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Director, Sales - Nordson Medical Surgical Solutions

Nordson Corporation

Allen, Texas

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JOB DETAILS
SKILLS
Advertising, Budget Management, Budgeting, Business Administration, Business Development, Business Growth, Business Solutions, Cardiac Surgery, Channel Sales, Channel Strategies, Clinical Information Systems, Coaching, Contract Management, Contract Negotiation, Correctional Health, Corrective Action, Customer Relationship Management (CRM), Customer Service Evaluation, Develop and Maintain Customers, Direct Sales, Establish Priorities, Exceeded Sales Goal, Forecasting, Hospital, Improvement Metrics, Leadership, Marketing, Marketing Communications Plan, Medical Equipment, Medical Organizations, Medical Products, Medical Sales, Metrics, Microsoft Office, NeXT Systems, Operational Expenditure (OPEX), Operations Management, Organizational Development/Management, People Management, Performance Management, Policy Development, Pricing, Process Improvement, Profit & Loss Management, Promotional Programs, Revenue Growth, Revenue/Sales Reporting, Sales, Sales Management, Sales Operations, Sales Pipeline, Sales Strategy, Set Goals, Strategic Accounts, Strategic Planning, Surgical Supplies, Talent Management, Team Lead/Manager, Team Player, Time Management, Trade Shows
LOCATION
Allen, Texas
POSTED
13 days ago
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

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Nordson Corporation

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