Sr Dir - Sales

Position Summary

Under the strategic direction of the Vice President, Global Sales, the American Sales Sr Director leads all commercial activities across the Americas. The Director is responsible for accelerating revenue growth, expanding strategic accounts, strengthening field sales capability, and driving a customer‑centric, data‑led commercial organization.

• Sales Strategy & Leadership
  Leads and integrates the sales teams across LATAM & NORtham into a single high‑performing regional commercial organization.
  Develops and executes the Americas sales strategy aligned with global commercial objectives and regional market realities.
  Drives growth in existing and new markets by strengthening field sales execution, improving productivity, and leveraging data‑driven insights.
  Ensures consistent application of global sales processes, including opportunity management, forecasting, and performance tracking.
  Leads the sales forecasting cycle, target setting, and commercial planning.
• Team Management & Capability Building
  Manages Sales Managers, Business Development Managers, and Strategic Account leads across America & LATAM.
  Develops talent through coaching, performance management, and capability‑building programs.
  Strengthens field sales capability, shifting teams toward proactive, consultative, and hunter‑oriented selling behaviors.
  Supports sales training initiatives and collaborates with HR and Sales Excellence to elevate commercial skills.
• Customer & Market Development
  Directly manages selected key accounts at strategic level and escalates major commercial negotiations.
  Builds strong relationships at senior levels within customer organizations (up to C‑suite) to ensure retention, growth, and differentiation.
  Identifies regional market trends and competitive shifts; adapts commercial strategies accordingly.
  Facilitates knowledge sharing and cross‑regional collaboration on strategic accounts.
• Cross‑Functional Collaboration
  Works closely with Global Sales, Operations, Strategic Accounts, and Sales Operations teams for seamless commercial execution.
  Partners with marketing leadership only to support commercial enablement (tools, collateral, campaigns), without direct ownership of marketing strategy.
  Ensures alignment with global pricing, solution design, and service delivery frameworks.
• Commercial Performance Management
  Monitors KPIs to measure new business development, account management success, field sales productivity, and pipeline health.
  Ensures adherence to commercial policies, expense management, pricing governance, and fiduciary controls.
  Supports commercial transformation initiatives and the adoption of global tools (e.g., Salesforce).
• Other Responsibilities
  Represents the Americas commercial organization in global sales leadership forums.
  Leads change management across both legacy regions to ensure unified processes, behaviors, and expectations.
  Travels up to 50% within Northam & LATAM and occasionally internationally.

• Required:
  
  Bachelor's degree in Business, Sales, Marketing, or related field.
• 15+ years of progressive sales leadership experience in complex, multi‑country organizations.
• At least 5 years of P&L or commercial financial ownership.
• Deep understanding of specialty logistics, pharma services, or highly regulated supply chain environments.
• Strong commercial acumen, including margin management, pricing, and solution selling.
• Demonstrated ability to lead dispersed teams across multiple countries.
• Executive presence and excellent communication and negotiation skills.
• Advanced experience with Salesforce and modern CRM‑driven sales management.

• MBA or advanced degree in a relevant field.
• Background managing commercial transformation or consolidation of multiple regions.
• Experience influencing at C‑suite level internally and externally.
• Strong project management capabilities supporting large‑scale change.

• Strategic sales leadership
• Consultative and solution‑selling excellence
• Commercial & financial acumen
• Cross‑cultural leadership
• Complex stakeholder management
• Coaching & talent development
• Strong analytical and planning skills
• Collaboration and influencing across functions
• Ability to operate at both strategic and hands‑on levels