Job Title:  DVP, Commercial

Summary of Position

The DVP, Commercial is accountable to lead all sales and marketing activities for the Advanced Medical Components (AMC) Business Unit to deliver sustained commercial growth and sales volume. Responsible for developing the strategic sales plan as measured by the quantity of existing and new products sold in order to meet or exceed budget, profitable customer retention, and true market share growth. The position is both highly visible within the Business Unit, the Division and the Corporation. 

Duties and Responsibilities

• Successfully deliver the business’s sales targets consistent with business objectives.
• Provide leadership to further develop AMC sales and marketing strategies to support healthy growth with a focus on new markets and new product applications.
• Ensure that the right sales, marketing, and customer service structure and people are in place with appropriate incentives to allow the business to perform to its full potential.
• Work with the VP BU Manager to establish the AMC sales budget and forecast which drives the commercial growth and sustained profitability of the BU.
• Continually analyze BU target markets to establish facility manufacturing requirements, price schedules and related operating data to meet/exceed the budget/forecast.
• Monitor the profitability of all BU product lines. Recommend the appropriate expansion of current products and/or services, the development of new products/services and the elimination of unprofitable products/services.
• Maintain regular contact with key customers to maintain and expand business relationships; Develop and deliver sales presentations individually or with sales representatives to retain and gain business.
• Structure, negotiate, and close sales agreements whose terms and conditions protect the BU interests.
• Prepare and present weekly, monthly, quarterly and annual management reports to summarize sales activity, actual and forecast sales volume, product mix, key account activity, etc.

Position Requirements

• A background in highly regulated industries (preferably medical device) with expertise in sales, marketing, business development and customer service; large public company experience (highly desired);
• At least 15 years of total business experience, including a minimum of three successful years in the same/similar role;
• An undergraduate degree in Sales & Marketing or Engineering and an MBA or Masters degree in Engineering;
• Successful experience growing a business organically, including the proven ability to commercialize new markets;
• A background with strength in asset management, budgeting, and profit plan attainment
• Excellent management and supervisory skills.
• Major multinational account management with a minimum of 5 years experience of demonstrated ability to sell into a major product OEM matrixed organizations.
• Demonstrated success at selling high value, complex, technical products.
• Knowledge and experience with the development, approval, and marketing of products, and understanding of the New Product Development (NPD) processes in highly regulated industries, as well as familiarity with manufacturing in general.
• Ability to pioneer new accounts and new geographies within the market.
• Polished communication skills to successfully deliver presentations, and to write reports for executive audience.
• Demonstrated ability to identify and gain access to key decision makers at customer C-suite level.
• Communicates effectively at all levels of an organization.
• Skilled with PC office applications, such as MS Word, Excel, and PowerPoint
• Proficiency with Contact Relationship Management software, with advanced networking tools, and with database analysis.
• Demonstrated ability to function in a fast-paced dynamic organization.
• Ensures accountability, setting clear expectations and goals.
• Self starter with the ability to set and achieve aggressive personal goals.
• Ability to travel, both internationally and domestically 30-40% of time.
• Demonstrated ability and willingness to use AI tools to improve productivity, decision-making, work quality, and to reduce costs. The successful candidate must be able to identify appropriate AI use cases and critically evaluate AI-generated outputs.