Director of Commercial Development

Join Exact Medical as the Director, Commercial Development! You may not recognize the Exact Medical name, but if you've ever had a medical procedure, there's a good chance you've encountered our products during one of the most critical moments of your life. Until that moment, you likely hadn't given much thought to the sterile barriers protecting critical equipment, the manufacturing processes, quality standards, or supply chains required to ensure those products are available exactly when they're needed. Most people don't think about those things until something isn't available, quality fails, or a supply chain breaks. That's when these products suddenly matter. At Exact Medical, we've spent decades helping ensure those moments never happen. Our work helps protect patients, support clinicians, and ensure medical procedures can happen safely and efficiently. As a family-owned medical manufacturing company, we believe manufacturing should never come at the expense of integrity. That's why we maintain direct oversight of production, own our manufacturing facilities, and control every step of the process—giving customers the cost advantages of overseas manufacturing without sacrificing quality, accountability, or trust. And behind every product we manufacture is an interconnected operation. Sales. Account Management. Engineering. Production. Quality. Regulatory. Supply Chain. People and processes that must work together to deliver on the promises we make to our customers. We're looking for a commercial leader who understands the entire journey from customer opportunity to fulfilled commitment—not just how to get a customer to say yes. Someone who understands that winning business is only one part of the equation. Delivering on that promise requires coordination, communication, accountability, and a genuine understanding of how the business operates. Someone who can connect those moving pieces, identify where things break down, develop the people responsible for the work, and build better processes that make the entire organization stronger. And before changing any of it? They're genuinely interested in understanding how it all works today. Your first several months will be spent learning Exact Medical. And we mean REALLY learning it. The people. The products. The customers. The manufacturing processes. The internal handoffs. The operational challenges. The decisions that happen behind the scenes long before a product ever reaches a customer. Before you can improve something, you need to understand why it works the way it does today. You’ll ultimately lead a commercial team of approximately ten people, with an initial focus on the six-person U.S. team supporting North America, South America, and Australia. Our Product Specialists, Account Managers, and Business Development Managers bring different strengths, personalities, experiences, and approaches to their work. Your responsibility isn't to immediately change the people or rebuild the organization. It's to understand what each person does, where they're successful, where they're struggling, and what they need to become more effective. Some of those answers will involve coaching. Others will involve clearer expectations, better procedures, stronger communication, improved coordination, or addressing performance issues that have gone unresolved. The goal isn't change for the sake of change. It's meaningful, sustainable improvement. And that improvement extends well beyond the sales team. You’ll work closely with Operations, Engineering, Production, Planning, Purchasing, Quality, Regulatory, Finance, and our international teams to understand how work moves through the organization. How does a customer request become a development project? What happens between a quote and an order? Where do responsibilities overlap? Where do handoffs break down? Are our procedures clearly documented? Do our systems help people do their jobs, or create unnecessary work? You’ll help strengthen the procedures, standard operating procedures (SOPs), communication practices, and accountability that keep those moving pieces connected. This isn’t about adding layers of bureaucracy. It's about making work clearer, more consistent, and easier to execute. You’ll also bring greater discipline to the commercial side of the business. Pipeline management. Forecasting. Account planning. Customer communication. CRM utilization. Follow-through. Not simply creating reports or tracking activity, but understanding what the information tells us, where opportunities are getting stuck, and what the team needs to do differently. And while you won’t be carrying your own sales quota, you absolutely need to understand how to sell. You’ll work alongside employees on important opportunities, helping them navigate complex customer relationships, uncover the real reasons customers buy, develop account strategies, negotiate, and move business forward. The difference? You’re there to make the person better, not become the person doing their job. You’ll spend significant time coaching and developing people. Some will grow tremendously with the right guidance. Others may need clearer expectations, different responsibilities, or more direct accountability. And occasionally, difficult personnel decisions will be necessary. Your job is to recognize the difference, make thoughtful decisions, and follow through. You’ll partner closely with CEO Ryan Power and the commercial leadership team, who retain responsibility for the company’s overarching commercial strategy and market direction. You’ll be trusted to lead the day-to-day people, performance, coordination, and execution that turn that strategy into results. Today, some processes are managed through spreadsheets, forms, and institutional knowledge. A new CRM is being implemented, and there are opportunities to improve documentation, standardize procedures, strengthen internal communication, and create a more consistent operating rhythm. But here's an important distinction. We’re not looking for someone whose first instinct is to hire an outside consultant, bring in a team of specialists, or hand the hard work to someone else. You’ll have access to expertise and resources when they’re genuinely needed. But we want a leader who takes ownership, rolls up their sleeves, learns the work, and has the ability to make improvements themselves. This is a hands‑on leadership role in a business where decisions have real consequences for customers, employees, production schedules, and operational capacity. You won’t have every answer on day one. We don’t expect you to. We do expect you to be curious enough to find them. You’re an experienced commercial leader who understands that a successful sales organization doesn't operate in isolation. You’ve led people, improved performance, built practical processes, and worked across departments to solve problems