Commercial Director for North America

3 weeks ago

Kitchener, Ontario, Canada Northern Digital Inc Full time

Job Summary:

The Director of Sales, North America will be accountable for planning, developing and directing all sales activities at Northern Digital Inc. This includes the creation and implementation of strategic sales objectives that align with the company's Mission and Vision. This coupled with strong medical applications knowledge, as well as technical and business understanding of Northern Digital Inc. customers and medical products is required to effectively lead the Sales Team.

Key Responsibilities:

  • As a key member of the Commercial Leadership Team, contribute to advancing Northern Digital Inc.'s vision and growth strategy by providing leadership and expert knowledge in the development of strategic sales goals, including short-term and long-range plans, objectives, and metrics.
  • Facilitate interdepartmental communication, particularly regarding the effective definition of customer experience, among the Product, Clinical, and Sales teams.
  • Enable cross-collaboration between Sales and Product development to develop a sound understanding of customer technical product requirements, pricing elasticity, and market insights to advance our market-driven approach and achieve success together.
  • Conduct continuous analysis of the competitive environment not only for Northern Digital Inc. technology but our customers' medical markets, sales forecasts, and consumer trends.
  • Bring curiosity and challenge the status quo to advance our efforts towards building a performance-driven culture and environment, that serves to better not only our organization but the impact to the medical community.

Sales and Revenue Growth:

  • Manage, grow and analyze North American sales opportunities to track to corporate revenue goals.
  • Manage the North American sales team and develop and execute key growth strategies to achieve business financial targets, manage the sales pipeline, and meet customer acquisition and revenue growth objectives.
  • Participate in sales meetings as the expert on customer issues and perform sales duties as required (e.g. represent Northern Digital Inc. at tradeshows, conferences, review and approve sales orders, perform product demonstrations, partner in the creation and implementation of various contracts).
  • Participate in technical product discussions, be able to understand customer requirements, advocate and/or challenge their requests, taking a consultative approach.
  • Support and assist the sales team by giving presentations, following up on sales leads, creating special accounts and closing sales as necessary.
  • Evaluate, review and recommend appropriate sales incentive and recognition programming to support people development and engagement.
  • Leverages and champions system tools, such as Salesforce and Epicor to manage customers, and promote effective collaboration.
  • Optimize and implement improved global sales operating mechanisms/cadence for business effectiveness: account planning, revenue planning/annual forecasting, monthly business analysis reporting, national sales meeting, etc.
  • Implement a robust revenue forecasting process, utilizing data insights and market trends to predict revenue generation and targets, and plan resource allocation accordingly.

Team Management and Development:

  • Create an environment that increases the effectiveness and efficiency of the team, through active leadership, strong communication, and collaborative efforts.
  • Ensure Customer Experience team is set up to win, to ensure top-notch customer satisfaction and retention.
  • Scale and nurture a performance sales culture, focused on delivering value to our customers. Set aggressive sales targets, optimize performance, and coach and mentor the team to achieve exponential growth, manage performance.
  • Invests in talent and people development to establish a high-performing Sales Team to meet the needs of our customers, striving for strategic partnerships.
  • Manage Sales budgets.

Education and Professional Qualifications:

  • University degree preferably in Science, Engineering and/or a Business discipline (MBA).
  • Minimum 10+ years' experience working in Sales Leadership, preferably in a Medical Tech and/or Medical Device environment.
  • Minimum 3-5 years' experience in Technical/Healthcare customer-facing role in a high-tech and/or surgical robotics industry.
  • Proven track record of success in scaling revenue generation, management and mentoring ability as it pertains to customer/OEM relationships; B2B experience is an asset.
  • Passion, energy and ability to rally people to action while delivering results.

Desired Characteristics/Additional Assets:

  • Business insight, intellectual curiosity, decisiveness and financial fundamentals.
  • Willingness to be a hands-on leader, comfortable contributing in a multi-disciplinary environment and providing support at all levels.
  • Analytical mindset with proficiency in sales management and analytics tools.
  • Creative thinker with customer-centric approach, bias to action and positivity.
  • Excellent communication skills; verbal, written and presentation.
  • Willingness to travel.

Why Choose Northern Digital Inc.:

  • Generous employer-paid benefits package.
  • Company-wide bonus program and annual salary reviews.
  • Competitive salary with a Registered Retirement Savings Plan match of up to 4%.
  • Employee stock purchase plan.
  • It is common in many positions to work in a hybrid model, where flexibility and autonomy are supported by a combination of remote and in-office work.
  • Starting at 3 weeks' vacation plus a company-wide Holiday shut-down in December.
  • Employee social and engagement events throughout the year.
  • Subsidized professional development and training opportunities.
  • A Waterloo Region 2024 Top Employer.
  • Growing global company with offices in Waterloo, Vermont, Germany, and Hong Kong.
  • Close to GRT and ION stops with free on-site parking.

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