Vice President of Sales
The Company
World Leader in Eye-Tracking and Eye-Control
Our client is the founding pioneer in the field of assistive technology. Being able to speak is something that most people take for granted. However, some are born with Cerebral Palsy, have ALS/MND or may have acquired a disability through an injury or a stroke — all of which can impair their ability to speak. Our client has released a range of new alternative and augmentative communication (AAC) solutions that help individuals with speech impairments communicate. The company develops both communication hardware and software solutions for people with physical, cognitive, and speech disabilities. The company was founded in 1995 and is headquartered in Dedham, Massachusetts. Our client has just launched nine new AAC products that give individuals with communication disabilities a voice and a way to live more fulfilled, integrated and independent lives.
The Position
Reporting to the President outside of Boston, Massachusetts, the Vice President of Sales will be responsible for the planning and execution of sales activities for the U.S. The VP will organize and lead a team of sales professionals divided into three regions, East, Central, and West. Each of these regions is led by a Regional Sales Manager, focused on direct sales of the company’s products and services to end-user customers located primarily in the USA and Canada. The current sales and marketing organization is comprised of a sales team of 20 spread across these regions.
Key deliverables include responsibility to create growth strategies and successful business solutions for branding and positioning of the product line as well as organize, develop, and grow the sales organization. Critical to success will be the ability to work closely with Technology business managers and R&D resources around the globe.
Ideal Candidate Profile
The diagram below illustrates the intersection of competencies critical in the new VP Sales:
Financial Backing
The firm has raised equity capital in prior rounds, the most recent $16M includes the addition of well-known Amadeus Ventures out of the UK. Additional investors include Invacare, Tudor, Vector Fund Management, Northzone Ventures, and Investor Growth Capital. Prior to their most recent round of funding, the firm had established profitability.
Compensation
Compensation is competitive with the position’s requirements. In a performance-based environment, this will include base salary and milestone/incentive bonus structure.
Location
U.S. Headquarters: Dedham, MA
To apply please click here.
FUNCTIONAL EXPERIENCE:
- Successfully building direct sales force of 20-35 covering the US
- Building/managing scalable sales forecasting, budgeting, & incentives sales plans & tools
- Managing revenue to plan at both board and sales team level
- Strong consultative selling approach - selling to multiple decision influencers both B2B (healthcare professionals) and B2C (patients/consumers)
- Managing remote decentralized/multi-office sales & sales operations support team
- Achieving significant market penetration for new product launches
- North & South American customer selling experience (US and Canada, primary)
INDUSTRY EXPERIENCE:
- Durable medical equipment
- Home Medical equipment
- Assistive technologies (hearing aids, mobility aids, visual aids, cognitive aids, etc.)
- Medical technologies sold directly to patients
MANAGEMENT EXPERIENCE & PHILOSOPHY:
- Success as individual contributor, as player/coach; ability to close/Proactive involvement in deal tactics and closing
- 2-tiered sales management experience
- Strong collaborative style; uses persuasion over coercion
- Attracting, hiring & managing A sales talent to support rapid growth
- Instituting processes that scale as customer base and sales team grow
- Experience working within multi-national corp structure (minimum EU)
