Director of Sales & Strategy

Job Description

Responsibilities

• 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

Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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