makers
• Capture, share and analyze market and customer trends, insights and feedback from multiple sources
• Identify and target specific market, customer and product segments
• Contribute to the development, validation and execution of new and existing value propositions, go-to-market approaches and pricing strategies
• Support the development and execution of capital-investment cases in the MTS business by developing and committing to sales plans
• Ensure that the voice of our customers is well understood by our marketing, quality & operations teams

Sales Planning

• Develop, refine and document specific approaches and sales plans for targeted market, customer, and product segments
• Develop, evolve and document customer-specific account plans, with special emphasis on Key Customers of both Tekni-Plex and Tekni-Films
• Set annual sales, pricing and profitability budgets for the division and for individual sales professionals and channel partners
• Optimize and manage our sales-forecasting process, in support of our Sales-Inventory-and-Operations Planning processes and our financial forecasting processes
• Develop, control and manage the sales operating budget

Sales Delivery and Reporting

• Drive growth and value-creation for select customers in support of and collaboration with his or her team of sales professionals and channel partners
• Contribute towards the development and timely execution of all commercial processes, including sale-development, customer management, pricing, contracting, contract management, sales-inventory-and-operations planning, and order-to-cash processes.

Management of a High-Performance Team of Sales Professionals & Channel Partners

• Develop a MTS sales culture that attracts, develops, retains and rewards a high-performing team of sales professionals and sales-channel partners
• Ensure optimum sales staffing and channel partners required to execute the sales strategy
• Facilitate the continuous development of our team of sales professionals, sales channel partners and other sales-critical functions, by
  • defining and implementing sales processes and process expectations,
  • providing systematic and consistent sales-process training,
  • providing personal coaching and feedback, and
  • providing timely performance management
• USE the CRM to define and implement consistent, value-adding processes and accurate data management
• Develop, implement and manage a sales incentive plan that aligns with our strategic plans & budgets and rewards our high-performing sales professionals and channel partners

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

• Minimum of 10 years Leadership experience in sales, market, and strategy development execution required
• Demonstrated business acumen and financial analysis, with strong strategic and implementation skills; an ability to determine trends and gaps; and identify actionable solutions to ensure sales growth
• Demonstrated track record of delivering aggressive organic sales growth with both existing customer and new-business environments
• Demonstrated functional expertise in sales strategy development, sales planning, sales-function leadership and sales-operations management
• International Sales Management experience necessary
• Preferably a minimum 10 years of experience in the medical-device industry. A technical or scientific background is a plus
• Bachelor degree, preferably in Marketing, Business, Engineering or related field. MBA preferred
• Able to travel 50% of the time