Director, Sales and Strategy

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Achieve or surpass sales targets for the Americas region while ensuring that appropriate profit margins are upheld.

• Successfully cultivate and expand the Critical Environments direct and channel business with current clients while consistently seeking out new channels, markets, and customers for our products.

• Maintain a broad perspective on the macro-environment to pinpoint opportunities for strategic growth, competitive advantage, customer engagement/satisfaction, or other growth avenues.

• Develop and implement a comprehensive go-to-market strategy for the business unit, encompassing channel strategy, customization/white-label opportunities, and prospecting.

• Establish and execute a process to support end-user demand for on-site configuration and troubleshooting/technical support.

• Drive the creation and implementation of territory, market segment, and account plans aimed at increasing market share and standardization at strategic/key accounts, considering competitive positions, prioritized buying influences, key differentiators, application-specific solutions, and service/support expectations.

• Enhance the effectiveness of the account management and channel management teams through the recruitment, development, coaching, and training of direct reports.

• Promote excellence, accountability, and adherence to standard procedures for prospecting, funnel management, lead follow-up, opportunity management, and other essential processes.

• Build strong and meaningful relationships with all major customers, channel partners, and key OEMs/end users to enable long-term strategic development, roadmap, and demand visibility.

• Monitor Key Performance Indicators (KPIs) and engage in monthly problem-solving to identify the root causes of performance gaps; develop countermeasures to enhance both short-term and long-term KPI improvements.

• Collaborate closely with the marketing team on regional and strategic marketing initiatives to boost brand recognition and image, including participation in industry trade shows and conferences, interaction with regulatory bodies, transformation marketing programs, and championing new product launches.

• Conduct research to assist in the creation of sales presentations and materials in partnership with Marketing to facilitate target account victories and sales funnel expansion.

• Ensure compliance with corporate policies, guidelines, operational rules, and budgets for the region.

⛳️ Requirements

• Bachelor’s degree or Associate’s degree with certifications in a related field.

• At least 5 years of sales experience, preferably in healthcare or critical environments.

• Minimum of 3 years of experience in a comparable sales management position.

• Knowledge of industry standards, compliance, and regulations such as ISO, ASHRAE, IEC, etc.

• Reside within a reasonable commuting distance of a major airport and be willing to travel up to 50%.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Professional development opportunities