Senior Director, Sales – Medical Device Services

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

📋 Description

• Oversee, mentor, and nurture a diverse commercial team comprising Key Account Directors, Technical Sales Specialists, Business Development Managers, and Inside Sales personnel.

• Foster a high-performance, accountable sales culture that emphasizes execution, collaboration, and ongoing improvement.

• Recruit, guide, and cultivate the next generation of commercial leaders.

• Set performance expectations, establish coaching routines, and develop succession plans.

• Formulate and implement the North American commercial strategy to meet ambitious organic growth targets.

• Balance the acquisition of new customers with the expansion of existing strategic accounts.

• Enhance customer lifetime value through solution selling, strategic account development, and cross-selling of testing and consulting services.

• Discover new market opportunities, industry trends, and strategic growth initiatives.

• Collaborate with senior leadership on long-term commercial and account planning.

• Establish a client-focused commercial organization and cultivate executive relationships with strategic customers.

• Drive Voice of Customer initiatives to boost customer retention, satisfaction, and account penetration.

• Implement Executive Business Reviews and multi-year account plans for strategic accounts.

• Ensure an outstanding customer experience from opportunity identification through project execution.

• Own and continuously enhance the commercial operating system, including CRM utilization, pipeline management, forecast accuracy, sales process discipline, pricing governance, Quote-to-Cash efficiency, dashboards, KPIs, territory planning, sales enablement, opportunity reviews, and account planning.

• Create a data-driven commercial organization with predictable execution, disciplined operating rhythms, and robust CRM governance.

• Lead the strategic account program across North America to increase wallet share among existing customers.

• Develop enterprise account plans and coordinate cross-site and cross-functional commercial opportunities.

• Promote executive sponsorship across key accounts.

• Oversee the commercial integration of acquired businesses by merging organizations, standardizing CRM and processes, aligning pricing strategies, enhancing cross-selling capabilities, and retaining customers.

• Standardize commercial processes, systems, reporting, performance management, and KPIs throughout the organization.

⛳️ Requirements

• Bachelor's Degree in Life Sciences, Engineering, or a related field is required.

• Willingness to travel 40% nationally.

• A minimum of 10 years of experience leading complex technical commercial organizations.

• At least 5 years of experience managing multi-level commercial teams.

• Proven experience leading organizations that sell complex scientific, laboratory, consulting, and/or technical services.

• Experience in building commercial organizations during periods of rapid growth.

• Demonstrated success in implementing CRM systems, commercial KPIs, and forecasting practices.

• Strong executive presence with a history of managing strategic customer relationships.

• Experience in integrating acquisitions or leading commercial transformation initiatives is highly desirable.

• Strong financial acumen with experience in managing pricing strategy, profitability, and commercial planning.

• Candidates currently residing within commuting distance of Lancaster, PA or a Eurofins Medical Device site are encouraged to apply.

🏝️ Benefits

• Full-time employment.

• Monday to Friday schedule, from 9:00 AM to 5:00 PM.

• Overtime as required.