Director of Sales & Clinical Applications

Nordson Medical, a global leader in Interventional Solutions, Fluid Components, and Surgical Solutions, is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.

Summary of the role

As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.

Job Summary

The Sales & Clinical Applications Director is responsible for leading the commercial organization for Nordson Medical Surgical Solutions.  This position supervises and manages Regional and Strategic Account sales teams in North America and Internationally,, the sales operations team, strategic resources, and the clinical team.   The Sales & Clinical Applications Director generates strategic selling plans and develops metrics, processes, and systems to provide oversight to ensure business development targets are met.   The Sales & Clinical Applications Director coordinates with the growth and strategy and operations teams to ensure the overall initiatives for the business operate together efficiently.

Essential Job Duties and Responsibilities

• Plans and develops commercial strategy for sales of Nordson Medical Surgical Solutions products inclusive of determining correct selling channels, sales force organization, and account/region assignments.
• Plans customer success strategies using the Ascend Strategy framework.
• Utilizes the Nordson Business System, NBS Next, to develop commercial strategies and processes to meet business growth and deliver on overall division objectives.
• Leads the development and execution of account plans for strategic accounts in line with business targets.
• Establishes relationships with key leadership at strategic accounts to deepen business through the development of strategic interactions with account decision makers.
• Manages contracts and supply agreements for key accounts.
• Manages the sales operations team, ensuring best in class service levels; establishes and monitors customer service metrics and implements improvements when required.
• Develops sales targets and expense budgets for the regional and strategic account management teams.  Prepares regular and special sales reports.
• Manages the clinical team and ensures timeliness, accuracy, efficiency, and customer intimacy and excellence expectations are met or exceeded.
• Works collaboratively with other business functions to develop forecasts for customers and products on a periodic basis.
• Manages the organization to achieve or exceed sales targets while operating within expense budgets.
• Implements effective systems and metrics to manage sales performance and properly incentivize sales representatives to deliver on business unit revenue goals.
• Delivers a talent strategy that builds winning teams through a focus on empathy, integrity, inclusion, learning, and collaboration.
• Promotes a culture consistent with Nordson values and Foundational Attributes.
• Coaches for development and manages performance and behavior concerns in a timely manner.
• Acts as key part of the business management team, setting goals and objectives, planning and developing strategy.
• Participates in ensuring that the business has the proper strategic selling objectives.  Confers with the Growth and Strategy team and participates in developing marketing policy; recommends product and product line revisions and pricing changes.
• Manages marketing communication team to plan and develop advertising, promotion, and publicity activities including web, trade show, and print channels.  Coordinates work of team in administering programs.
• Recommends participation in industrial, scientific, clinical, and other types of exhibitions on the basis of estimated value to the division.
• Implements and improves efficient process to coordinate and interface with other functional areas of the business to improve efficiency and service levels for our customers; corresponds with customers by mail or telephone, depending on nature of problem.
• Studies and interprets data relating to overall results of the sales operation and takes appropriate action to correct or improve sales performance.
• Manages opportunity pipeline to ensure health required to achieve long term business growth objectives; sets targets for pipeline based on probabilities and win ratios.  Reports out regularly on pipeline health and implements corrective actions as necessary.
• Other duties as assigned.

Education and Experience Requirements

• Bachelor's degree in Engineering, or higher-level medical degree.  MBA a plus.

• 10 years progressive direct sales/account leadership experience in the medical device industry managing a sales budget more than $100 million including past supervisory experience.

• Experience in developing sales channel strategies.
• Experience leading/developing a sales team.
• Experience managing P&L and budget spend.
• Experience in customer/contract negotiations.
• Experience with direct hospital sales, Cardiac Surgery is a major plus.
• Experience building effective organizations, training, and talent development.

Skills and Abilities

• Proficiency in critical technologies (MS Office, CRM technologies, etc.).
• Ability to prioritize, organize and facilitate effective calls and meetings.
• Ability to analyze reports and to make fact-based decisions.
• Ability to adapt in a fast-paced organization.
• Ability and desire for fast paced continuous learning.
• Experience with managing/reading customer metrics/scorecards.
• Highly developed verbal, written, and interpersonal skills.
• Experience with CRM technology.
• Highly developed organizational detail skills.
• Extensive knowledge medical device industry and markets.
• Highly developed problem-solving skills.
• Results oriented with strong perseverance and accountability.
• Strong desire to travel and develop customer intimacy along with other business critical objectives.  
• Ability to deal with and influence key senior level decision-makers across customer organizations

Working Conditions and Physical Demands

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Required

  None

  Minimal

  Estimated 50%

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Interested?

If you are interested in being a part of a team and creating an inclusive and diverse workplace, please apply online with your CV.

About Nordson Medical

At Nordson MEDICAL, you don't have to be a doctor to help save lives. We are the global expert in the design, development, and manufacturing of complex medical devices and component technologies. By joining our team today, you will help us bring innovative ideas to life. Nordson MEDICAL is a global team that works to create components for life-saving medical devices. We offer a supportive culture in a growing and dynamic work environment. Whether you're just beginning your career or you're a seasoned professional, there's a place for you to belong at Nordson MEDICAL. We offer hourly and salary positions in production, maintenance, customer service, quality, engineering, and more. We actively invest in our teams to help you build your skillsets and advance your career.