Director of Global Medical Sales

Stratasys is leading the global shift to additive manufacturing with innovative 3D printing solutions for industries such as aerospace, automotive, consumer products and healthcare. Through smart and connected 3D printers, polymer materials, a software ecosystem, and parts on demand, Stratasys solutions deliver competitive advantages at every stage in the product value chain. The world’s leading organizations turn to Stratasys to transform product design, bring agility to manufacturing and supply chains, and improve patient care.

We are looking for a dynamic Director of Global medical sales who will be responsible for the developing, implementing and execution of strategic go-to-market plan, driving sales growth for a portfolio of Additive Manufacturing (AM) printing solutions including hardware, materials, software and services.

This role requires a unique combination of expertise and sales experience in the medical device field including as sales leadership and business acumen to achieve ambitious sales targets within the complex healthcare environment.

As Director of Global medical sales you will manage a team of 10 employees in US and Europe and you will report directly to the Vice President of Medical.

Succeeding in this role will require a self-starter who is excited about the impact that AM can have within the medical industry, who has a strong medical network and understands how to sell into medical OEM’s and hospitals and who can help develop the market for our solutions in this space.

Responsibilities 

• Develop and implement multi-year go-to-market operating plan to scale adoption, and global commercial programs working closely with the head of the Medical business unit and the regional managers.
• Develop, implement and oversee effective sales plans to targeted and key managed accounts, budgets, weekly and yearly forecasts for assigned products and territories.
• Work directly within targeted geography to develop and drive innovative solutions that are best achieved using Stratasys equipment, solutions, and services.
• Collaborate and ensure continuance commercial communication with cross-company business units and teams, including as regional sales channels, marketing, product development, customer success and regulatory teams to ensure a cohesive go-to-market strategy for new and existing products.
• Lead new product introduction by ensuring commercial plan readiness, customer engagements, communication and knowledge transfer to certified channels and reporting on post-sale experience.
• Collect market feedback and the voice of customer, consistently engage with customers to identify new business and use case opportunities within the medical device sector and ensure regular communication of such to Product and Marketing organizations in order to influence our development roadmap and support customer adoption.
• Understand competitive solutions and our key advantages as perceived by targeted customers and regularly communicate such to our Product and Marketing organizations to influence our development roadmap. Identify and implement strategies to counter competitor activity and maintain market share.
• Build and maintain strong relationships with key decision-makers at Medical OEMs, hospitals, clinics, and other healthcare institutions.
• Analyze sales data and reports to identify trends, competitor activity, and areas for improvement, and recommend required adjustments to the annual operating plan or business strategy to achieve the desired results.  
• Lead, motivate, and develop a high-performing medical sales team, including recruitment, training, coaching, and performance management.
• Lead negotiations with medical OEMs, point-of-care, and distributors to secure profitable contracts.
• Stay up to date with technology development, regulatory requirements, reimbursement policies, and industry trends within the medical device market.
• Oversee product training and support for the sales team, ensuring they have the knowledge to effectively present product benefits to healthcare professionals.
• Represent Stratasys at commercial and customer events as a leader industry through both presentation and small-large group capacities.

Minimum Qualifications

• Bachelor's degree in business administration, engineering, science (Life sciences preferred) or a related field; Or 10+ years of equivalent work experience in a medical device industry in lieu of degree. MBA a plus.
• 10+ years of medical/sales/business development experience in the medical and healthcare sector with a preference to selling to Medical OEMs. Selling into hospitals and point of care- a plus.
• Demonstrated experience working in international markets. Europe- a plus.
• Demonstrated success in developing and executing strategic go-to-market programs, accounting for substantial market growth.
• Demonstrated experience in working and selling through indirect channels (e.g. distributors) Identifying, recruiting, and engaging new sales channels- a plus.
• Experience selling capital equipment and managing sales of >$30M p.a. Selling software solutions and services- a plus.
• Experience in direct management of a minimum of 5 employees. International employees- a plus
• Demonstrated experience in working with strategic accounts, developing, and executing multi-year growth programs.  
• Demonstrated success of working with cross-functional teams such as product and marketing to define innovative market and customer opportunities.
• Ability to work well with others at all levels.

Preferred Qualifications: 

• Knowledge and experience working with Salesforce or other CRM reporting tools.
• Experience selling into hospitals, working with key opinion leaders and other healthcare professionals.
• Experience selling additive manufacturing (3D Printing) equipment or services.
• Experience with customized software/solutions.
• Demonstrated experience in business development.
• Experience working for international corporates and with multinational cross-functional teams. Startup environment a plus.
• Experience working in a medically regulated environment. Medical quality management and regulatory requirements knowledge (FDA/MDR)- a plus.
• Proven capacity in critical thinking, data analysis, and data-driven decision-making. 
• Ability to prioritize and multi-task in a fast-paced environment.
• Passion for efficiency; highly organized and results-oriented with a sense of urgency.

Skills

• Self-motivated, self-starter.
• Strong leadership skills- ability to coach, motivate and foster team members.
• Creativity, outside the box thinker with a hands-on and can-do approach.
• Team player and executer.
• Excellent presentation skills.
• High level of curiosity building rapport and trust
• Ability to work under pressure and in an uncertain environment.
• Exceptional data and analysis skills, keen eye for details.
• Extraordinary communication and program management skills with proven ability to effectively communicate at all professional levels.

Additional Information:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  Stratasys will provide reasonable accommodations for qualified individuals with disabilities. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. All offers of employment with Stratasys, Inc are contingent upon the successful passing of a background check.

Stratasys is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to their protected Veteran or disabled status and will not be discriminated against for their race, color, religion, sex, age, disability, military status, or national origin or any other characteristic protected under federal, state, or applicable local law.   Please view Equal Employment Opportunity Posters provided by OFCCP here