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Commercial Director
2 months ago
As the Commercial Director - Healthcare at CSA Group, you will lead and manage a regional sales team to achieve set commercial targets through account growth. You will provide guidance and accountability to your team, grow and develop them, and be responsible for training, budgeting, and monitoring set measurements against goals.
Key Responsibilities:- Develop and Implement Sales Strategy: Develop and implement the sales strategy, budget, and goals each year, prior to submission of the annual budget.
- Lead and Motivate Regional Sales Team: Provide leadership and direction to the regional sales team on an ongoing basis, motivating and promoting cross-selling and superior customer service.
- Act as Authority Figure: Regularly act as an authority figure to effectively dispose of customer issues and complaints.
- Hire, Train, and Develop Staff: Hire, train, and develop Sales Account Managers, Technical Account Managers, Inside Sales Representatives, and Technical Sales Specialists to ensure Commercial objectives/targets are met.
- Evaluate Staff Performance: Evaluate staff performance and initiate disciplinary action as required.
- Determine Training Needs: Determine training and developmental needs of staff, enabling strong communication, regular product knowledge, and corporate goals and vision.
- Manage Regional Sales Travel and Expenditures: Monitor and manage regional sales travel and expenditures.
- Plan and Organize Sales Staff Attendance: Plan and organize sales staff attendance at scheduled tradeshows, tracking success by monitoring the number of actual new orders received from leads generated at the shows.
- Contribute to Strategic Direction: Contribute to strategic direction through the development of an understanding of our customers' business environment.
- Develop and Execute Promotional Campaigns: Develop and execute promotional campaigns, assembling strategic insights into presentation materials and call planning.
- Demonstrate Domain Knowledge: Demonstrate domain knowledge and expertise in a range of skills, including product portfolio planning, channel and go-to-market models, and customer/market research.
- Assist with Budget Preparation: Assist with the preparation of the annual sales and marketing budget to meet and contribute to the company objectives and operating margin.
- Monitor and Analyze Results: Monitor, analyze, and report the results to various levels of the organization on a regular basis throughout the year.
- Participate in Special Projects: Participate on administrative and procedural teams to offer input and contribute to Corporate and/or Divisional objectives, and participate in and lead special projects as required.
- Interact with Customers and Prospects: Interact with customers and prospects to develop and maintain an understanding of the market place, monitoring competitor marketing activities.
- Assist with Marketing Literature: Assist in the preparation and issue of marketing literature, attending conferences, exhibitions, and meetings as required.
- Participate in Global Business Strategies: Participate in the development of CSA Group's global business strategies, influencing execution of that strategy with full collaboration of Regional Leaders.
- Provide Input for Regional Investment: Provide input for regional investment, M&A, marketing, and pricing strategies for the region.
- Develop and Manage Key Relationships: Responsible for development and management of key trade association and government agency relationships.
- Provide Input for Business Analysis: Provide input for business analysis, market intelligence, and competitive data, collaborating with Finance to ensure appropriate data and metrics are available.
- Develop and Implement Relevant Programs: Provide input for the development and implementation of relevant programs that impact staff and customers, proactively communicating as required.
- Utilize Business Savvy and Leadership Skills: Utilize business savvy and personal leadership skills to influence staff and change business culture.
- Post-Secondary Education: Post-secondary education is mandatory, preferably in technical and/or business fields – an Engineering Degree and an MBA are assets.
- Strategic Leadership Experience: Six or more years of strategic leadership (global or regional accountability) of a product group or technology.
- Influence and Communication Skills: Ability to influence, build networks, and get things done without traditional line-authority, with excellent communication and interpersonal skills.
- Leadership and Stakeholder Management: Ability to lead multiple stakeholders and balance competing priorities.
- Proven Sales Experience: Proven ability to consistently exceed sales goals.
- Experience with Large Organizations: Proven experience dealing with large organizations at senior level.
- Communication and IT Skills: Create clear, effective, and professional written communications and presentations, with good IT skills (Microsoft Office), good communication and interpersonal skills, and excellent written and spoken English.
- Problem-Solving and Decision-Making Skills: Problem-solving and decision-making skills required, with the ability to meet deadlines and at times work under pressure.
- Regional Sales Team Experience: Experience with leading a regional sales team.
- Process Review and Improvement: Continually review sales processes to ensure they are efficient, effective, and accurate.
