Medical Imaging Company - Vice President : Global Sales & Marketing
About the Company
Our client is a relatively new entrant into the dynamic world of diagnostic medical imaging and yet its technology is already at the leading edge of medical imaging advances. With a proven track record of innovation our client has developed multiple product offerings that have been adopted by many medical imaging leaders.
This rapid-growth, private, Canadian company has been honored with multiple innovation awards and continues to push the technology beyond disease detection through diagnosis to treatment.
Scope of Position
The primary charge for the Vice President, Global Sales & Marketing will be to fine tune sales processes and grow a global sales organization (including both direct and indirect sales channels and partnerships, alliances, etc.). He/she will be tasked with developing, directing and executing a sales and marketing strategy for current and future product offerings, driving top and bottom line growth across all customer, geographic and product segments.
The Vice President, Global Sales & Marketing will also work to define and align the company’s key market and technical advantages and will be a principal driver translating these advantages into account/market strategy and dominance. This strategy will be comprehensive, encompassing brand expansion as well as product expansion and market penetration.
Finally, it is expected that the Vice President, Global Sales & Marketing will not only build and lead but will personally bring the level of ‘access’ to key decision makers necessary to establish/expand both individual and organizational credibility. He/she will be a tough-minded and pragmatic thinker, accountable for the negotiation of deals, professional services contracts, closing sales and executing contracts.
Key Relationships
Reporting to the Chief Operating Officer, the Vice President, Global Sales & Marketing will a key member of the Management Team and attend regularly scheduled meetings to ensure that each functional area is aligned to meet the overall organizational milestones. The Vice President, Global Sales & Marketing will attend Board meetings to present business development progress, status of sales pipeline and to answer questions. The Vice President, Global Sales & Marketing may at times also liaise with Board members with respect to specific market research initiatives. The Vice President, Global Sales & Marketing will work directly with the R&D Team to ensure product development reflects customer functional requirements and to guarantee product fit to customer specifications.
Functional Tasks
• Develop a sales model consistent with the company’s overall corporate objectives and lead in the preparation of the company’s annual sales budgets
• Implement an effective sales process which will become the primary tool to drive company revenues and direct the sales team efforts while keeping management informed
• Direct and execute effective sales plans, strategic account plans and strategies
• Manage the existing sales organization and grow the team to meet the ongoing demand from global markets
• Maximize current sales and pipeline
• Establish and maintain communication with key accounts to, enhance customer satisfaction, ascertain future requirements and resolve problems or concerns
• Define and build a sales infrastructure enabling timely reports and metrics allowing for the monitoring and appraisal of all marketing and sales programs and efforts
• Participate as an active member of the executive team, fostering an environment of high performance and co-operation
• Develop and implement a marketing communications plan, including branding, trade show selection, exhibit management, website development, and the preparation of marketing collateral material
• Ensure that product design and development reflects the input of customers/partners; products add value to customers/partners; and customer/partner relationships are profitable for the company
• Provide leadership, mentoring and oversight to the sales and applications teams, communicating strategy, deliverables and goals
Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.
• Introduce a scalable sales planning and budgeting process and maintain full P&L
• Create and execute a customer-focused sales plan that aggressively but realistically addresses revenue, market share and profitable growth across multiple geographies.
• Re-engineer the sales force into a "premier" sales organization - well staffed, highly productive, motivated, and single minded in its dedication towards the customers' success.
• Expand and elevate the relationship with new and existing channel partners, introducing best in class solutions and services to the market, leading to the growth of the OEM segment.
Competency Profile
The following competencies listed below define the role of Vice President Global Sales & Marketing at Medical Imaging Company
Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.
Strategic Approach
Develops a strategic plan to realize the vision. Revises strategy in light of changing circumstances. Takes a long-term view of organizational success. Works to clarify long term organizational goals. Able to stand back from immediate problems in order to focus on more far reaching ideas.
People Management
Establishes and communicates clear priorities and sense of direction. Clarifies roles and responsibilities. Adapts management style to achieve optimum results.
Commercial Acumen
Applies appropriate commercial and financial principles. Understands situations in terms of costs, profits, added-value and return on investment. Appreciates the commercial impact of own work on the organization's total expenses and revenues.
Initiative
Proactive. Seizes opportunities and acts upon them immediately. Takes responsibility for own actions and addresses problems before asked.
Communication
Expresses ideas in a clear, fluent and concise manner. Written and oral arguments are compelling and responsive to the needs of the audience. Comprehends communications from others and responds appropriately.
Customer/Client Orientation
Strives to provide customers/clients with personalized and efficient service. Anticipates customers'/clients' needs. Quickly follows up on customer/client contacts and complaints. Monitors and acts on measures of customer/client satisfaction.
Influence
Articulates the key points of an argument persuasively. Negotiates skillfully and convinces others to own point of view. Directly and indirectly impacts the decisions/opinions of others. Mobilizes people into action.
Preferred Experience / Education
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• 15+ years of experience in a senior business development/marketing function
• Managed direct sales of medical imaging equipment to OEM and clinical customers, and/or experience in setting up and managing indirect sales channels (establishing and managing partner relationships) with established companies selling into this space
• Experience in the US market
• International/multi-cultural experience and language skills would be advantageous.
• Start up business operation would be highly desirable
• Relevant formal education
Remuneration and Benefits
• Competitive base, bonus and equity.
