Senior Sales Manager

1 week ago

Waterloo, Ontario, Canada NDI Full time

At NDI, our mission centers around harnessing measurement technologies to enhance medical procedures and patient outcomes. To achieve this, we foster innovation through collaboration, trust, and strong relationships. With a proud heritage, culture, and 41 years of international growth, we're honored to be a valued partner to leading medical companies.

This is an exciting time to join NDI – a world leader in tracking technology. Key responsibilities for the Director of Sales, North America include developing and directing all sales activities, aligning with NDI's mission and vision. Effective leadership of the Sales Team requires strong medical applications knowledge, technical and business understanding of NDI customers and medical products.

Commercial Leadership Team (CLT)

  • As a key member of the CLT, contribute to advancing NDI's vision and growth strategy through leadership and expert knowledge in strategic sales goals, including short-term and long-range plans, objectives, and metrics.
  • Facilitate interdepartmental communication, particularly regarding the definition of customer experience, among the Product, Clinical, and Sales teams.
  • Enable collaboration between Sales and Product development to understand customer technical product requirements, pricing elasticity, and market insights, advancing our market-driven approach.
  • Conduct continuous analysis of the competitive environment for NDI technology, customer medical markets, sales forecasts, and consumer trends.
  • Bring curiosity and challenge the status quo to advance our efforts toward building a performance-driven culture and environment that benefits our organization and the medical community.

Sales

  • Manage, grow, and analyze North American sales opportunities to track 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 (e.g., represent NDI at tradeshows, review and approve sales orders, perform product demonstrations, partner in contract creation and implementation).
  • Participate in technical product discussions, 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 sales incentive and recognition programming to support people development and engagement.
  • Leverage and champion system tools like Salesforce and Epicor to manage customers and promote effective collaboration.
  • Optimize and implement improved global sales operating mechanisms for business effectiveness: account planning, revenue planning, annual forecasting, monthly business analysis reporting, national sales meeting, etc.
  • Implement a robust revenue forecasting process using data insights and market trends to predict revenue generation and targets, and plan resource allocation accordingly.
  • 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 and manage performance.
  • Cultivate a high-performing Sales Team to meet customer needs, striving for strategic partnerships.
  • Manage Sales budgets.

Education and Professional Qualifications

  • University degree in Science, Engineering, and/or a Business discipline (MBA).
  • Minimum 10+ years' experience in Sales Leadership, preferably in Medical Tech and/or Medical Device environments.
  • Minimum 3-5 years' experience in Technical/Healthcare customer-facing roles in high-tech and/or surgical robotics industries.

Desired Characteristics/Additional Assets

  • Business insight, intellectual curiosity, decisiveness, and financial fundamentals.
  • Analytical mindset with proficiency in sales management and analytics tools.
  • Creative thinker with a customer-centric approach, bias to action, and positivity.
  • Competitive salary with a Registered Retirement Savings Plan match of up to 4%.
  • Flexible work arrangements, with both remote and in-office options.
  • Three weeks' paid vacation plus a company-wide holiday shut-down in December.
  • Employee social and engagement events throughout the year.
  • Subsidized professional development and training opportunities.
  • Convenient location with close proximity to public transportation and free on-site parking.

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