Director of Sales & Strategy

Gems Setra’s Critical Environments business unit is focused on delivering solutions to help customers minimize disruptions and maximize uptime in environments where cost of failure is high (hospitals, labs, data centers, etc). Our customers are building and maintaining these spaces and the supporting building automation systems. The Director of Sales - Critical Environments leads and manages the North American Critical Environments sales team, including both channel and direct sales. Success will be measured relative to exceeding sales forecasts, improving profit margins, growing the sales funnel, growth in target vertical markets and helping to drive key company strategic initiatives. 

Essential Functions:

• Meet or exceed sales forecasts for the Americas region while ensuring appropriate profit margins are maintained.

• Profitably develop and grow Critical Environments direct and channel business with existing customers while continually cultivating new channels, markets, and customers for our products.

• Maintain perspective on the macro-environment to identify opportunities for strategic expansion, competitive advantage, customer engagement / satisfaction, or other growth vectors.

• Set and execute a comprehensive go-to-market strategy for the business unit, including channel strategy, customization / white-label opportunities, and prospecting. 

• Set and execute a process for supporting end-user demand for in-field configuration and trouble-shooting / technical support.

• Drive creation and execution of territory, market segment and account plans to drive share gain and standardization at strategic/key accounts, taking into account competitive positions, prioritized buying influences, key differentiators, application-specific solutions, service/support expectations, etc. 

• Increase the effectiveness of the account management and channel management team, through hiring, developing, coaching and training direct reports.

• Drive excellence, accountability, and adherence to standard work for prospecting, funnel management, lead follow-up, opportunity management and other key processes.

• Building high-level and meaningful relationships with all major customers, channel partners and key OEMs/end Users to enable long-term strategic development, roadmap & demand visibility, etc.

• Manage to Key Performance Indicators (KPIs) and conduct monthly problem solving to understand the root cause of gaps in performance; develop countermeasures to drive short-term & long-term improvements in KPIs. 

• Work closely with the marketing function on regional and strategic marketing plans to increase brand recognition & image including participation in industry tradeshows & conferences, interaction with regulatory bodies, transformation marketing programs etc. and championing new product commercial launches

• Conduct research to help develop sales presentations and materials in conjunction with Marketing to facilitate target account wins and sales funnel growth. 

• Ensure proper adherence to corporate policies, guidelines, operating rules, and budgets for the region. 

Critical Success Factors: 

• Well-developed sales capabilities, including prospecting, consultative selling, funnel management, key account management, etc.

• Strong problem-solving skills, structured thinking, and attention to detail

• Customer-focused mindset with a passion for delivering high-quality solutions

• Ability to independently set priorities and continually drive execution

• Ability to manage multiple projects and prioritize tasks effectively

• Excellent communication and interpersonal skills

• Commitment to continuous learning and staying updated with industry trends

Education & Experience Required: 

• Bachelors Degree or Associates Degree + certifications in related field

• 7+ years of sales experience, preferably in healthcare or critical environments

• 5+ years of experience in a sales leadership role

• Familiarity with industry standards, compliance, and regulations such as ISO, ASHRAE, IEC, etc.

• Live within reasonable commute of major airport and willing to travel up to 50%

Desired Skills & Experience: 

• Experience with relevant technical products or applications (HVAC / building automation systems & sensors, environmental monitoring, etc.)

• Proficiency in system design and configuration.

• Experience with technical field services, such as calibration, commissioning, etc. 

• Proficient in artificial intelligence (AI) technologies

PHYSICAL DEMANDS / ENVIRONMENT

The work environment characteristics described here are representative of those that associates encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is occasionally required to reach with hands and arms. The employee is occasionally required to stand/or sit, squat, turn/twist, reach, use hands to finger, handle, feel or operate objects, tools or controls, and computer keyboards. 

The employee must occasionally lift, carry, push or pull up to 10 pounds.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. 

While performing the duties of this job, the employee may be subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, oils, extreme temperatures and workspace restrictions. 

The noise level in the work environment is occasionally loud.

Employees will be required to wear the proper Personal Protective Equipment (PPE), which may include eye, hearing and respiratory protection, protective smock, steel toe shoes, gloves, hard hats, or face shields. Contact lenses may not be allowed in some areas.

The associate must also be willing and able to travel by all forms of transportation. 

The duties listed in job descriptions are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.

The purpose of this description is to assist in ADA compliance and is not intended for other purposes.

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