Senior Commercial Director, North America

Fortive • Everett, WA

7d

About The Position

The Senior Commercial Director, North America will lead all sales and customer service functions across LANDAUER's Dosimetry and Industrial & Government business lines in North America. This is a senior commercial leadership role responsible for driving revenue growth through sales strategy and execution, expanding customer relationships, and building a high-performing sales and service organization. This leader will own the full revenue for North America, protecting and growing a recurring revenue base of approximately $125M, accelerating cross-sell/upsell of add-on services, and reducing customer churn, while ensuring excellent customer experiences through the customer service organization.

Requirements

• 10+ years progressive sales leadership experience (with 3-5 of those being 2nd line leadership), including direct management of a multi-layered sales organization (i.e., managing managers), ideally with large institutional/strategic accounts.
• Proven record owning revenue responsibility of at least $100M in annual sales.
• Knowledge of multiple sales motions including hardware and software products
• Experience selling a recurring revenue service (subscription, managed service, or contract-based model), not just one-time product sales.
• Prior experience in contract negotiations and driving growth through negotiated agreements.
• Demonstrated success driving team performance in cross-sell and upsell sales.
• Demonstrated success driving team performance in growing ARR through churn reduction and retention strategies.
• Strong track record building, leading, and developing high-performing sales and customer service teams.
• Experience partnering with or overseeing sales compensation design and administration.
• Excellent executive communication.
• Proven strength in planning, negotiating, problem-solving, and analytical skills.

Nice To Haves

• Experience in healthcare, life sciences, industrial safety, regulated services, or a related B2B recurring-services industry.
• Experience selling into healthcare, industrial, and/or government customer segments, including GPOs or other large institutional/group purchasing entities.
• Familiarity with radiation safety, occupational health, or environmental/health/safety (EHS) markets.

Responsibilities

• Own the growth strategy and performance of strategic/national account portfolios, with accountability for sustainable year-over-year revenue growth through protecting existing business, expanding current customer relationships, and acquiring new customers.
• Establish and track KPIs for each portfolio and routinely evaluate performance against plan, using visual management tools.
• Identify and prioritize whitespace and competitive opportunities to focus resources on the highest-value growth opportunities.
• Protect and expand existing revenue by proactively identifying competitive threats, contract vulnerabilities, and changing customer needs, and developing strategies to strengthen LANDAUER's position and increase share.
• Own relationships with key decision-makers across strategic accounts such as GPOs, health systems, government agencies to understand customer priorities, strengthen strategic alignment, and develop compelling value propositions.
• Lead regular portfolio business reviews with the VP/GM, providing clear visibility into revenue performance, pipeline, customer retention risks, competitive opportunities, contract utilization, and progress against growth objectives.
• Maintain a strong understanding of market dynamics, competitive activity, and LANDAUER's differentiated capabilities, using those insights to continuously strengthen portfolio strategies and identify new sources of growth.
• Own the North America sales and customer service P&L, with full accountability for revenue targets, forecasting, and pipeline management across Dosimetry and Industrial & Government segments.
• Develop and execute a commercial strategy that grows Annual Recurring Revenue (ARR) annually through new customer acquisition, cross-sell/upsell of add-on services, and churn reduction.
• Partner with the VP/GM to set annual sales targets, budgets, and go-to-market priorities for North America.
• Lead, coach, and develop a multi-layered sales and service organization, including direct management of three Senior Sales Managers, a Sales Compensation Analyst, a Senior Customer Service Manager, and a Business Development Specialist.
• Build a high-performance sales culture with clear accountability, strong pipeline discipline, and consistent achievement of quota and retention targets.
• Design and evolve sales compensation and incentive structures (in partnership with the Sales Compensation Analyst and Finance Leadership that align seller behavior with cross-sell, upsell, and retention goals.
• Partner with the Senior Customer Service Manager to ensure a seamless, high-quality service experience for existing dosimetry customers through first touch resolution.
• Implement proactive churn-prevention programs, identifying at-risk accounts early and driving retention strategies across the customer lifecycle.
• Ensure tight alignment between sales, customer service, and operations to protect renewal rates and customer satisfaction.
• Drive systematic cross-sell and upsell of LANDAUER's add-on services into the existing customer base, setting targets, tracking performance, and holding the team accountable to results.
• Provide oversight and management to the Business Development Specialist in their day-to-day management of GPO/IDN and strategic account administration and support.
• Develop and implement contract strategies for key accounts and GPOs/government/strategic accounts, which strengthen LANDAUER's competitive position, improve contract terms, minimize unnecessary pricing concessions, and create opportunities for profitable growth.
• Translate negotiated agreements into measurable commercial growth by partnering with the sales team to identify, prioritize, and execute opportunities within each portfolio.
• Collaborate with Marketing and Product on offer design, pricing, and packaging for add-on services.
• Provide regular, data-driven reporting to VP/GM on sales performance, pipeline health, churn/retention metrics, and ARR growth. Present to leadership with ability to share the story, not just the numbers.
• Work closely with Finance, Operations, Marketing, and Product teams to align commercial strategy with operational capacity and company goals.
• Represent the voice of the North America customer and market in broader company strategic planning.

Benefits

• We use the proven Fortive Business System (FBS) to accelerate our positive impact.
• We believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
• We believe in the power of people working together to solve problems no one could solve alone.
• We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed