Director of US Sales

A rare opportunity to join a dynamic, fast growing, multi award winning developer of surgical training technologies. Inovus Medical is on a mission to become the world’s partner for surgical training. By improving access to affordable and highly functional simulation technology, the company is driving a paradigm shift in the way we train surgeons, placing simulation at the centre of training pathways, helping train more surgeons and improve surgical care globally.

This role will provide a unique opportunity to work with an integrated medical technology at both a device and digital platform level. You will be trained to become a product expert with a focus on the company’s portfolio of high fidelity simulators and digital surgery platform, Totum.

• Ideally located in the USA on the Eastern Time Zone
• Full time
• Frequent travel nationally required
• Competitive compensation package

Commercial Team

You will be joining a team headed by the company’s Clinical Co-Founder/CEO and supported by a growing commercial team across the USA. You will report directly to the CEO and take over the day to day responsibility for sales operations with the US sales team reporting into you. You will also have regular interaction with our operations teams out of the UK and USA hubs.

Role:

The key role of the Director of US Sales is to serve as a player coach to the US sales function, strategically driving the growth of the company’s revenues in the US market by leading, managing, and scaling the US commercial team, while actively fostering new market opportunities and leading on conversion of strategic accounts. The Director of US Sales will build strong customer relationships, enhance market awareness, and market conversion, and ensure exceptional execution of business development strategies across global territories.

Key Duties and Responsibilities

The Director of US sales role is a hybrid ‘player coach’ role that includes individual contribution and commercial leadership activities. The role will have three direct reports initially, the US business manager and two product specialists. It carries its own sales target in addition to the responsibility for leading and executing the US sales strategy of the business. The role is expected to work closely with and support but not lead the marketing function which continues to be coordinated by the existing marketing function led by the CEO.

• Maintain and grow relationships with existing ‘top down’ strategic accounts through key account management & sales activities
• Create and develop relationships with new strategic customers. This will involve a full sales cycle approach from creating & following up sales leads to arranging initial meetings and product demonstrations through to vendor registration and closing the sale
• Create and develop relationships with KOL’s and reference sites such that company maximises the use of referrals to new customers
• Participate in organising and attending local and national conferences & exhibitions
• Work with the CEO to develop and implement the US sales plan, sales budgets and wider commercial strategy
• Become a product expert across Inovus owned and distributed products
• Manage, lead and inspire the US commercial team and lead on the day to day sales operations of the business, fostering a high performance, customer-centric culture
• Provide ‘executive closing’ support to the US Business Manager for high value ‘middle out’ accounts
• Manage a regular cadence of meetings with the commercial team including weekly, monthly and quarterly meeting, ensuring alignment to the US sales plan
• Manage the bonus scheme for all commercial team members, includes delivering quarterly review meetings and setting and assessing non fiscal KPIs and reporting performance against KPIs to the CEO
• Manage the annual appraisal and personal development process for all direct reports
• Manage expense reporting and approvals across the sales and implementation function of the business in accordance with company procedures
• Organise and deliver an annual commercial team summit focussed on product training and strategy dissemination across the commercial team
• Implement best practices for sales processes, including forecasting, pipeline management and CRM utilization
• Implement and maintain a ‘real time’ sales dashboard within the CRM to inform the SLT of sales performance and sales pipeline
• Provide a monthly sales report and dashboard to the CEO for inclusion in the monthly board pack
• Research and implement sales enablement tools to support sales growth and efficiencies
• Work with operations to optimize supply chain and delivery timelines for all customers
• Collaborate with marketing to ensure alignment and optimisation on lead generation & follow up, branding and product positioning strategies
• Work with the CEO to identify market opportunities and emerging trends to guide expansion into new territories and market segments

Minimum Qualification/Experience Requirements

• BSc or equivalent qualification in life sciences, healthcare, business or management
• Minimum of 15 years sales experience in the medical device, healthcare simulation or wider life science sector
• Minimum of 5 years experience in senior sales leadership roles in the medical device, healthcare simulation or wider life science sector
• Minimum of 2 years experience selling surgical technologies
• Knowledge of minimally invasive surgery procedures and technology with specific knowledge in general surgery, OBGYN and robotics
• Strong understanding of accounting principles with a proven track record of setting and managing sales budgets
• Proven track record of developing, managing and scaling global sales teams in the medical device, healthcare simulation or wider life science sector
• Proven track record of successfully selling to medical device companies and US Healthcare systems with a track record of personally closing multi-million dollar transactions
• Experience engaging with c-suite executives at medical device companies and US hospital systems
• Proven ability of effective written and verbal communication and listening skills
• Strong interpersonal skills with an ability to effectively communicate and project themself
• Strong commitment to customer service and satisfaction
• Ability to effectively work on and manage many priorities at one time and thrive in a fast-paced, high-growth environment
• Analytical mindset with the ability to use data to drive decision making
• Competent in the use of Microsoft 365 (Word, Excel, PowerPoint, Teams and Outlook), Hubspot and cloud accounting systems (Xero)
• Highly driven with a strong motivation to succeed
• Clean Driving License valid for the USA
• Fluency and clarity in written & spoken English
• Right to work in the USA

Preferred Qualification/Experience

• Experience selling digital surgery platforms
• Proven ability to lead through change and drive innovation in sales strategies
• Knowledge of the surgical training landscape in the USA
• Knowledge of human anatomy is preferable
• Ability to be flexible in work schedule and accommodate unexpected work changes
• Knowledge or awareness of surgical training landscape in other countriesKnowledge and experience of international sales, order fulfilment and shipping

Required Training

• Satisfactory completion of all role specific modules in company LMS
• Two weeks of on-site training at USA HQ in Tampa, Florida
• Up to Two weeks on-site training at Global HQ (UK)
• Up to one month additional product training in field
• Training on how to use CRM, accounting and other company software systems
• Health & Safety Training, as required

How Performance Will Be Measured

At Inovus we use Job Scorecards to define outcomes and what success looks like for these outcomes. Performance will be measured in accordance with the Job Scorecard for this role (see separate).

Apply for this post

If you think you would be a great fit for Inovus and our opportunity aligns with your career aspirations, then we would love to hear from you. In order to apply for this role please complete the application form, ensuring to upload your resume when prompted. Please give us a day or so to review your documents, following which we will be in touch.

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