Vice President of Global Sales

Position Overview

The Vice President of Global Sales reports to and works closely with the President & CEO of Elevate Healthcare as leader for the global commercial team. The Vice President of Global Sales has accountability for $110 million business with anticipated double-digit CAGR over the next years. The role spans all aspects of commercial activity for the company including strategic planning, budgeting, personnel development, sales operations and overall sales results. This is an ideal opportunity for a candidate to build something truly remarkable and grow within a very special, high-performing company.

Key Relationships

Reports to:

• President/CEO of Elevate Healthcare

Direct reports :

• Zone Sales Manager – Eastern US

• Zone Sales Manager – Western US

• Sales Manager – International

• Sales Operations Manager

• Sales Optimization Manager

• Strategic Accounts Managers (2)

Other key relationships:

• Customers, Distributors, Partners, Integrators, and Suppliers

• Elevate leadership team – 3 Product Segment VP/GMs, CFO, VP Global HR, Chief Nursing Officer

• SimX Sales Leadership (sister company)

• Madison & Madison Medical Executive Leaders

Location:

• The Vice President of Global Sales will reside in the United States with preference for proximity to our Global Headquarters in Sarasota, FL, but is not required. For a remote candidate, they must be located in the Eastern or Central time zones in the US within close proximity to major air transportation hubs.

Key Responsibilities

• Own responsibility for the commercial strategy and year-over-year profitable growth of the business with an emphasis on growth, productivity, operational excellence and communication at all levels.

• This role will drive the growth of the business by defining a commercial strategy and ensuring the successful execution of a tactical plan in line with key metrics.

• Recruit, retain, and develop A-level talent

• Provide strong and inspired leadership to all employees, promoting and maintaining strong employee engagement. Lead the workforce and promote diverse teams that build upon the business culture

• Use mission and culture to drive change to improve the business’ performance. Fos-ter and exemplify our values: Trust, Bias for Action and Entrepreneurialism.

• Create a culture that has a front-line obsession (empowering those close to the cus-tomer) with a fanatical focus on the customer (listening and developing solutions for our most valuable customers).

• Ensure the principles of Elevate’s 80/20 operating system are embraced by and exe-cuted across the commercial organization. Evaluate the success of the organization using a focused set of strategic KPIs to assess and improve performance.

• Build and execute the blueprint that drives transformational revenue and profit growth. Shape and develop the value proposition and sales process to create unique advantages and capabilities. Collaborate with the senior leadership team to deliver world-class new product development, innovation, and new product launches.

• Foster an environment that stimulates open communication, creativity, imagination and collaboration to solve problems and drive growth and innovation.

Desired Outcomes

• Develop and execute a plan to grow the business double digits y/y from $110M to $120M over the strategic cycle as well as a long-term plan to achieve $300M .

• Transform and evolve commercial go-to-market approach to strategic solution-based selling to address customers end needs.

• Create and promote a workplace culture where committed talent can grow and thrive.

• Develop a team of A-level talent with strong team cohesiveness and effectiveness

• Foster a culture of trust and open debate

• Build an organization with a bias for action and a commitment to the team results.

• Manage the performance of the commercial team to achieve quarterly and annual financial targets using sound funnel management metrics and practices.

• Manage customer relationships and quotations to achieve working capital targets and optimize cash flow for the organization.

Ideal Experience

Successful Sales Organization Leadership

A proven track record over 10 years in sales with progressive career growth toward success as a senior leader of a sales organization (for minimum 5 years) with at least $70M in annual sales for a diverse range of products and sales models (capital purchase, recurring revenue, and service revenue). Prior experience selling engineered products including medical technology, educational technology, or similar technology products (equipment/software/service) preferred. Must have demonstrated success leading teams across diverse geographic markets outside North America, customers, and salespeople.

Leading Growth and Innovation

Strong track record of delivering transformational, profitable growth using a well-developed commercial took kit. Proven ability to create and execute a strategic sales plan to scale sales using a product portfolio or ecosystem. Experience managing and optimizing diverse talent in experience and backgrounds. Evidence of successful “breakout” initiatives that significantly changed the trajectory for the business and established new value propositions with traditional customers and in new market segments or business models.

Operational and Process Excellence

A foundation in funnel management best practices, effective CRM, and sales process improvement to increase funnel volume, velocity and win rate. Detailed knowledge of business economics and key value drivers for commercial success. Proven ability to implement and drive an operating model (80/20), process improvements and growth initiatives.

Accomplished Team Builder and Leadership Developer

Robust people leadership skills. Experience building, optimizing and leading high-performing, and diverse teams. A natural coach and builder of people. Demonstrated success as an inspiring leader and strong people manager, having built collaborative, achievement-oriented teams. Has the ability to develop an existing talent pool and recruit A-level performers to build an A-level team.

Business Mindset/Financial Acumen

Strong business/financial management skills and demonstrated track record for meeting commercial and financial goals.

Academic Credentials

A bachelor's degree in business, marketing, engineering or a clinical/medical field is required.

Critical Business Skills

Leading People

• Engages the team in discussions around the long-term strategy and how they can contribute.

• Gives team members decision making autonomy and accountability within their ar-eas of responsibility.

• Builds strong followership through communication, leadership presence, and poise in difficult situations.

• Able to build and lead teams of diverse backgrounds and expertise.

• Promotes cross-organizational collaboration and can lead through influence and positive relationships with peers.

• Fosters open communication and debate.

Leading Change

• Takes personal ownership and initiative for advancing change where appropriate.

• Communicates a new direction or change with a clear rationale and sense of urgency.

• Adapts communication content, approach, or style around change to appeal to dif-ferent audiences.

Driving Results

• Uses a strong Bias for Action to surpass team goals, seizing the opportunity to extend the limits of what is possible. Uses sound judgement and data to make critical/ time-sensitive decisions or actions.

• Seeks new challenges and is energized by exceeding targets.

• Enables higher performance by incrementally improving approaches based on calcu-lated risks.

• Benchmarks performance of business or function against industry best practices.

Acting Strategically

• Creates a 2-3-year roadmap or blueprint to drive hyper-growth.

• Identifies and prioritizes the most critical factors to consider in making decisions.

• Makes plans to address changes or trends in the external landscape (i.e., competi-tors, clients, and market segments) that affect own business or area.

• Develops plans that consider the impact beyond own location, function, or market.

Other Personal Characteristics

• Mission driven and embraces the company’s values and culture. Passionate about making the world safer, healthier, and more productive and about preserving an entrepreneurial culture and operating model.

• An intellectual curiosity with the ability to not only articulate and align the businesses around a growth strategy, but the ability to go deep on discreet issues. A high learning agility.

• Entrepreneurial spirit, a high degree of autonomy and ambiguity. Ability to thrive in a highly decentralized operating model with limited corporate resources and staff.

• Visionary leadership that moves people to act – motivates and inspires excellence.

• Executive presence, excellent interpersonal, verbal, and written communication skills.

• Self-starter with the ability to work with limited direction and oversight.

• Strong results orientation. Action-oriented with a decisive style.

• Competitive drive, hates losing and has huge personal drive and a large reservoir of will power from which they draw strength, discipline, and focus. At the same time, they must be authentically humble.

• A non-political, humble, and unpretentious team player and inspiring team leader who values results and outcomes over attribution. Small company mentality but can handle large scale complexity.

• Comfortable with ambiguity.

• Unquestioned ethics, integrity, intellectual honesty, and sound judgment.

• Able and willing to travel domestically and internationally, as required. Travel is typically 50-60% each quarter.