Sales Director- Medical Devices & Medical Polymers
The Lubrizol Corporation, Brecksville, OH, United States
Location:
Remote (Near a Lubrizol Site or Large Airport Hub is preferred)
Travel:
50-75%
The Sales Director – Medical Devices & Medical Polymers is a senior commercial leader responsible for driving profitable, sustainable growth across the North American region, primarily through new business development, strategic account penetration and early‑stage design‑in with medical device OEMs. This role owns regional commercial performance and strategy, leading a high‑performing sales and new business development organization serving medical device and medical polymer markets.
This role operates within a global account structure, requiring strong influence across regions and alignment with global commercial leaders to win and grow multinational OEM relationships. The Sales Director will succeed through matrix leadership, not direct authority, and must effectively align regional execution with global account strategies.
Reporting to a Vice‑President level leader, this role partners closely with R&D, Manufacturing, Supply Chain, Procurement, Marketing, and Legal to translate customer and market requirements into scalable, differentiated solutions. The Sales Director is accountable for revenue growth, margin optimization, pipeline development, and long‑term market positioning in highly regulated medical markets.
Commercial Strategy & Performance
Own end‑to‑end regional commercial performance, including revenue, margin, and forecast accuracy.
Develop and execute 3–5 year regional growth strategy prioritizing high value segments, applications, and strategic accounts aligned with enterprise objectives.
Deliver above market revenue growth, while expanding gross margin through mix improvement, value‑based selling, and disciplined commercial execution. Ensure a meaningful portion of revenue is generated from new programs.
Lead development of annual operating plans, long‑range forecasts, and business cases by site, customer, and product.
Actively prioritize and reallocate resources (people, capital, customer focus) toward the highest return opportunities; make clear trade‑offs on where not to invest.
Rigorous performance management, including pipeline health, conversion rates, and gap closure actions.
Act as a key voice in pricing decisions, ensuring they reflect market dynamics, competitive positioning, and value delivered.
Partner with finance and leadership to maintain pricing discipline and consistency across the region.
Strategic Account & OEM Leadership
Own and develop senior‑level relationships with key medical device OEMs, acting as executive sponsor for strategic accounts.
Drive early‑stage engagement with customer R&D, engineering, and procurement teams to secure material specification in next‑generation platforms.
Lead and coordinate account strategy within a global account structure, partnering with Global Account Directors and regional commercial teams to align priorities, opportunities, and customer engagement.
Influence customer decision‑making beyond North America, ensuring alignment on global platform opportunities and positioning the organization for multi‑region wins.
Lead complex commercial negotiations, including long‑term supply agreements and strategic partnerships.
Establish clear account prioritization and penetration strategies, focusing resources on high‑value, high‑growth OEMs.
Sales Leadership & Team Development
Lead, coach, and develop a high‑performing Sales and New Business Development organization with clear accountability for both new business generation and account growth.
Set clear performance expectations, goals, and success metrics; continuously elevate team capability and talent depth.
Foster a collaborative, customer‑centric culture focused on accountability, results, and continuous improvement.
Implement and enforce sales management discipline including pipeline quality and progression, conversion rates, forecast accuracy, and CRM adoption and data integrity.
Recruit, develop, and retain top‑tier commercial talent, building a strong succession pipeline and bench strength.
Market Development & Business Growth
Build and maintain a strong pipeline, with a clear focus on new platform wins and application expansion.
Identify, scope, and lead strategic growth initiatives, including new market entry, platform expansion, and value‑added solutions.
Turn market insights (regulatory, technology, customer trends) into clear commercial actions.
Track pipeline health, conversion, and new business contribution to ensure growth is coming from the right places.
Build solid business cases and make decisions with imperfect information.
Cross‑Functional Leadership
Partner closely with R&D, Engineering, Manufacturing, Supply Chain, Procurement, and Marketing to align commercial strategy with operational execution.
Translate customer needs into actionable product, technology, and capacity strategies.
Influence and align senior internal stakeholders through clear communication, data‑driven insights, and structured problem‑solving.
As member of leadership team, actively engage in business‑level decisions, contributing to broader strategy, investment priorities, and operational trade‑offs.
Required Qualifications
Bachelor’s degree in Business, Engineering, Life Sciences, Materials Science, Chemistry, or a related field.
10+ years of progressive commercial experience, including senior sales leadership roles.
5+ years leading and developing sales or commercial teams with demonstrated results.
Proven experience driving growth in medical polymers (ex. TPU, Silicone) and related devices.
Strong analytical capability with the ability to synthesize data into clear strategic decisions.
Exceptional communication, negotiation, and executive influencing skills.
Willingness to travel 50–75% across North America.
Preferred Qualifications
Master’s degree or MBA.
Experience with minimally invasive medical devices, medical‑grade polymers, thermoplastics, silicone, extrusion, molding, or contract manufacturing. History of selling Medical Device OEMs.
Demonstrated success leading complex, cross‑functional initiatives in a global organization.
Experience with CRM systems, advanced sales metrics, and market analytics.
