Director Sales & Strategy

Remote

Gems Setra’s Critical Environments business unit is focused on delivering solutions to help customers minimize disruptions and maximize uptime in environments where cost of failure is high (hospitals, labs, data centers, etc). Our customers are building and maintaining these spaces and the supporting building automation systems. The Director of Sales & Strategy - Critical Environments leads and manages the North American Critical Environments sales team, including both channel and direct sales.

Success will be measured relative to exceeding sales forecasts, improving profit margins, growing the sales funnel, growth in target vertical markets and helping to drive key company strategic initiatives.

• Meet or exceed sales forecasts for the Americas region while ensuring appropriate profit margins are maintained.
• Profitably develop and grow Critical Environments direct and channel business with existing customers while continually cultivating new channels, markets, and customers for our products.
• Maintain perspective on the macro-environment to identify opportunities for strategic expansion, competitive advantage, customer engagement / satisfaction, or other growth vectors.
• Set and execute a comprehensive go-to-market strategy for the business unit, including channel strategy, customization / white-label opportunities, and prospecting.
• Set and execute a process for supporting end-user demand for in-field configuration and trouble-shooting / technical support.
• Drive creation and execution of territory, market segment and account plans to drive share gain and standardization at strategic/key accounts, taking into account competitive positions, prioritized buying influences, key differentiators, application-specific solutions, service/support expectations, etc.
• Increase the effectiveness of the account management and channel management team, through hiring, developing, coaching and training direct reports.
• Drive excellence, accountability, and adherence to standard work for prospecting, funnel management, lead follow-up, opportunity management and other key processes.
• Building high-level and meaningful relationships with all major customers, channel partners and key OEMs/end Users to enable long-term strategic development, roadmap & demand visibility, etc.
• Manage to Key Performance Indicators (KPIs) and conduct monthly problem solving to understand the root cause of gaps in performance; develop countermeasures to drive short-term & long-term improvements in KPIs.
• Work closely with the marketing function on regional and strategic marketing plans to increase brand recognition & image including participation in industry trade shows & conferences, interaction with regulatory bodies, transformation marketing programs etc. and championing new product commercial launches.
• Conduct research to help develop sales presentations and materials in conjunction with Marketing to facilitate target account wins and sales funnel growth.
• Ensure proper adherence to corporate policies, guidelines, operating rules, and budgets for the region.

• Well-developed sales capabilities, including prospecting, consultative selling, funnel management, key account management, etc.
• Strong problem-solving skills, structured thinking, and attention to detail
• Customer-focused mindset with a passion for delivering high-quality solutions
• Ability to independently set priorities and continually drive execution
• Ability to manage multiple projects and prioritize tasks effectively
• Excellent communication and interpersonal skills
• Commitment to continuous learning and staying updated with industry trends

• Bachelors Degree or Associates Degree + certifications in related field
• Minimum of 5 years of sales experience, preferably in healthcare or critical environments
• Minimum of 3 years of experience in a similar sales management role Familiarity with industry standards, compliance, and regulations such as ISO, ASHRAE, IEC, etc.
• Live within reasonable commute of major airport and willing to travel up to 50%

• Experience with relevant technical products…