Director of Business Development, OEM Medical

Description

About Ergotron: 

Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health and happiness. Through its 40+-year history, Ergotron has led the industry with innovative, professional-grade products and customer-focused service. The company has earned more than 200 patents and through the Technology of Movement™, established a growing portfolio of products and solutions to help create environments that promote wellness, productivity and efficiency. 

Ergotron is headquartered in St. Paul, Minnesota, with a strong presence in North America, EMEA and Asia Pacific. For more information, please visit www.ergotron.com. 

Position Summary: 

The Director, OEM Medical Business Development is a key leadership position at Ergotron responsible for delivering on the strategy to drive profitable top-line growth and increased market share. To be successful, this leader will also need to partner with key Ergotron cross-functional leadership to      contribute to Ergotron’s global OEM Medical growth strategy. A deep understanding of the global Medical Device OEM market, the competitive landscape, existing relationships and understanding of what it takes to win will fuel the foundation of success in this position.

Position Responsibilities: 

• Lead initiatives to discover and develop new sales opportunities within the OEM Medical marketplace.
• Establish, maintain and leverage existing OEM customer and industry relationships at senior levels to grow the business and Ergotron’s brand in the space.
• Develop a multiyear funnel of target opportunities based on OEM Medical NPD platform cycles.
• Develop a reputable long range plan forecasting process that includes the growth of Ergotron core OEM business and business development opportunities. 
• Define and implement a proven and repeatable OEM sales management process that allows for sales force expansion.
• Provide business and technical insight to new product or service offerings that enable Ergotron to meet growth objectives.
• Collaborate with team members in establishing, maintaining, executing, and growing best practice processes and procedures, ensuring company goals and objectives are successful.
• Ensure effective communication of project expectations to customers, cross-functional team members and OEM Medical team members occur in a clear and timely fashion.
• Meet or exceed annual sales and business development targets as assigned.
• Understand net sales and profitability goals of the OEM Medical segment and actively partner with leadership to create strategies to meet and exceed targets.
• Collaborate closely with marketing and technical teams to gain an in-depth knowledge of Ergotron’s Medical OEM customers, products, and applications to fully understand what drives value and competitive advantage in this segment.
• Lead the development and execution of a three-year strategic plan for the Medical OEM segment and supporting business plan to deliver profitable growth objectives.
• Provide strategic direction and thought leadership to the OEM Medical sales team. 
• Leverage core Ergotron sales process to implement a rigorous process for the OEM Medical business development team.
• Collaborate with the marketing department (as needed) to identify and execute the promotional plans and actions to support the strategic plan.
• Engage the legal department when appropriate to develop and execute customer agreements.
• Work with marketing and the OEM team to develop effective marketing and promotional tools (white papers, value prop, etc.)
• Join committees and/or boards of industry groups in the medical OEM sector.

Management & Organizational Development 

• Lead and develop a sales team to achieve growth targets.
• Address shortfalls in performance swiftly, with strong coaching and fast resolution to ensure top performance from all team members. 
• The ability to inspire, lead and motivate is imperative. 
• Clearly define roles, ownership and responsibilities for the OEM Medical sales team.
• Ensure accountability to goals, objectives and overall performance of the OEM Medical sales team. 
• Grow and enhance existing leadership capability, acquire and retain talent necessary to achieve results to support our short and long-term growth objectives, ensuring strong accountability.
• Recommend and implement appropriate organizational and process changes in a timely manner.
• Promote, support and adhere to all corporate ethics, expense controls, safety, environmental and quality related policies and procedures.
• Responsible for timely and accurate updating of all required systems and programs necessary for sales operations including Salesforce and others as appropriate to ensure customer data is well maintained and documented. 
• Additional duties as requested.
• Supports site specific QMS initiatives for continuous process improvement.

Position Requirements (Knowledge and Experience): 

• Bachelor's Degree in Business, Marketing or related field
• 5+ years of sales leadership experience over a Medical OEM (B2B) sales group.
• Prior responsibility for P&L of at least $25M a plus
• Comfortable leading a “boot strapped” organization where processes need to be built or strengthened, and resources are limited.
• Strong experience managing sales processes through robust CRM required. Process-orientation, deep knowledge of and experience implement best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning strongly preferred.
• Strong communication and interpersonal skills; ability to effectively engage at all levels within the organization and external contacts.
• Must be a strategic thought leader that can see the big picture, establish vision, and articulate a strong plan of execution. 
• Must possess an open, collaborative working style that thrives in a cross-functional, matrix team environment. 
• Demonstrated ability to influence others, negotiate outcomes, and articulate and execute action plans to sales staff as well as internal and external customer groups.
• Successful experience in contract negotiations, including strong capability to identify potential legal issues and mitigate risk.
• Knowledge of factory operations, supply chain, engineering processes and procedures, quality, and audit processes a plus. Understanding of ISO 13485 and FDA Certification requirements a plus.
• Understanding of product development best practices, processes, and success metrics.
• Strong listening and analytical skills to interpret information from the sales staff and customers and translate them into actionable items. 
• Skilled at designing and using KPI’s to provide actionable insights about the business.
• Proven track record of effectively leading change and improving sales force effectiveness within a diverse team.
• Must be able to travel up to 50% of the time and have a valid driver’s license and passport.
• Proficient in Microsoft Office (including Excel, PowerPoint and Outlook), Oracle and Salesforce. 
• Must be able to perform the physical requirements of the job as described to you for the position.

Benefits: 

• At Ergotron, we are committed to moving you forward with leading benefits and reward programs. Beyond a fast-paced, innovative and flexible work environment, we offer a comprehensive and competitive pay and benefits package. (Use below bullets for United States, delete for Global positions)
• Our total rewards package includes, but not limited to; competitive wages consisting of base pay, bonus and/or incentive pay based on position, medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP). 
• We work hard and we recharge. With competitive Paid Time Off (PTO) programs which includes vacation and sick and safe time, eleven paid holidays and summer hours (based on role and location) our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.
• We are proud to support our employees and their growing families by offering ten weeks of paid maternity leave, four weeks of paid paternity leave, and three days of paid grandparents leave.
• Both our newest and our most tenured employees are formally recognized. Our career milestones program ensures that our new team members feel welcome and rewards employees at five years, ten years, fifteen years and beyond.

ONE Core Values: 

• Continuous Improvement – Always design a better experience.
• Customer Obsessed – Our reputation rests with our customer’s experience.
• Innovation – Unearth insights to think anew.
• Integrity – Do the right thing. Treat others with respect.
• Openness – Open to ideas and feedback. Act with transparency. Trust one another.
• Ownership – Own your role and act when ownership is needed.