Benefits
Competitive salary with performance‑based bonus plans
401(k) match + Age‑Weighted Defined Contribution
Comprehensive medical, dental & vision coverage
Health Savings Account (HSA)
Paid holidays, vacation, and parental leave
Flexible work environment
Learning and development opportunities
Career and professional growth
Inclusive culture and vibrant community engagement
#J-18808-Ljbffr
Remote (Near a Lubrizol Site or Large Airport Hub is preferred)
Travel:
50-75%
The Sales Director – Medical Devices & Medical Polymers is a senior commercial leader responsible for driving profitable, sustainable growth across the North American region, primarily through new business development, strategic account penetration and early‑stage design‑in with medical device OEMs. This role owns regional commercial performance and strategy, leading a high‑performing sales and new business development organization serving medical device and medical polymer markets.
This role operates within a global account structure, requiring strong influence across regions and alignment with global commercial leaders to win and grow multinational OEM relationships. The Sales Director will succeed through matrix leadership, not direct authority, and must effectively align regional execution with global account strategies.
Reporting to a Vice‑President level leader, this role partners closely with R&D, Manufacturing, Supply Chain, Procurement, Marketing, and Legal to translate customer and market requirements into scalable, differentiated solutions. The Sales Director is accountable for revenue growth, margin optimization, pipeline development, and long‑term market positioning in highly regulated medical markets.
Commercial Strategy & Performance
Own end‑to‑end regional commercial performance, including revenue, margin, and forecast accuracy.
Develop and execute 3–5 year regional growth strategy prioritizing high value segments, applications, and strategic accounts aligned with enterprise objectives.
Deliver above market revenue growth, while expanding gross margin through mix improvement, value‑based selling, and disciplined commercial execution. Ensure a meaningful portion of revenue is generated from new programs.
Lead development of annual operating plans, long‑range forecasts, and business cases by site, customer, and product.
Actively prioritize and reallocate resources (people, capital, customer focus) toward the highest return opportunities; make clear trade‑offs on where not to invest.
Rigorous performance management, including pipeline health, conversion rates, and gap closure actions.
Act as a key voice in pricing decisions, ensuring they reflect market dynamics, competitive positioning, and value delivered.
Partner with finance and leadership to maintain pricing discipline and consistency across the region.
Strategic Account & OEM Leadership
Own and develop senior‑level relationships with key medical device OEMs, acting as executive sponsor for strategic accounts.
Drive early‑stage engagement with customer R&D, engineering, and procurement teams to secure material specification in next‑generation platforms.
Lead and coordinate account strategy within a global account structure, partnering with Global Account Directors and regional commercial teams to align priorities, opportunities, and customer engagement.
Influence customer decision‑making beyond North America, ensuring alignment on global platform opportunities and positioning the organization for multi‑region wins.
Lead complex commercial negotiations, including long‑term supply agreements and strategic partnerships.
Establish clear account prioritization and penetration strategies, focusing resources on high‑value, high‑growth OEMs.
Sales Leadership & Team Development
Lead, coach, and develop a high‑performing Sales and New Business Development organization with clear accountability for both new business generation and account growth.
Set clear performance expectations, goals, and success metrics; continuously elevate team capability and talent depth.
Foster a collaborative, customer‑centric culture focused on accountability, results, and continuous improvement.
Implement and enforce sales management discipline including pipeline quality and progression, conversion rates, forecast accuracy, and CRM adoption and data integrity.
Recruit, develop, and retain top‑tier commercial talent, building a strong succession pipeline and bench strength.
Market Development & Business Growth
Build and maintain a strong pipeline, with a clear focus on new platform wins and application expansion.
Identify, scope, and lead strategic growth initiatives, including new market entry, platform expansion, and value‑added solutions.
Turn market insights (regulatory, technology, customer trends) into clear commercial actions.
Track pipeline health, conversion, and new business contribution to ensure growth is coming from the right places.
Build solid business cases and make decisions with imperfect information.
Cross‑Functional Leadership
Partner closely with R&D, Engineering, Manufacturing, Supply Chain, Procurement, and Marketing to align commercial strategy with operational execution.
Translate customer needs into actionable product, technology, and capacity strategies.
Influence and align senior internal stakeholders through clear communication, data‑driven insights, and structured problem‑solving.
As member of leadership team, actively engage in business‑level decisions, contributing to broader strategy, investment priorities, and operational trade‑offs.
Required Qualifications
Bachelor’s degree in Business, Engineering, Life Sciences, Materials Science, Chemistry, or a related field.
10+ years of progressive commercial experience, including senior sales leadership roles.
5+ years leading and developing sales or commercial teams with demonstrated results.
Proven experience driving growth in medical polymers (ex. TPU, Silicone) and related devices.
Strong analytical capability with the ability to synthesize data into clear strategic decisions.
Exceptional communication, negotiation, and executive influencing skills.
Willingness to travel 50–75% across North America.
Preferred Qualifications
Master’s degree or MBA.
Experience with minimally invasive medical devices, medical‑grade polymers, thermoplastics, silicone, extrusion, molding, or contract manufacturing. History of selling Medical Device OEMs.
Demonstrated success leading complex, cross‑functional initiatives in a global organization.
Experience with CRM systems, advanced sales metrics, and market analytics.
Benefits
Competitive salary with performance‑based bonus plans
401(k) match + Age‑Weighted Defined Contribution
Comprehensive medical, dental & vision coverage
Health Savings Account (HSA)
Paid holidays, vacation, and parental leave
Flexible work environment
Learning and development opportunities
Career and professional growth
Inclusive culture and vibrant community engagement
#J-18808-Ljbffr