Senior Commercial Director, North America Fluke Health Solutions Posted ago

** Senior Commercial Director, North America
**** Position Summary
** The Senior Commercial Director, North America will lead all sales and customer service functions across LANDAUER's Dosimetry and Industrial & Government business lines in North America. This is a senior commercial leadership role responsible for driving revenue growth through sales strategy and execution, expanding customer relationships, and building a high-performing sales and service organization.

This leader will own the full revenue for North America, protecting and growing a recurring revenue base of approximately $125M, accelerating cross-sell/upsell of add-on services, and reducing customer churn, while ensuring excellent customer experiences through the customer service organization.
** Key Responsibilities
**** Strategic Account & Portfolio Management
*** Own the growth strategy and performance of strategic/national account portfolios, with accountability for sustainable year-over-year revenue growth through protecting existing business, expanding current customer relationships, and acquiring new customers.
* Establish and track KPIs for each portfolio and routinely evaluate performance against plan, using visual management tools.
* Identify and prioritize whitespace and competitive opportunities to focus resources on the highest-value growth opportunities.
* Protect and expand existing revenue by proactively identifying competitive threats, contract vulnerabilities, and changing customer needs, and developing strategies to strengthen LANDAUER's position and increase share.
* Own relationships with key decision-makers across strategic accounts such as GPOs, health systems, government agencies to understand customer priorities, strengthen strategic alignment, and develop compelling value propositions.
* Lead regular portfolio business reviews with the VP/GM, providing clear visibility into revenue performance, pipeline, customer retention risks, competitive opportunities, contract utilization, and progress against growth objectives.
* Maintain a strong understanding of market dynamics, competitive activity, and LANDAUER's differentiated capabilities, using those insights to continuously strengthen portfolio strategies and identify new sources of growth.
** Revenue Growth & Commercial Strategy
*** Own the North America sales and customer service P&L, with full accountability for revenue targets, forecasting, and pipeline management across Dosimetry and Industrial & Government segments.
* Develop and execute a commercial strategy that grows Annual Recurring Revenue (ARR) annually through new customer acquisition, cross-sell/upsell of add-on services, and churn reduction.
* Partner with the VP/GM to set annual sales targets, budgets, and go-to-market priorities for North America.
** Team Leadership
*** Lead, coach, and develop a multi-layered sales and service organization, including direct management of three Senior Sales Managers, a Sales Compensation Analyst, a Senior Customer Service Manager, and a Business Development Specialist.
* Build a high-performance sales culture with clear accountability, strong pipeline discipline, and consistent achievement of quota and retention targets.
* Design and evolve sales compensation and incentive structures (in partnership with the Sales Compensation Analyst and Finance Leadership that align seller behavior with cross-sell, upsell, and retention goals.
** Customer Retention & Experience
*** Partner with the Senior Customer Service Manager to ensure a seamless, high-quality service experience for existing dosimetry customers through first touch resolution.
* Implement proactive churn-prevention programs, identifying at-risk accounts early and driving retention strategies across the customer lifecycle.
* Ensure tight alignment between sales, customer service, and operations to protect renewal rates and customer satisfaction.
** Cross-Sell / Upsell & Business Development
*** Drive systematic cross-sell and upsell of LANDAUER's add-on services into the existing customer base, setting targets, tracking performance, and holding the team accountable to results.
* Provide oversight and management to the Business Development Specialist in their day-to-day management of GPO/IDN and strategic account administration and support.
* Develop and implement contract strategies for key accounts and GPOs/government/strategic accounts, which strengthen LANDAUER's competitive position, improve contract terms, minimize unnecessary pricing…