Senior Commercial Director

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

📋 Description

• Oversee all sales and customer service operations for LANDAUER's Dosimetry and Industrial & Government business sectors in North America.

• Take responsibility for the entire North America revenue stream, which includes around $125M in recurring revenue.

• Propel revenue growth through effective sales strategies, customer expansion, cross-selling/upselling, and minimizing churn.

• Manage sales and customer service P&L, revenue objectives, forecasting, and pipeline management.

• Collaborate with the VP/GM to formulate the North America commercial strategy, sales goals, budgets, and go-to-market focuses.

• Lead and nurture a multi-layered sales and service team.

• Set portfolio KPIs, assess performance, and prioritize whitespace and competitive opportunities.

• Cultivate and manage strategic relationships with GPOs, health systems, and government entities.

• Conduct portfolio business reviews and deliver data-driven insights to the VP/GM.

• Foster accountability in sales, maintain pipeline discipline, achieve quotas, and enhance retention performance.

• Design and refine sales compensation and incentive frameworks.

• Execute churn-prevention and customer-retention initiatives.

• Ensure cohesive collaboration between sales, customer service, and operations.

• Supervise business development support for GPO/IDN and strategic account management.

• Formulate contract strategies and convert negotiated agreements into commercial growth.

• Work alongside Marketing and Product teams on offer design, pricing, and packaging.

• Collaborate with Finance, Operations, Marketing, and Product on commercial strategies and organizational goals.

• Represent North America customers and market needs in larger strategic planning efforts.

⛳️ Requirements

• Over 10 years of progressive experience in sales leadership.

• 3 to 5 years of experience in second-line leadership roles.

• Direct oversight of a multi-layered sales organization, including managing team leaders.

• Proven experience managing at least $100M in annual sales revenue.

• Understanding of hardware and software sales processes.

• Experience in selling recurring-revenue services such as subscriptions, managed services, or contract-based models.

• Background in contract negotiations and achieving growth through negotiated agreements.

• Demonstrated success in driving cross-sell and upsell initiatives.

• Proven track record of increasing ARR through churn reduction and retention strategies.

• Strong history of building, leading, and developing effective sales and customer service teams.

• Experience with or oversight of sales compensation design and management.

• Exceptional executive communication skills.

• Strong planning, negotiation, problem-solving, and analytical abilities.

• Preferred: experience in healthcare, life sciences, industrial safety, regulated services, or other related B2B recurring-services sectors.

• Preferred: experience in selling to healthcare, industrial, and/or government sectors, particularly to GPOs or large institutional/group purchasing organizations.

• Preferred: knowledge of radiation safety, occupational health, or EHS markets.

🏝️ Benefits

• Equal opportunity employer.

• Reasonable accommodations available for applicants with disabilities.

• Opportunities for learning and growth.

• Inclusive workplace culture.

• Global team environment.