Please Email Lenka Los at the StoneWood Group
Our client is a relatively new entrant into the dynamic world of diagnostic medical imaging and yet its technology is already at the leading edge of medical imaging advances. With a proven track record of innovation our client has developed multiple product offerings that have been adopted by many medical imaging leaders.
This rapid-growth, private, Canadian company has been honored with multiple innovation awards and continues to push the technology beyond disease detection through diagnosis to treatment.
Scope of Position
The primary charge for the Vice President, Global Sales & Marketing will be to fine tune sales processes and grow a global sales organization (including both direct and indirect sales channels and partnerships, alliances, etc.). He/she will be tasked with developing, directing and executing a sales and marketing strategy for current and future product offerings, driving top and bottom line growth across all customer, geographic and product segments.
The Vice President, Global Sales & Marketing will also work to define and align the company’s key market and technical advantages and will be a principal driver translating these advantages into account/market strategy and dominance. This strategy will be comprehensive, encompassing brand expansion as well as product expansion and market penetration.
Finally, it is expected that the Vice President, Global Sales & Marketing will not only build and lead but will personally bring the level of ‘access’ to key decision makers necessary to establish/expand both individual and organizational credibility. He/she will be a tough-minded and pragmatic thinker, accountable for the negotiation of deals, professional services contracts, closing sales and executing contracts.
Key Relationships
Reporting to the Chief Operating Officer, the Vice President, Global Sales & Marketing will a key member of the Management Team and attend regularly scheduled meetings to ensure that each functional area is aligned to meet the overall organizational milestones. The Vice President, Global Sales & Marketing will attend Board meetings to present business development progress, status of sales pipeline and to answer questions. The Vice President, Global Sales & Marketing may at times also liaise with Board members with respect to specific market research initiatives. The Vice President, Global Sales & Marketing will work directly with the R&D Team to ensure product development reflects customer functional requirements and to guarantee product fit to customer specifications.
Functional Tasks
• Develop a sales model consistent with the company’s overall corporate objectives and lead in the preparation of the company’s annual sales budgets
• Implement an effective sales process which will become the primary tool to drive company revenues and direct the sales team efforts while keeping management informed
• Direct and execute effective sales plans, strategic account plans and strategies
• Manage the existing sales organization and grow the team to meet the ongoing demand from global markets
• Maximize current sales and pipeline
• Establish and maintain communication with key accounts to, enhance customer satisfaction, ascertain future requirements and resolve problems or concerns
• Define and build a sales infrastructure enabling timely reports and metrics allowing for the monitoring and appraisal of all marketing and sales programs and efforts
• Participate as an active member of the executive team, fostering an environment of high performance and co-operation
• Develop and implement a marketing communications plan, including branding, trade show selection, exhibit management, website development, and the preparation of marketing collateral material
• Ensure that product design and development reflects the input of customers/partners; products add value to customers/partners; and customer/partner relationships are profitable for the company
• Provide leadership, mentoring and oversight to the sales and applications teams, communicating strategy, deliverables and goals
Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.
• Introduce a scalable sales planning and budgeting process and maintain full P&L
• Create and execute a customer-focused sales plan that aggressively but realistically addresses revenue, market share and profitable growth across multiple geographies.
• Re-engineer the sales force into a "premier" sales organization - well staffed, highly productive, motivated, and single minded in its dedication towards the customers' success.
• Expand and elevate the relationship with new and existing channel partners, introducing best in class solutions and services to the market, leading to the growth of the OEM segment.
Competency Profile
The following competencies listed below define the role of Vice President Global Sales & Marketing at Medical Imaging Company
Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.
Strategic Approach
Develops a strategic plan to realize the vision. Revises strategy in light of changing circumstances. Takes a long-term view of organizational success. Works to clarify long term organizational goals. Able to stand back from immediate problems in order to focus on more far reaching ideas.
People Management
Establishes and communicates clear priorities and sense of direction. Clarifies roles and responsibilities. Adapts management style to achieve optimum results.
Commercial Acumen
Applies appropriate commercial and financial principles. Understands situations in terms of costs, profits, added-value and return on investment. Appreciates the commercial impact of own work on the organization's total expenses and revenues.
Initiative
Proactive. Seizes opportunities and acts upon them immediately. Takes responsibility for own actions and addresses problems before asked.
Communication
Expresses ideas in a clear, fluent and concise manner. Written and oral arguments are compelling and responsive to the needs of the audience. Comprehends communications from others and responds appropriately.
Customer/Client Orientation
Strives to provide customers/clients with personalized and efficient service. Anticipates customers'/clients' needs. Quickly follows up on customer/client contacts and complaints. Monitors and acts on measures of customer/client satisfaction.
Influence
Articulates the key points of an argument persuasively. Negotiates skillfully and convinces others to own point of view. Directly and indirectly impacts the decisions/opinions of others. Mobilizes people into action.
Preferred Experience / Education
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• 15+ years of experience in a senior business development/marketing function
• Managed direct sales of medical imaging equipment to OEM and clinical customers, and/or experience in setting up and managing indirect sales channels (establishing and managing partner relationships) with established companies selling into this space
• Experience in the US market
• International/multi-cultural experience and language skills would be advantageous.
• Start up business operation would be highly desirable
• Relevant formal education
Remuneration and Benefits
• Competitive base, bonus and equity.
Please Email Lenka Los at the StoneWood Group