Senior Director, Sales – Medical Device Services

Position: Senior Director, Sales – Eurofins Medical Device Services
Company Description Eurofins Medical Device Services is one of North America's leading providers of testing, consulting, and regulatory support for the medical device industry. Our laboratories and technical experts support customers throughout the entire product development lifecycle, delivering integrated solutions across biocompatibility, microbiology, chemistry, extractables & leachables, package testing, sterilization validation, human factors, regulatory consulting, and toxicological risk assessment.

As we continue to grow organically and through acquisition, we are building a world-class commercial organization focused on client success, commercial excellence, operational discipline, and sustainable growth.

Job Description We are seeking an experienced and transformational commercial executive to lead and evolve our North American commercial organization, driving both revenue growth and commercial operational excellence through scalable processes, systems, and cross-functional alignment.

This leader will be responsible for developing and executing the commercial strategy that accelerates profitable growth, strengthens customer relationships, drives cross-selling across our full portfolio of services, and builds a high-performing commercial culture.

Success will be measured not only by revenue growth, but by customer satisfaction, forecast accuracy, commercial discipline, cross-selling success, talent development, and operational execution.

Primary Responsibilities Commercial Leadership Lead, coach and develop a diverse commercial organization including Key Account Directors, Technical Sales Specialists, Business Development Managers, Inside Sales.

Build a high-performance, accountable sales culture focused on execution, collaboration and continuous improvement.

Recruit, mentor and develop future commercial leaders.

Establish clear performance expectations, coaching routines and succession planning. Commercial Strategy & Growth Develop and execute the North American commercial strategy to achieve aggressive organic growth objectives.

Balance new customer acquisition with expansion of existing strategic accounts.

Increase customer lifetime value through solution selling, strategic account development, and cross-selling across the complete Eurofins Medical Device portfolio, including both testing and consulting services.

Identify new market opportunities, industry trends and strategic growth initiatives.

Partner with senior leadership on long-term commercial planning and account planning.

Client Centricity Build a truly client-centric commercial organization.

Develop executive relationships with strategic customers and position Eurofins as a long­term solutions partner across testing, consulting, and regulatory support.

Lead Voice of Customer initiatives.

Improve customer retention, satisfaction and account penetration.

Implement Executive Business Reviews and multiyear account planning for strategic accounts.

Ensure an exceptional customer experience from opportunity through project execution.

Commercial Excellence Own and continuously improve the commercial operating system including:

CRM adoption and data quality

Pipeline management

Forecast accuracy

Sales process discipline

Pricing governance

Quote-to-Cash effectiveness

Commercial dashboards and KPIsTerritory planning

Sales enablement

Opportunity reviews

Account planning

Develop a data-driven commercial organization with predictable execution, disciplined operating rhythms, strong CRM governance, and operational excellence across the commercial lifecycle.

Strategic Account Management Lead the strategic account program across North America.

Increase wallet share within existing customers.

Develop enterprise account plans.

Coordinate cross-site and cross-functional commercial opportunities.

Drive executive sponsorship across key accounts.

Commercial Integration Lead the commercial integration of acquired businesses by:

Integrating commercial organizations

Harmonizing CRM and commercial processes

Aligning pricing strategies

Cross-selling newly acquired capabilities

Retaining customers during integration

Standardize commercial processes, systems, reporting, and performance management across the organization.

Standardizing commercial KPIs Qualifications Bachelor 's Degree in Life Sciences, Engineering or related discipline required.

Ability to travel 40% nationally

Minimum 10 years leading complex technical commercial organizations.

Minimum 5 years leading multi-level commercial teams.

Experience leading…