Director of Sales – MedTech Solutions
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Job Description
Director leading Americas sales growth for TekniPlex MedTech Solutions, serving medical device OEMs with materials, components, and CDMO services. Managing strategic accounts, pipeline, forecasting, and sales teams.
Responsibilities:
- Lead the Americas regional sales organization and deliver profitable growth across the MedTech Solutions portfolio
- Report to the Vice President, Commercial - MedTech Solutions
- Manage and develop Global Key Account Managers, Technical Account Managers, and Business Development professionals
- Drive strategic account planning, new business development, cross-selling, pricing and value capture, pipeline management, and forecasting
- Maintain direct involvement with strategic customers while developing a high-performing sales organization
- Drive penetration of strategic customers, targeted share gain, cross-selling, and disciplined new business development
- Identify and prioritize customer, application, and market opportunities for sustainable, profitable growth
- Build executive-level relationships with key account stakeholders and decision makers
- Coordinate account ownership across geographies, product lines, sites, and functions
- Establish priorities and KPIs for new customer, new program, and new application development across the Americas
- Partner with Strategic Marketing and Product Management on target markets, applications, value propositions, and go-to-market strategies
- Own the quality and execution of the Americas opportunity pipeline and sales forecast
- Lead regional sales forecasting supporting financial forecasting and SIOP
- Monitor sales growth, pipeline development, win rate, share gain, forecast accuracy, pricing performance, and account plan execution
- Improve CRM utilization, sales analytics, forecasting, quoting, reporting, and commercial processes
- Build a culture of customer focus, accountability, collaboration, urgency, and disciplined execution
- Provide field and opportunity coaching in account management, value selling, negotiation, application knowledge, and business development
- Attract, develop, incentivize, and retain high-performing commercial talent
- Partner with Product Management, Strategic Marketing, Commercial Operations, Operations, Quality, Engineering, and other MTS functions
- Establish and maintain pipeline reviews, account plan reviews, cross-functional commercial reviews, monthly business reviews, quarterly business and account reviews, and individual coaching and performance reviews
- TekniPlex MTS serves medical device and related healthcare markets with materials, critical components, and contract development and manufacturing solutions
Requirements:
- Bachelor's degree in Business, Marketing, Engineering, Life Sciences, or a related field required
- MBA or advanced degree preferred
- 10+ years of progressive sales leadership experience in the MedTech industry
- Demonstrated responsibility for leading and developing high-performing sales teams
- 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
- Experience with medical polymers, precision extrusions, critical components, assemblies, or related technologies strongly preferred
- Expertise in strategic account management, account planning, pipeline management, forecasting, sales process, and commercial execution
- Experience leading organizational or commercial transformation and implementing sales processes across previously independent teams or businesses strongly preferred
- Strong business and financial acumen
- Ability to translate market, customer, pipeline, and financial data into actionable commercial decisions
- Ability to collaborate across Product Management, Marketing, Operations, Engineering, Quality, Finance, and Commercial Operations
- Ability to read and interpret safety rules, operating and maintenance instructions, procedure manuals, technical procedures, blueprints, and technical drawings
- Ability to write routine reports and complete timecards and work orders
- Ability to present information effectively to employees, managers, clients, customers, and the general public
- Ability to perform basic mathematical operations and apply algebra, geometry, fractions, percentages, ratios, and proportions
- Ability to solve practical problems, interpret instructions, define problems, collect data, establish facts, and draw valid conclusions
- Ability to meet stated physical demands, including standing, walking, handling objects, and lifting/moving up to 50 pounds frequently
- Ability to perform essential functions with or without reasonable accommodation
Benefits:
- Comprehensive and flexible benefits program
- 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
- Some benefits are paid in full by TekniPlex; others are cost-shared or available at group rates
- Reasonable accommodations for individuals with disabilities
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