Now Hiring - Director, Sales in Caledonia, MI

Director, Sales
Job Description

Who We Are:
Marketlab is a market leading healthcare solutions organization specializing in the design, manufacturing, and sourcing of private label products. It’s our mission to provide our healthcare partners timely solutions with a straightforward approach based on knowing them and their work. Every day we strive to positively impact the lives of the people who in turn impact the health and wellness of our communities.
Based in Grand Rapids, Michigan, Marketlab’s success is built upon a foundation of collaboration, innovation, and the belief that every team member plays a vital role in creating an exceptional customer service experience.

The Opportunity:
The Director, Sales is responsible for overseeing three Marketlab sales functions: Inside Sales, Technical Product Business Development Managers, and Field Based Account Managers. This role will be a major key to Marketlab’s revenue growth. The Director, Sales will design plans to meet sales and revenue targets set by upper management, develop and grow relationships with clients, and align Inside Sales Representatives, Technical Product Specialists, and Account Managers to ensure that all Marketlab customers are having their needs not only met, but exceeded.
This role reports to the Vice President, Sales .

Functional/Technical Competencies:

• Revenue Growth: In-depth understanding of what actions and drivers need to be utilized within the Sales team to grow company revenue. Use a motivational approach when working with Inside, Outside, and Product Business Development team members to grow their assigned accounts/territories.
• Build a dynamic scoreboard to track established expectations for growth and overall performance.

• People Development and Transformational Leadership: Understand and prioritize the development of Sales team members by creating an environment that fosters consistent learning and career growth opportunities. Build and continue to grow relationships that are built on trust with the Sales team; both on an individual and collective level.
• Work with team members to understand their career goals and help to build growth plans to help each individual to achieve success.
• Partner with HR to create career road maps with sales team members.
• Explain clear expectations to the sales team regarding individual KPIs. Hold team members accountable for both their own territory and/or account growth. Work with individuals to develop and enhance their own improvement.

• Strategic Alignment: Collaborate closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.
• Coordinate sales planning activities with other functions and stakeholders within the firm.
• Demonstrate diplomatic communication to foster strategic alignment with a cross-functional group.
• Use language that key team members and stakeholders understand to ensure clarity on what needs to happen and how it should occur.
• Direct and support the consistent implementation of company initiatives.
• Work closely with the Director, Sales Operations to build a sales organization that is focused on customer solutions and drives for growth in an efficient and focused way.

• Strong Business Acumen: Understand and apply extensive product and industry knowledge in order to educate and provide the customer and sales team with the information needed to choose the best solution.
• Utilize medical/healthcare market knowledge to identify new areas of opportunity for Marketlab products within the assigned category.
• Understand and communicate key features of category products.

• Consultative Selling: Understand the importance of utilizing this sales approach to coach sales team members into prioritizing relationships and creating open dialogue with customers to identify and provide solutions to their needs.
• Remind team members to stay hyper focused on the customer, rather than the product being sold.
• Help team members to look to understand the challenges faced by customers to better position solutions in a more compelling and effective way.
• Accept the responsibility of being the “voice of the customer” for the organization.

• Negotiation Skills: Mentor the sales team so that they are able to, facilitate and lead strategic discussions with customers that lead to the deal being confirmed and closed.
• Be present if a sales team member needs assistance with closing any customer opportunity or issue.

Behavioral Competencies:

• Communication: Use confident speech and body language to sell Marketlab products to customers. Provide clear, concise information and training surrounding Marketlab products to the customer and other members of the Marketlab team in order to effectively ensure that the customer’s needs are met.
• Ask clear, direct questions to learn more about the challenges the customer faces.
• Keep cross-functional teams up-to-date on customer feedback, market trends, etc. so that the company can stay proactive in meeting the customer’s needs.
• Build peer support and strong internal-company relationships with other key management personnel.

• Creative Problem-Solving: Anticipate potential challenges related to the sales cycle and think outside of the box to find the best ways to solve them.
• Use product knowledge within the assigned category offerings to create different solutions for customers needs, specifically if the original product offered no longer meets the customer’s needs.
• Work with Sales Operations and individual team members to help create and continuously track customer needs analyses in order to stay up to date on changes within the customer’s business.

• Emotional Intelligence: Recognize, understand, and influence the emotions and behaviors of customers to ensure that the best outcome is met for all parties involved.
• Improve customer relationships by coaching team members to exhibit empathy towards their challenges and providing solutions.
• Demonstrate active listening.

• Cross Functional Collaboration: Cultivate a positive, collaborative environment in which teams across Marketlab can achieve optimal results.
• Work within Marketlab’s sales team and other cross-functional teams to ensure that resources are being utilized effectively and efficiently.
• Provide constructive input on products, customer, company, and market with a collaborative and respectful approach.
• Provide concrete guidance on desired outcomes, timing, budget, and the breakdown of responsibilities across multiple teams.

What You’ll Do:

• Be a cultural leader within the Marketlab organization.
• Commit to support team member’s personal and professional development.
• Develop and execute a strategic plan that is focused on our customer’s needs in order to achieve sales targets and expand our overall customer footprint and base.
• Build and maintain strong relationships with customers/partners and team members.
• Partner with customers to understand their business needs and objectives.
• Communicate the value proposition through proposals and presentations.
• Understand industry-specific landscapes and trends.
• Report on forces that shift tactical budgets and strategic direction of accounts.
• Work with sales and other internal teams to develop strategic marketing plans and ensure KPIs are met.
• Meet regularly with sales team members to discuss sales performance progress and find new ways to grow the team members’ assigned accounts.
• Identify opportunities proactively for sales process improvement. Work closely with executive management to inspect sales process quality and prioritize opportunities for improvement.
• Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports, or assist in the development of new reporting tools as needed.
• Support the equitable assignment of sales force quotas and ensure quotas are optimally allocated to the appropriate team members, sales channels, and resources.
• Work with sales teams members to hit/exceed annual sales targets within their assigned territory and accounts.
• Work with sales and cross-functional teams to understand and develop a strategic plan surrounding the launch of new products.

What You’ll Need:
The ideal candidate will have…

• 10+ years of national experience in medical sales leadership within a medium to large company.
• Knowledge of IDN, Distribution, and Manufacturing sales within the healthcare industry.

• Ability to travel up to 75% of the time.
• Bachelor’s Degree in business administration, healthcare, or related field.
• General healthcare market awareness.
• Strong communication and presentation skills.
• Great attention to detail and problem-solving skills.
• Proficient in standard office software (Microsoft or Google Workspace).
• Ability to communicate, present, and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions.
• Excellent listening, negotiation, and presentation skills.

Benefits:

• ALL benefits are effective day one of employment
• Medical, Dental, Vision
• Generous PTO policy and paid holidays
• 401k match
• Flexibility with work from home
• Scholarship reimbursement
• Paid parental leave
• Paid short term disability leave
• Health and wellness program
• Employee discount program within our family of companies

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

Job Type: Full-time