North America Sales Manager, AMS - MedTech Solutions

What is TekniPlex?

TekniPlex serves the medical device and related healthcare industries with medical polymer compounds and tubing technologies through its advanced medical solutions (AMS) and interventional device solutions (IDS) business units product lines.  Products include medical grade polyvinyl chloride (PVC) and thermoplastic elastomer (TPE) compounds and tubing manufactured from PVC, TPE, polyolefins, silicone, thermoplastic polyurethanes (TPUs), nylons and more.  Applications for these technologies are far reaching, from medical equipment and patient therapy (e.g., intravenous, respiratory) to diagnostic and interventional devices. 

The Sales Manager, Medtech Solutions - N America (SMMTS), will deliver aggressive and profitable sales growth – primarily growth in existing customers - by leading, developing and coaching a world-class B2B sales organization.  

ESSENTIAL DUTIES AND RESPONSIBILITIES:

The SMMTS will lead the North American commercial team consisting of highly skilled Key Account Managers and Business Development Managers to deliver aggressive growth across all of Tekni’s AMS and IDS product lines.  The SMMTS is also responsible for ensuring seamless collaboration with Global Key Account Managers and other sales professionals worldwide.

A key aspect of the role involves driving the continuous development of our sales professionals through the adoption, performance and evolution of the Tekni Sales Management Operating System (MOS).  As such, the SMMTS must become an expert in Tekni’s Sales MOS, especially the customer-engagement, account planning and coaching methodologies.

Using Tekni’s Sales MOS as the functional foundation, this role will drive customer satisfaction and advocacy, translating to Tekni sales growth, by directly leveraging his or her market insights and relationships and by developing and implementing capabilities, processes, targets and metrics to ensure prioritized, timely and effective delivery in 4 essential areas: 

Sales Strategy, Sales Planning & Reporting, and Management & Development of a High-Performance Team of Sales Professionals to Achieve Sales Performance Targets.

Sales Strategy

Collaborate with the Commercial teams around the world, Strategic Marketing, and Product Management to ensure we:

• Develop, augment and maintain a network of relationships with the industries and customers’ thoughts leaders and decision makers
• Capture, share and analyze market and customer trends, insight and feedback from multiple sources
• Develop, refine and document specific approaches for targeted market, customer, and product segments
• Develop, validate and execute on new and existing value propositions, go-to-market approaches and pricing strategies
• Ensure that the voice of our customers is well understood by our marketing, quality & operations teams

Sales Planning, Reporting, and Analysis

With the support of and in alignment with the Commercial teams around the world, Strategic Marketing, and Product Management:

• Set annual plans (sales, pricing, sales success and profitability) for the geography and for individual key account managers, business development managers and channel partners
• Develop, evolve and document customer-specific account plans
• Through the regular Sales Excellence review cadence, Sales & Operations Planning process, and the monthly financial reporting and forecasting cadence
• Optimize and manage our near- and mid-term sales-forecasting process (SIOP)
• Optimize, manage and report on the mid-term pipeline-planning process
• Analyze in real time these key process indicators and key sales results and develop real-time sales responses
• Develop, control and deliver the sales operating budget

Management of a High-Performance Team of Sales Professionals & Channel Partners

• Develop and foster a sales culture that attracts, develops, retains and rewards a high-performing team of key account managers, business development managers and sales-channel partners
• Ensure appropriate coverage and teaming to execute the sales strategy
• Ensure product and application training for all team members
• Ensure alignment, engagement, and collaboration with and between the commercial team

 ACHIEVE SALES PERFORMANCE TARGETS

Ensure delivery of agreed sales, pricing and profitability budgets/targets:

• Personally drive growth and value-creation for select customers in support of and collaboration with his or her team of sales professionals and channel partners
• Ensure the development and timely execution of all commercial processes, new business development, customer management, pricing, contracting, contract management, sales-inventory-and-operations planning, and order-to-cash processes. 

 EDUCATION and/or EXPERIENCE: 

• Bachelor’s degree in Sales, Marketing, Business, Engineering or related field.   MBA preferred
• Minimum 7 years of leadership experience in medical device contract manufacturing with applications /design with a demonstrated expertise in one or more therapeutics or application areas.  Experience in sales strategy development and sales-operations management required.
• Knowledge of the plastics industry, plastic materials, plastic processing and metals a plus.
• Experiences required include people management, leading and implementing continuous improvement processes, tracking and analyzing data and performance.
• Demonstrated track record of delivering aggressive, organic sales growth in both existing customer and new-business environments. Analytical/Strategic thinking a must.
• Excellent communication skills (oral and written) in English, ability to present and build relationships at all levels of the organization both internal and external
• Ability to travel 60% of the time.

Salary range for $160,000 to $195,000 + DOE

LANGUAGE SKILLS

Ability to read and interpret documents such as safety rules, operating and maintenance instructions and procedure manuals.  Ability to write routine reports and legibly complete time cards and work orders.  Ability to read, analyze, and interpret technical procedures and read blueprints and technical drawings, such as machine, mechanical, pneumatic, hydraulic, and electrical.  Ability to effectively present information in one-on-one and small groups situations to other employees of the organization.  Ability to effective present information and respond to questions form groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS

Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to compute rate, ratio, and percent.  Ability to apply concepts of basic algebra, geometry, fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of variable in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.  Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear.  The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms.  The employee is occasionally required to sit; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

While performing the duties of this job, the employee is frequently exposed to moving mechanical parts and vibration.  The employee is occasionally exposed to high, precarious places; fumes or airborne particles; toxic, flammable or caustic chemicals; outside weather conditions; and extreme heat.  The noise level in the work environment is usually moderate

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Equal Opportunity Company

Tekniplex is proud to be an Equal Opportunity Employer. Our hiring practices provide equal opportunity for employment without regard to race, religion, color, sex, gender, national origin, age, United States military veteran’s status, ancestry, sexual orientation, marital status, family structure, medical condition including genetic characteristics or information, veteran status, or mental or physical disability so long as the essential functions of the job can be performed with or without reasonable accommodation, or any other protected category under federal, state, or local law.