Note: The job is a remote job and is open to candidates in USA. Nanosonics develops innovative technologies and solutions that improve infection prevention and the reprocessing of reusable medical devices. The Director, Consumables Sales leads strategy and revenue growth for the trophon® installed base, manages and coaches Consumables Account Managers, and uses sales analytics to drive retention, expansion, forecasting, and consumables adoption. The role collaborates with Sales, Marketing, Finance, Product Management, and Service teams and is remote within the United States.
Responsibilities
- Lead, coach, and hold accountable team of Consumables Account Manager(s) covering the trophon® installed base across assigned territories. Initial role out will be a player/coach role as the organizations scales sales and implementation efforts
- Translates trophon sales data (volume, funnel, territory, customer segment) into a strategic roadmap that guides where and how the sales organization invests effort
- Acts as the bridge between commercial strategy and field execution — ensuring the plan isn't just a slide deck but Sellers and regional leaders actually operate against
- Owns the "data-driven" part literally: builds and maintains the analytical infrastructure (dashboards, forecasting models, pipeline visibility) that strategic planning depends on
- Strategic communication — translating data into a narrative leadership and reps can act on
- Recruit, hire, onboard, and manage a team of Consumables Account Manager(s) covering trophon® customer accounts
- Align Consumables positioning, provide quota alignment insights, and incentive alignment in partnership with Sales Operations and Finance
- Coach the team on account planning, consultative selling, renewal/retention strategy, and cross-sell/upsell execution
- Conduct regular pipeline reviews, ride-alongs, and performance management to drive consistent quota attainment
- Own the consumables revenue number for the trophon® installed base
- Develop and execute strategies to increase consumables attach rates, reorder consistency, and eco-system expansion across the customer base
- Partner with Marketing and Product Management on pricing, bundling, contract structures, and promotional programs for the consumables portfolio
- Coordinate with Regional Sales leadership on pricing agreements, both new and renewals
- Design and lead national sales programs and promotions (e.g., contests, bundle campaigns, utilization pushes) that drive team-wide consumables and accessories growth
- Represent the consumables/accessories function in S&OP, forecasting, and demand planning discussions to ensure supply reliability
- Maintain rigorous CRM and reporting discipline across the team (Salesforce or equivalent)
- Ensure the team's activity and messaging remain compliant with healthcare industry regulations and vendor credentialing requirements
- Partner with the Service team on installed-base health signals (device utilization, service tickets, uptime trends) that inform renewal risk and consumables demand forecasting
Skills
- Bachelor's degree required
- 5+ years of sales experience in medical device, consumables, or related healthcare B2B markets, including 2+ years directly managing a sales team
- Commercial analytics fluency (Excel/SQL/BI tools, forecasting methodology)
- Strong cross-functional collaboration skills (Marketing, Product, Regulatory, Sales Ops)
- Strong analytical skills, with the ability to interpret territory- and rep-level sales, utilization, and CRM data to guide coaching and strategy
- Analytical yet commercially minded — digs into the "why" behind the data and connects it to strategic implications, not just reporting numbers
- Influences without authority — builds credibility with sales leaders and reps through data rigor and clear communication, not hierarchy
- Bias toward action — makes recommendations under ambiguity and owns outcomes, not just deliverables
- Adaptive communicator — translates complex analysis into a clear narrative for execs and simple direction for the field, adjusting altitude by audience
- Superior presentation and stakeholder-management skills
- Ability to travel regionally (est. 30–50%)
- MBA or equivalent experience a plus
- Salesforce.com, GHX, Highspot, AcuityMD, experience a plus
Benefits
- This is a remote position.
- Medical, dental, and vision benefits with employer HSA contributions and FSA options
- Immediately vested 401K (US) with company match
- Paid Vacation, Holidays and Sick Time
- 8 hours of Volunteer Paid Time Off each year
- Employer-paid short-term disability, long-term disability, and life insurance
- Robust Employee Assistance Program
- Tuition Reimbursement for eligible programs
- Opportunities to expand your skill set and share your knowledge across a ASX publicly traded, global organization
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