COMPANY
Our client, is a publicly held, preeminent and fast growing manufacturer of In Vitro Diagnostic Systems. They enjoy a reputation as a technology leader and for developing high quality products that provide superior clinical performance and utility. Their diversified portfolio of products includes automated systems and diagnostic tests for the Hospital, Commercial Reference Laboratory and POL markets globally. Their sales are driven through both direct and distribution channels. The company is well positioned for sustained growth and has high expectations for continued expansion and increased revenue generation through new product introductions and greater efficiencies of their sales operations.

ENVIRONMENT
The Company is profitable, well resourced, fiscally disciplined, highly focused and committed to achieving market dominance. The culture is open, direct, fast paced and growth oriented. The atmosphere is collegial, and promotes involvement across functional areas. People are empowered to take initiative and encouraged to contribute. Candidates must be comfortable operating within a changing and driven environment where metrics are utilized to measure results, dedication is expected and personal and team accountability/responsibility is core to individual and company success.

REPORTING
The position reports to the President of the division.

REPORTING RELATIONSHIPS
The role is responsible for global sales operations across multiple channels and has 5 direct reports.

EDUCATION
BS/BA, advanced degree or scientific acumen preferred.

PERSONAL CHARACTERISTICS
A passionate, positive, highly credible, high impact individual with impeccable integrity is essential for success. Candidates must possess strong leadership, motivational, organizational, presentation and communication skills. The successful candidate will be an open minded, analytical thinker, with a rational, decisive style capable of persuading and building consensus. The ability to effect change while developing and mentoring others is critical. The role requires someone with the capacity for creative planning and the drive to execute effectively.

RESPONSIBILITIES
The Vice President of Global Sales will be responsible for:

• The scope of the role is management of sales efforts and revenue contributions globally through direct and distribution channels. The focus is on sales process, increasing market penetration, broadening product offerings in specific markets, achieving high levels of customer satisfaction, implementing effective metrics and reporting mechanisms and driving top and bottom line contributions.
• Developing annual global sales plans that emphasize business planning and for implementing a reporting structure focused on process and accountability that drives growth and profitability in each market segment across all sales channels.
• Lead, develop and retain U.S. and International Sales management personnel, building a high-performance team driving relentless focus on the core activities of profitable growth and market expansion.
• Develop programs that strengthen end-user and Distributor customer loyalty, increase sales and meet corporate
  profitability targets for the division. Be an advocate of the customer and a champion of the organization and its products.
• Achieve sales and other appropriate financial measures, including sales targets within channels and product/market segments within each reporting period.
• Work with President on corporate strategy and tactics and interface regularly with senior management to ensure cohesive behavior compatible with the overall goals of the company.
• Work closely with marketing to develop new products, and concepts for sales and marketing programs.
• Develop plans to ensure successful introduction of new products and broader adaptation of existing products across all market.
• Responsible for monitoring all appropriate market segments and developing and implementing plans/actions to respond to changes in the competitive environment in these markets. This includes new techniques or methods of selling to and servicing customers.
• Act as a global sales resource, providing timely information and analysis to executive management team.

REQUIREMENTS
Candidates should posses the following abilities and attributes:

• 5 plus years of senior sales leadership experience managing sales managers globally selling IVD products through multiple channels with core experience in manufacturing companies. Strong preference for experience selling medical equipment.
• Sophisticated strategic planning and sales process skills and the leadership to positively effect change and drive growth.
• Experience building and managing direct, distribution and an international sales network in the IVD market.
• A track record of success expanding market penetration and increasing sales and market share through multiple channels.
• Experience negotiating contracts and ensuring compliance with Distributors and large buying groups.
• Must have good analytical skills and be experienced at making decisions based on data and analysis.
• The preferred candidate will have experience in varying business environments and markets, and must be comfortable in an entrepreneurial environment where resources come from incremental growth.
• Candidate’s experience must include market development, new product introductions and market expansion initiatives.
• The individual selected will have demonstrated the ability to effectively lead, develop, motivate and manage groups of people in the marketing, sale, support and delivery of products.
• Must be computer literate.

DESIRED QUALITIES & DELIVERABLES
The company is seeking an executive with the experience, financial acuity, business acumen and passion to lead them to position of global market dominance.

• The ideal candidate will be a well- organized, creative, strategic thinker equally capable of tactical execution and driving results, as well as articulating unique ideas and perspectives.
• The success candidate will have the presence and integrity to command respect and the confidence and energy to be an effective change agent. They will have the knowledge and facility to establish relationships and resolve customer issues.
• The company desires a leader with strong interpersonal and people management skills that mentors and develops subordinates and engenders high expectations and performance.
• The company is seeking an individual who can develop strategic sales plans that emphasize business planning and accountability and implement the mechanism, processes, metrics and reporting structure that will drive sales growth.
• Candidate must be able to identify business and market opportunities and be capable of preparing new product introductions and of managing and leveraging broader product offerings.
  

COMPENSATION
The complete package will include a competitive base salary, highly attractive bonus program, stock options and relocation.

CONTACT
Glines Associates
Mr. Larry Glines
39 South LaSalle Street, Suite 714
Chicago, IL 60603
312.580.0646
search@glinesassociates.com
www.glinesassociates.com