Director of Sales

• Manage a portfolio of 3-5 strategic Key Accounts, prioritizing top-tier OEMs while actively cultivating relationships with other high-potential market players.
• Achieve annual sales growth and revenue targets as defined in the business plan.
• Accurately forecast quarterly and annual revenue based on a defined sales pipeline, maintaining a forecast accuracy within ±15%.
• Lead and successfully pass a minimum of 2-3 major supplier qualification audits with key customers per year.
• Drive the technical sales process to secure "design-in" status in at least 1-2 major new customer programs annually.
• Strategic Account Leadership: Develop and execute long-term, multi-year account strategies that transition relationships from transactional suppliers to valued technical partners. Deeply understand the customer's business, R&D roadmap, and competitive landscape.
• Technical Solution Selling: Act as a critical bridge between customer engineering teams and internal R&D. Must articulate complex technical value propositions and translate customer needs into actionable product/process specifications.
• Cross-Functional Collaboration & Influence: Lead without direct authority, coordinating seamlessly with internal R&D, Quality, Operations, and Supply Chain teams to resolve critical issues, ensure on-time delivery, and align resources to meet strategic account objectives.
• Compliance & Quality Stewardship: Serve as a frontline guardian of the company's quality and regulatory standards. Ensure all proposals, communications, and agreements fully comply with relevant regulations (e.g., FDA QSR, ISO 13485).
• Industry Insight & Consultative Approach: Maintain a deep understanding of downstream medical device trends. Proactively advise customers on new materials, technologies, or processes to enhance their product performance or time-to-market.

• Biomedical engineering, polymer materials, mechanical automation, biology, or related STEM fields expearience, with the ability to interpret technical drawings and standards (e.g., ISO, ASTM).
• Deep Product & Regulatory Knowledge: Must be proficient in the underlying material science, manufacturing processes, biocompatibility, sterilization adaptability, and regulatory requirements (e.g., FDA 21 CFR Part 820, ISO 13485) of the products.
• Complex Sales Competency: Demonstrated ability to engage in professional dialogue with multiple client-side departments such as R&D, Purchasing, Quality, and Production.
• Proven Key Account & Project Management: Direct experience managing complex, long-cycle sales projects (from design-in to validation) with major medical device OEMs.
• Technical Bridge & Compliance: Strong ability to translate technical product/process details and lead rigorous supplier qualification audits, ensuring adherence to quality (e.g., ISO 13485) and regulatory standards.
• Strategic Customer Integration: Demonstrated success in engaging with client R&D teams early in their design phase to become a strategic "design-in" partner and provide valued technical input.

Collins McNicholas