At Northern Digital, our mission is built around using our measurement technologies to improve medical procedures and patients’ lives. This requires product innovation that is achieved through fostering collaboration, trust, and strong relationships. At NDI, you will work with talented people who are ready and willing to push their limits in an environment where learning and exploring new ways of doing things is valued as much or more than experience. We are proud of our heritage, culture and international growth over the past 41 years and are honoured to be a valued partner with the world’s leading medical companies.

There’s never been a better time to join NDI – The world leader in tracking technology – Join Us!

Role Summary:

The Director of Sales, North America will be accountable for planning, developing and directing all sales activities at NDI. This includes the creation and implementation of strategic sales objectives that align with NDI’s Mission and Vision.  This coupled with strong medical applications knowledge, as well as technical and business understanding of NDI customers and medical products is required to effectively lead the Sales Team. We are committed to advancing Med Tech efforts in: Neurology, Robotic Orthopaedics, Electrophysiology and Interventional Radiology first and foremost. If you are results-oriented, with a strong background in driving revenue growth in a B2B environment, and a passion for healthcare technology, this is for you.

Scope of Responsibilities:

Commercial Leadership Team (CLT)

• As a key member of the CLT, contribute to advancing NDI’s vision and growth strategy by providing leadership and expert knowledge in the development of strategic sales goals, including short-term and long-range plans, objectives, and metrics.
• Facilitate interdepartmental communication, particularly regarding the effective definition of customer experience, among the Product, Clinical, and Sales teams.
• Enable cross-collaboration between Sales and Product development to develop a sound understanding of customer technical product requirements, pricing elasticity, and market insights to advance our market-driven approach and achieve success together.
• Conduct continuous analysis of the competitive environment not only for NDI technology but our customers’ medical markets, sales forecasts, and consumer trends.
• Bring curiosity and challenge the status quo to advance our efforts towards building a performance driven culture and environment, that serves to better not only our organization but the impact to the medical community.

Sales:

• Manage, grow and analyze North American sales opportunities to track to corporate revenue goals.
• Manage the North American sales team and develop and execute key growth strategies to achieve business financial targets, manage the sales pipeline, and meet customer acquisition and revenue growth objectives.
• Participate in sales meetings as the expert on customer issues and perform sales duties as required (e.g. represent NDI at tradeshows, conferences, review and approve sales orders, perform product demonstrations, partner in the creation and implementation of various contracts).
• Participate in technical product discussions, be able to understand customer requirements, advocate and/or challenge their requests, taking a consultative approach.
• Support and assist the sales team by giving presentations, following up on sales leads, creating special accounts and closing sales as necessary.
• Evaluate, review and recommend appropriate sales incentive and recognition programming to support people development and engagement.
• Leverages and champions system tools, such as Salesforce and Epicor to manage customers, and promote effective collaboration.
• Optimize and implement improved global sales operating mechanisms/cadence for business effectiveness: account planning, revenue planning/annual forecasting, monthly business analysis reporting, national sales meeting, etc.
• Implement a robust revenue forecasting process, utilizing data insights and market trends to predict revenue generation and targets, and plan resource allocation accordingly.

Team Management/Development:

• Create an environment that increases the effectiveness and efficiency of the team, through active leadership, strong communication, and collaborative efforts.
• Ensure Customer Experience team is set up to win, to ensure top-notch customer satisfaction and retention.
• Scale and nurture a performance sales culture, focused on delivering value to our customers. Set aggressive sales targets, optimize performance, and coach and mentor the team to achieve exponential growth, manage performance.
• Invests in talent and people development to establish a high performing Sales Team to meet the needs of our customers, striving for strategic partnerships.
• Manage Sales budgets.

Education and Professional Qualifications:

• University degree preferably in Science, Engineering and/or a Business discipline (MBA).
• Minimum 10+ years’ experience working in Sales Leadership, preferably in a Medical Tech and/or Medical Device environment.
• Minimum 3-5 years’ experience in Technical/Healthcare customer-facing role in a high-tech and/or surgical robotics industry.
• Proven track record of success in scaling revenue generation, management and mentoring ability as it pertains to customer/OEM relationships; B2B experience is an asset.
• Passion, energy and ability to rally people to action while delivering results.

Desired Characteristics/Additional Assets:

• Business insight, intellectual curiosity, decisiveness and financial fundamentals.
• Willingness to be a hands-on leader, comfortable contributing in a multi-disciplinary environment and providing support at all levels.
• Analytical mindset with proficiency in sales management and analytics tools.
• Creative thinker with customer-centric approach, bias to action and positivity.
• Excellent communication skills; verbal, written and presentation.
• Willingness to travel.