The Company
Ergotron, Inc. is a global leader in designing ergonomic solutions that connect people and technology to enhance human performance, health, and happiness. Using the Technology of Movement™, Ergotron builds products and custom solutions that help people feel, fuel, and enjoy a new sense of energy in healthcare, industrial and office settings, both at home and on-site.
The Role
With support from Sterling, Ergotron is embarking on a multi-year growth strategy focused on driving organic growth. A core component of the growth strategy is to increase its penetration in the OEM Medical segment. Ergotron partners with its customers in this segment throughout the R&D process to build customized, ergonomic solutions to support medical equipment, primarily focused in the diagnostics space. Today, this book of business is ~$25 million and these existing customers are being managed by three Strategic Account Managers. Because of the high customer demand and significant amount of white space in the segment, Ergotron is seeking a new leader to focus on new logo OEM Medical accounts with the goal to double the size of the business to $50 million.
The Director, OEM Medical Business Development is a key leadership position at Ergotron responsible for executing the strategy to drive profitable top-line growth and increased market share in the OEM Medical Segment. The new leader will partner with Ergotron cross-functional leadership to contribute to Ergotron’s global OEM Medical growth strategy. The Director will report into the Vice President of OEM Medical Operations, oversee the existing team of four Strategic Account Managers, and may be based anywhere in the United States with travel to clients and Ergotron headquarters as needed.
Experience & Requirements
The ideal candidate will possess: (1) experience selling engineered products into the OEM Medical segment during the NPD cycle with a strong network of existing relationships in the space; (2) experience driving commercial go-to-market strategy to increase market segment growth with demonstrable financial results; and (3) a hands-on, collaborative engagement style with the presence and communication skills necessary to thrive in a high-growth, private equity-backed environment.
• 10+ years of professional experience, including 5+ years in Medical OEM sales.
• Experience in a “boot strapped” organization where processes need to be built and resources are limited.
• Experience managing sales processes through robust CRM required. Process-orientation, deep knowledge of and experience implementing best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning strongly preferred.
• A strategic thought leader that can see the big picture, establish vision, and articulate a strong plan of execution.
• Successful experience in contract negotiations, including strong capability to identify potential legal issues and mitigate risk.
• Knowledge of OEM factory operations, supply chain, engineering processes and procedures, quality, and audit processes a plus. Understanding of ISO 13485 and FDA Certification requirements a plus.
• Understanding of product development best practices, processes, and success metrics.
• Strong listening and analytical skills to interpret information from the sales staff and customers and translate it into actionable items.
• Skilled at designing and using KPI’s to provide actionable insights about the business.
• Demonstrated ability to influence others, negotiate outcomes, and articulate and execute action plans to sales staff as well as internal and external customer groups.
• Excellent communication skills, including written, verbal and presentation skills; comfortable and credible with both internal stakeholders and external audiences.
• An open, collaborative working style that thrives in a cross-functional, matrix team environment.
• Bachelor’s degree required with a preference for Business, Marketing or related field.
• Ability to travel as needed to meet with clients and internal stakeholders (~50%)
• Proficient in Microsoft Office (including Excel, PowerPoint and Outlook), Oracle and Salesforce.
