CLIENT:

Our client is a diversified, publicly held, global designer, manufacturer and marketer of medical diagnostic systems serving a broad spectrum of markets on a global basis. The company’s 70-year history has enabled them to effectively sell to more than 100 countries and can easily be regarded as the leader in their niche market worldwide. The objective of the company’s global sales strategy is to more closely align their sales and marketing operations and enable the company to further penetrate additional international markets, increase overall product revenues, broaden product applications and strengthen customer service. The client can foresee a rising demand for lower cost medical equipment in both established markets and emerging nations around the world.

POSITION:

Reporting to the President of the Medical Products Group, this proactive leader will oversee the total sales and marketing organization worldwide. He/She will be responsible for the development and execution of the group ’s worldwide sales and marketing strategy. This executive leader will have responsibility for both the global sales organization, currently consisting of Five (5) Product Managers, Nine (9) Regional Managers and a Sales Administrative staff.
He/She will develop and further strengthen long term business to business relationships with Distributors, key Customers, buying groups and lead the sales and marketing organization to the highest level of performance. This executive will spend significant periods of time in the field with key Distributors/ Dealers and major customers in order to build confidence and trust in the company and ensure consistent sales volumes and the identification of new business. A particular emphasis will be placed on developing countries and their growing need for imaging technology.

RESPONSIBILITIES:

• Develop sales and marketing strategies and programs with Distributor/Dealer organizations to grow the business on a worldwide basis.
• Consistently monitor progress, establish direct communication, maintain physical presence and assist in contract negotiations with key accounts and Distributor/ Dealer organizations.
• Ensure that the sales and marketing organization is properly staffed with well-trained, highly motivated individuals driven to even higher levels of performance.
• Develop practices and metrics to monitor and evaluate sales, marketing and customer service performance of company and its dealer organizations.
• Provide oral and written reports to operating and executive management reviewing the progress of the traditional business and the new products/markets business. Maintain administrative control of the sales and marketing functions including reporting, budgeting, compensation and other allied responsibilities.
• Introduce formal sales and marketing programs to further develop existing relationships and identify other applications and customer needs that will capitalize on the company’s existing technological leadership.

REQUIREMENTS:

• A technical undergraduate degree is required. An MBA is a plus               
• 15+ years of sales/sales management/sales and marketing experience with a successful track record in the sales that goes to market through an independent distributor/dealer sales channels.
• Prior experience should include progressively responsible assignments with a respected manufacturer of highly engineered products engaged in developing international markets.
• Must be a seasoned organizational leader capable of developing a high performance, global sales and marketing team driven to succeed in a high-energy environment.
• Demonstrated experience selecting, organizing and managing an independent distributor sales organization. Experienced in negotiating and structuring the commercial terms of distribution and agency agreements internationally.
  Possess proven ability to develop strong customer relationships, understand successful multi-level sales presentations, grow a proactive sales/marketing team and identify new target markets to increase market penetration.
• Demonstrated experience in selling medical equipment and leading customers through the financial justification process for a capital purchase and present product features sand overall benefits.
• Excellent interpersonal skills that allow effective relationships to be built at all points of interface, familiarity with cross-cultural settings and fluency in a major business language is highly desirable.
• Must be a leader with strong communication skills including well-developed listening skills. He/She should have the ability to ask good questions and possess effective business writing skills.
• Ability to think and act strategically while balancing the implications of internal, external and short and long term considerations. Analyze issues thoroughly and maturely.

COMPANY APPEAL:

• Corporation has a long and proud history of supplying medical imaging systems in more than 100 countries worldwide
• Highly pro-active management team committed to strong core values
• A publicly owned corporation that enjoys a highly regarded brand portfolio, long standing distributor relationships
• Diversified global provider of quality, highly engineered products
• The medical systems groups products is the largest supplier to the independent Distributors throughout North America
• Price, Quality and Performance, together with the strength and breath of their independent distributor network is what differentiates this organization from it’s competition

COMPENSATION:

Compensation to include highly competitive base salary, a prolific targeted incentive. A competitive benefit program and eligibility for a stock incentive program.

 

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