that weren’t always neatly contained within your job description. You understand the relationship between commercial decisions and operational execution. A sales commitment affects production. A customer request affects Engineering. A missed handoff can affect quality, delivery, profitability, and trust. You see those connections and know how to bring people together to improve them. You’ve actually done the work. You’ve developed employees who were struggling. You’ve implemented procedures that people use. You’ve improved communication between departments. You’ve created accountability where it was missing. You’ve identified operational inefficiencies, understood their root causes, and helped resolve them. And you can tell us exactly what you did, how you did it, and what changed because of your involvement. You’re comfortable developing SOPs, defining responsibilities, improving workflows, and building repeatable processes. You know how to create structure without making an organization unnecessarily complicated. You understand pipeline management, forecasting, CRM discipline, account development, margins, pricing, and the operational realities behind commercial commitments. You also know that data only tells part of the story. Sometimes the most important information comes from sitting beside an employee, asking a few thoughtful questions, and understanding why something is happening. You know how to distinguish a skill gap from an effort problem. A process problem from a people problem. A legitimate operational constraint from an excuse. And you don’t automatically assume the answer is replacing someone, reorganizing a department, or introducing a new system. You’re confident enough to lead, but humble enough to learn. You don’t need to be the smartest person in every room. You’re comfortable learning from employees who know the products, customers, and manufacturing processes better than you do. You ask questions before making assumptions. You validate information before making decisions. And when the facts challenge your original thinking, you’re willing to change your mind. You’re proactive, but not reckless. You move with urgency, but understand that moving quickly in the wrong direction doesn’t accomplish much. You take responsibility for outcomes. When something isn’t working, you don’t immediately look for someone to blame or someone else to fix it. You also understand that leadership isn’t about being liked by everyone. You can have difficult conversations, set clear expectations, address underperformance, and make decisions that are right for the organization while still treating people with respect. Ideally, you’ve worked in complex B2B environments where sales, operations, manufacturing, engineering, logistics, and customer expectations are closely connected. Medical device or medical manufacturing experience would be valuable, but it’s not a requirement. What matters more is your ability to learn a business, understand its people, develop talent, improve execution, and build the operational discipline needed to support growth. If you believe the best leaders understand the work before trying to change it, you’ll find a lot to appreciate here. This is a full‑time, on‑site position based in Buffalo, New York. Exact Medical strongly believes in face‑to‑face relationships, both internally and with customers. While there are no mandated travel requirements, you’ll have the flexibility to travel when it creates value for customers, projects, or the organization. One of the most unique aspects of this role is the opportunity to visit our manufacturing facilities in China. During your first six months, you’ll travel alongside company leadership to see firsthand how products are developed, manufactured, inspected, and delivered. You’ll walk the production floor, meet the people behind the products, and gain a deeper understanding of how the commercial organization connects to the operational side of the business. You’ll see how customer requests influence engineering decisions, production schedules, regulatory requirements, quality processes, and supply chain execution. When customers visit our facilities in China, they’re not walking through a contract manufacturer’s building. They’re walking through ours. That level of ownership, visibility, and accountability is a big part of what makes Exact Medical different. And understanding it firsthand will be an important part of becoming an effective leadership here. Relocation assistance may be available for the right person. You’ll receive a competitive base salary ranging from $160,000 to $190,000, depending on experience, along with performance‑based incentives that reward your impact across the commercial organization. First‑year OTE is approximately $280,000‑$310,000. This isn’t a traditional sales compensation plan. You won’t carry an individual sales quota or be measured by the size of your personal book of business. Instead, your success will be measured by the strength of the organization you help build. The people you develop. The processes you improve. The accountability you create. The operational coordination you strengthen. And ultimately, the profitable growth those improvements help produce. We’re looking for someone who understands that sustainable growth isn’t simply about winning more business. It’s more about building an organization capable of delivering on it. As Exact Medical continues to grow, so does the opportunity to contribute and be rewarded for the improvements you help build. Specific incentive details will be discussed throughout the interview process. At Exact Medical, we believe manufacturing should never come at the expense of integrity. For decades, companies have been forced to choose between the cost advantages of overseas manufacturing and the quality, oversight, and accountability they expect from a true partner. We built Exact Medical to eliminate that tradeoff. As a family‑owned medical manufacturing company, we own and operate our facilities, maintain direct oversight of production, and control every step of the process. Our customers gain the cost benefits of manufacturing in China while working with a U.S.‑owned organization that believes in doing the right thing, doing it right the first time, and standing behind the products we produce. Now we’re looking for a leader who brings that same sense of ownership to our people and commercial operations. Someone who respects what’s already built, has the curiosity to understand it, and possesses the experience and initiative to make it better. Not by tearing everything apart. But by doing the work, developing the people, and building something that lasts. If that sounds like the kind of leadership you’re proud to bring to the table, we’d love to hear your story. Exact Medical is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected status under applicable law. #J-18808-Ljbffr