Strategic Sales Director

Job Title: Strategic Sales Director Reports To: President Job Summary: This position is responsible for creating and executing the sales vision and strategy for Tridien’s OEM/CM key accounts, branded/private label portfolio, and ancillary business units, primarily within North America. Primary call points include manufacturers (OEM/CM targets), HME/DME distributors, and acute/post-acute care facilities. Increases overall profitability and market share through growth and optimization of existing and new customers. Creates, communicates and implements sales strategies and tactics, and achieves all sales plan objectives and KPIs. Continually develops and enhances relationships with executives, decision-makers and influencers through sales calls, proactive and responsive customer support, and business review meetings. Drives OEM/CM sales as the primary contributor, but leads a sales team of direct and indirect representatives for other sales efforts. Embodies Tridien’s core values and demonstrates them at all times in interactions with Tridien customers, suppliers, vendors and company personnel. Duties & Responsibilities Recruit, train, manage and develop a field sales team of direct and indirect reps. Develop and execute an annual sales plan, including revenue and margin targets, strategies, tactics, staffing, timelines, metrics and spending. Identify, monitor, report, and drive performance to KPIs; make recommendations for improvement. Provide sales leadership through effective communication and daily active coaching; regularly work in the field with sales reps and maintain direct relationships with key customers. Develop and execute new customer acquisition and customer retention strategies. Actively participate in preparation of Board meeting and executive session materials; participate as requested. Maintain a “sales pipeline” of prospects and qualified leads; record communications and progress. Create a 6-month rolling plan of quantified new business opportunities; identify potential target customers with input from the President. Oversee customer negotiations and the creation of sales quotes. Develop and execute a sales staffing plan; revise as necessary to achieve overall plan performance. Improve, standardize and document sales processes for training and operational use. Coordinate with customer service on order processing, production and shipping; communicate with customers and internal stakeholders. Adjust sales territories as necessary to achieve sales goals, to maintain balanced geographic sales areas, and to ensure optimum utilization of company resources. Ensure timely and regular reporting from direct sales personnel; track and manage all aspects of sales reports, including trip reports, and review and approve commission and expense reports. Support forecasting by providing insights into customer ordering patterns and intentions. Work with marketing to create collateral materials and other tools for use by sales personnel. Create promotion and incentive programs to drive sales. Schedule and lead sales meetings, up to and including national in scope. Actively participate in the creation of sales compensation programs; monitor success of compensation programs to drive desired results. Collaborate with marketing and customer service to establish pricing by product category, line item and customer segment. Support marketing and engineering on product enhancements and new product concepts. Communicate with all internal stakeholders about customer issues identified through the sales relationship. Teach and coach a professional, consultative sales method, to include probing unmet needs, identifying objections, mastering closing techniques and providing post-sales support. Seek and analyze information on competition, market and industry trends, and discern how this may impact the business; communicate findings and plans to management. Attend meetings as necessary to promote products, including tradeshows and other educational conferences, field in-services, and one-on-one customer visits. Ensure compliance with Tridien’s CRM system. Keep executive management informed about any customer, industry, market trend or competitive activity that could impact the business. Perform other duties as assigned by the President or other members of the executive team. Knowledge, Skills & Abilities Proven track record of increasing revenue and profit. Able to multi-task and thrive in a highly collaborative environment. Self-motivated with strong work ethics. Must have strong oral and written communication skills. Must be able to lead sales professionals and maximize their productivity. Able to prepare and present information for high-level management review, including the Board.. Able to establish and maintain professional relationships with all levels of staff and customers. Education/ Experience Bachelor’s degree required. Minimum 10 years of sales experience, preferably in medical devices. #J-18808-Ljbffr