Director of Sales - MedTech Solutions

TekniPlex • ,

7d • $216,000 - $259,000 • Hybrid

About The Position

The Director of Sales, Americas - MedTech Solutions is responsible for leading the Americas regional sales organization and delivering profitable growth across the MTS portfolio. Reporting to the Vice President, Commercial - MedTech Solutions, the sales leader will manage and develop a high-performing team of Global Key Account Managers, Technical Account Managers, and Business Development professionals while driving disciplined execution across strategic account planning, new business development, cross-selling, pricing and value capture, pipeline management, and forecasting objectives. The Director of Sales will be a highly engaged leader, maintaining direct involvement with strategic customers while building and developing a high-performing sales organization. The successful candidate will combine medical device market and application knowledge, strategic account management, commercial discipline, and hands-on coaching to drive share gain and growth within existing accounts while developing new customers, programs, and expansion into new markets and applications.

Requirements

• Bachelor's degree in Business, Marketing, Engineering, Life Sciences, or a related field required.
• 10+ years of progressive sales leadership experience in the MedTech industry with demonstrated responsibility for leading and developing high-performing sales teams.
• Demonstrated experience selling technically differentiated products, components, materials, or manufacturing solutions to medical device OEMs.
• Strong understanding of medical device OEM and CDMO customer requirements, applications, product-development cycles, regulatory and commercialization processes.
• Demonstrated expertise in strategic account management, account planning, pipeline management, forecasting, sales process, and commercial execution.
• Strong business and financial acumen with the ability to translate market, customer, pipeline, and financial data into actionable commercial decisions.
• Demonstrated ability to collaborate effectively across Product Management, Marketing, Operations, Engineering, Quality, Finance, and Commercial Operations.
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions and procedure manuals.
• Ability to write routine reports and legibly complete timecards and work orders.
• Ability to read technical procedures and read blueprints and technical drawings, such as machine, mechanical, pneumatic, hydraulic, and electrical.
• Ability to effectively present information in one-on-one and small groups situations to other employees of the organization.
• Ability to effective present information and respond to questions form groups of managers, clients, customers, and the general public.
• Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.
• Ability to compute rate, ratio, and percent.
• Ability to apply concepts of basic algebra, geometry, fractions, percentages, ratios, and proportions to practical situations.
• Ability to solve practical problems and deal with a variety of variable in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form.
• Regularly required to stand, walk, and talk or hear.
• Frequently required to use hands to finger, handle, or feel and reach with hands and arms.
• Occasionally required to sit; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.
• Must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 50 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Nice To Haves

• MBA or advanced degree preferred.
• Experience with medical polymers, precision extrusions, critical components, assemblies, or related technologies strongly preferred.
• Experience leading organizational or commercial transformation and implementing sales processes across previously independent teams or businesses is strongly preferred.

Responsibilities

• Own and deliver sales growth and profitability objectives as defined in the MTS commercial strategy.
• Drive organic growth through increased penetration of strategic customers, targeted share gain, cross-selling across the MTS portfolio, and disciplined new business development.
• Identify and prioritize customer, application, and market opportunities offering the greatest potential for sustainable, profitable growth.
• Drive engagement with strategic account stakeholders to strengthen MTS’ position across the value chain.
• Translate market and customer insights into actionable commercial priorities and growth initiatives.
• Support commercial justification for capacity expansion, new capabilities, and other growth investments through VOC/VOM insights and disciplined pipeline management.
• Establish and maintain rigorous account planning across Global/Strategic and Priority accounts.
• Ensure account plans clearly identify customer priorities, current business, share of wallet, competitive position, key stakeholders, growth priorities, and specific actions required to drive profitable growth.
• Build and strengthen executive-level relationships with key account stakeholders and decision makers.
• Ensure coordinated account ownership and engagement across geographies, product lines, sites, and functions.
• Facilitate coordination between Global Key Account Managers and regional commercial leaders to ensure seamless management of multinational customers.
• Establish clear priorities and KPIs for new customer, new program, and new application development across the Americas region.
• Ensure Business Development resources are focused on priority markets, customers, applications, and growth vectors aligned with MTS strategy.
• Develop and maintain relationships with industry thought leaders, customer decision makers, and other relevant stakeholders.
• Partner with Strategic Marketing and Product Management to refine target markets, applications, value propositions, and go-to-market strategies.
• Own the quality, accuracy, and disciplined execution of the Americas opportunity pipeline and sales forecast.
• Drive pipeline conversion and velocity through regular opportunity reviews, coaching, and removal of commercial or cross-functional barriers.
• Lead the regional sales forecasting process in support of financial forecasting and Sales, Inventory & Operations Planning (SIOP).
• Monitor and act upon key commercial performance indicators including sales growth, pipeline development, win rate, share gain, forecast accuracy, pricing performance, and account plan execution.
• Ensure disciplined execution of pricing strategies and appropriate value capture across the customer portfolio.
• Partner with Commercial Operations to continuously improve CRM utilization, sales analytics, forecasting, quoting, reporting, and commercial processes.
• Build, develop and lead a high-performing team of Global Key Account Managers, Technical Account Managers, and regional Business Development professionals.
• Build a culture of excellence characterized by customer focus, accountability, collaboration, urgency, and disciplined execution.
• Ensure appropriate customer and market coverage aligned with MTS strategic priorities.
• Provide regular field coaching and opportunity coaching to strengthen account management, value selling, negotiation, application knowledge, and business development capabilities.
• Identify capability gaps and implement appropriate training and development programs.
• Attract, develop, incentivize and retain high-performing commercial talent.
• Ensure consistent adoption and continuous improvement of the MTS sales management operating system, including account planning, pipeline management, CRM discipline, forecasting, and commercial review cadence.
• Serve as the primary regional Sales partner to Product Management, Strategic Marketing, Commercial Operations, Operations, Quality, Engineering, and other MTS functions.
• Work closely with Product Management to align customer and market opportunities with product-line strategies, application priorities, roadmaps, and growth investments.
• Partner with Strategic Marketing on segmentation, market intelligence, voice of customer, competitive positioning, value propositions, and go-to-market priorities.
• Partner with Commercial Operations on CRM, analytics, quoting and commercial processes, forecasting, reporting, and sales operations mechanics.
• Actively reinforce the One MTS commercial operating model by eliminating legacy organizational boundaries and ensuring customers experience TekniPlex as one integrated commercial organization.
• Establish and maintain a disciplined operating cadence designed to drive execution and accountability, including: Regular pipeline and forecast reviews, Strategic and Key Account Plan reviews, Cross-functional commercial reviews, Monthly business performance reviews, Quarterly business and account reviews, Individual coaching and performance reviews, Pipeline discipline, execution and commercial KPI management.

Benefits

• Medical Coverage
• Prescription Drug Coverage
• Telemedicine
• Dental Coverage
• Vision Coverage
• Employee Assistance Program
• Health Savings Account (HSA)
• Flexible Spending Account (FSA)
• Basic Term Life/AD&D Insurance
• Voluntary Life/AD&D Insurance
• Short Term Disability (STD)
• Long Term Disability (LTD)
• Voluntary Buy-Up LTD
• Hospital Indemnity
• Accident Insurance
• Critical Illness
• 401(k) Retirement Savings Plan
• Daily Pay
• Business Travel Insurance
• Legal Plan
• Identity Protection

What This Job Offers

• Job Type: Full-time
• Career Level: Director