Vp, North America Commercial, Diagnostics

Job Description:
JOB DESCRIPTION:
Reporting to the President of the Diagnostics business unit of Envista, the Vice President, NA Commercial, drives adoption and growth of our total diagnostics solutions portfolio including digital, hardware & software across NA. The qualified candidate is accountable to achieve business unit sales goals through effective management of both onboarding new doctors to the franchise as well as growing product utilization of existing customers. This position will directly supervise a team of commercial leaders who manage sales leaders, sales specialists, customer support, sales enablement, commercial marketing, clinical education, and product training. This leader will also partner closely with our product management, operations/manufacturing, finance, and R&D leadership team. This role will own the following commercial responsibilities including customer targeting, channel strategy, commercial process excellence and automation, sales system/tool management (CRM, training LMS, etc), reporting and dashboards, marketing strategy and execution, quota and comp plan management, sales process and automation of processes to improve customer experience. This role will directly drive the rapid growth of diagnostics by proactively managing relationships and increasing market share and margins.
PRIMARY DUTIES & RESPONSIBILITIES:

• Lead and manage a commercial team that is set-up to win. Direct reports will include NA Sales, Marketing and Education, Commercial Operations and Analytics.
• Develop a high impact, strong and diverse commercial organization that will scale and thrive as the business grows. Effectively recruit, manage, train, engage and develop teams capable of delivering and exceeding commitments.
• Partner in the development of effective and measurable go-to-market strategies for the diagnostics business with growing market share.
• Lead efforts to further digitize customer-facing systems to drive efficiencies and ease of doing business.
• Create and execute standardized customer acquisition, joint ventures and other growth processes (commercial playbooks) for each geography focused on initial doctor and staff training, office setup and workflows, initial product trial and ongoing adoption and growth.
• Develop and deliver monthly, quarterly, and annual sales goals and projections by geography and customer segment.
• Understand and support the company's sales policies and procedures to ensure compliance standards are maintained.
• Responsible for the execution of corporate strategy and tactical execution to achieve sales targets.

Job Requirements:
MINIMUM REQUIREMENTS:

• 4-year college degree
• Minimum of 10 years of outstanding experience in sales and sales leadership with demonstrated history of leading teams that meets/exceeds growth targets.
• Extensive sales operations experience; creating sales forecasts, compensation plans, CRM tools, Sales Data Analytics
• Demonstrated experience building and optimizing customer service function, driving customer-focused, operational KPIs
• Marketing leadership experience, especially B2B or B2B2C marketing; experience building successful marketing-based sales funnel activities to drive growth
• Sophisticated understanding of sales performance metrics and KPIs
• Experience building and driving commercial ramp for fast-growing product segment
• Experience transforming customer support processes and systems
• Experience in healthcare/med device or other highly regulated commercial environment
• Proven track record in hiring and managing high performers
• Success in managing large, multi-functional, highly performing teams
• Demonstrated success in transformational leadership and change management
• Travel Requirement: ability to travel up to 50%, domestically.

PREFERRED QUALIFICATIONS:

• MBA
• Prior experience from the dental industry/healthcare or with imaging products is considered an advantage.
• 5+ years leading team in commercial environment.
• Familiar with EBS tools (Kaizens, PSP, Growth room, PSI).
• Adept problem solver and able to leverage circumstances.

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Target Market Salary Range:
Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.
$210,300 - $275,700
Operating Company:
DEXIS
Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The "EEO is the Law" poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.
Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.