Vice President, Sales

Job Description:

SUMMARY

The Vice President of Sales is a senior commercial leader responsible for leading, developing, and holding accountable self and the Sales Director organization for delivering profitable (achieve or exceed EBDITDA/Margin targets), sustainable growth across the Confluent Medical portfolio. This role translates company strategy into sales priorities, customer strategies, territory and account plans, pipeline objectives, and measurable revenue results. The Vice President of Sales ensures that new production opportunities are aligned with Confluent Medical strategic plans, core capabilities, capacity considerations, and profitability goals. The position requires senior leadership for major customer relationships, strategic opportunities, commercial negotiations, market intelligence, forecasting, talent development, and cross-functional execution.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead the Sales Director team in executing the overall Confluent Medical business and commercial strategy; establish clear annual, quarterly, and account-level goals and hold the organization accountable for results.

• Design and continuously optimize the sales organization structure to deploy resources efficiently, align coverage with Confluent Medical strategic priorities, and ensure appropriate focus across customers, markets, technologies, geographies, and growth opportunities.

• Own the assignment and periodic rebalancing of customer accounts and prospects across Sales Directors based on strategic importance, opportunity potential, customer needs, workload, geography, technical requirements, relationships, and capabilities.

• Establish clear ownership and expectations for assigned accounts, including revenue targets, growth objectives, pipeline development, strategic account plans, customer engagement, opportunity conversion, and profitability.

• Track and evaluate Sales Director performance by individual, account and opportunity using defined commercial Workfront metrics, including OA Future, OA Current, revenue achieved, pipeline creation and customer development..

• Conduct regular performance, pipeline, territory, and account reviews with Sales Directors; identify gaps versus plan, establish corrective actions, reallocate resources or accounts when appropriate, and ensure follow-through against agreed actions.

• Own sales performance across assigned markets, customers, and business segments, including revenue growth, new production program wins, pipeline quality, profitability, forecast accuracy, and strategic account development.

• Develop and deploy a disciplined opportunity-management process across the sales organization: prospecting, qualifying, solution development, proposal development, negotiation, program closing, and transition to execution.

• Ensure Sales Directors clearly identify priority opportunities, sales goals, required activities, decision makers, risks, timing, and specific actions required to achieve closing objectives.

• Coach Sales Directors on strategic selling, executive-level customer engagement, account planning, negotiation, and complex medical-device program development.

• Establish performance expectations, operating cadence, pipeline reviews, account reviews, forecasting processes, and corrective actions where performance is below plan.

• Partner with Marketing and business leadership to execute market-development and growth strategies.

• Control sales expenses within approved budgets and ensure appropriate return on commercial investments.

• Serve as an executive sponsor for strategic customers and high-value opportunities, particularly where cross-functional alignment or senior-level negotiation is required.

SALES LEADERSHIP AND PERSONNEL MANAGEMENT

• Directly manage the Sales Directors and provide clear priorities, coaching, performance feedback, and accountability.

• Recruit, hire, onboard, develop, retain, and succession-plan high-performing commercial leaders and sales talent.

• Set individual and team objectives that align compensation, activity, pipeline development, bookings, revenue, profitability, and strategic priorities.

• Create a culture of collaboration, urgency, ownership, transparency, and fact-based decision making.

• Address performance gaps promptly and consistently while recognizing and developing high performers.

CUSTOMER KNOWLEDGE AND STRATEGIC ACCOUNT LEADERSHIP

• Ensure the sales organization understands each strategic customer’s business model, strategies, product-development pipeline, organization, functions, processes, and key decision makers.

• Anticipate customer problems, challenges, and opportunities and position Confluent Medical capabilities proactively rather than waiting for formal requests.

• Build and maintain productive executive relationships with key customer decision makers while ensuring appropriate engagement throughout customer organizations, including technical, operations, supply-chain, and purchasing functions.

• Guide Sales Directors in developing comprehensive strategic account plans and identifying opportunities to expand Confluent Medical’s position within existing and prospective customers.

SELLING SKILLS, SALES PROCESS AND COMMERCIAL JUDGMENT

• Provide leadership and coaching on effective sales calls, including opening, probing, supporting, closing, managing indifference, and resolving concerns.  Expect to work in the field with Sales Director at least for 50% of your time.

• Ensure disciplined prospecting, qualification, prioritization, opportunity advancement, and closing across the sales organization.

• Lead or support major sales presentations and clearly communicate the breadth and value of Confluent Medical capabilities.

• Work jointly with the Sales Directors to quote pricing strategically to leverage Confluent portfolios, win new programs and set up production to have margin achieving production.

• Lead or provide executive oversight for significant proposals, supply agreements, pricing decisions, and commercial negotiations.

• Represent Confluent Medical at key industry conferences, customer events, and strategic meetings.

ENTERPRISE COMMERCIAL LEADERSHIP

• Serve as a member of the Commercial Leadership Team and contribute to the development of Confluent Medical's long-term growth strategy.

• Partner with the Chief Commercial Officer to establish annual and multi-year commercial growth objectives, market priorities, customer segmentation strategies, and investment plans.

• Evaluate emerging markets, customer opportunities, technology platforms, and growth initiatives and provide recommendations regarding commercial investments and resource allocation.

• Collaborate with executive leadership to support strategic planning, capacity planning, business portfolio decisions, and long-range revenue growth initiatives.

• Provide executive-level insight regarding market trends, customer needs, competitive threats, and growth opportunities to support enterprise decision-making.

PRODUCT, MARKET AND TECHNICAL KNOWLEDGE

• Maintain self and Sales Directors strong knowledge of Confluent Medical products, manufacturing capabilities, applications, customer solutions, and competitive alternatives.

• Understand how to mobilize internal Confluent Medical technical, operations, quality, regulatory, finance, legal, and customer-service resources to support customers and close strategic opportunities.

• Recognize competitive products, capabilities, strengths, weaknesses, and market positioning relative to Confluent Medical.

• Maintain comprehensive, technical, market, and competitive knowledge relevant to the company’s served medical-device markets.

• Ensure market intelligence, competitor activity, customer trends, and emerging opportunities are communicated promptly to Confluent leadership and cross-functional leadership.

MISSION, VISION, VALUES AND LEADERSHIP EXPECTATIONS

• The Vice President of Sales is expected to translate Confluent Medical’s Mission, Vision, and Values into observable commercial leadership behaviors, sales-management practices, customer decisions, and performance expectations. This leader must model these principles personally and ensure that every Sales Director understands that both business results and the manner in which those results are achieved are essential measures of performance.

• Vision: Improving lives by delivering world-class medical devices through innovative material science, engineering, and manufacturing.

• Mission: Confluent is committed to being the medical device industry’s most trusted partner, with a dedication to integrity, exceptional quality, operational excellence, customer solutions that improve lives, and an environment of growth, leadership, and innovation where employees do work that matters.

VP OF SALES RESPONSIBILITY FOR THE MISSION AND VISION

• Make becoming and remaining the medical device industry’s most trusted partner a central commercial objective, ensuring that customer commitments, pricing decisions, negotiations, forecasts, and account strategies build long-term trust rather than optimize only for short-term revenue.

• Connect the sales organization’s work to Confluent Medical’s purpose of improving lives. Ensure Sales Directors understand the clinical and patient impact of the devices and technologies Confluent helps customers bring to market.

• Champion world-class medical-device execution by aligning customer commitments with Confluent Medical’s materials science, engineering, manufacturing, quality, and operational capabilities.

• Partner closely with Operations, Engineering, Quality, Finance, and other functions so that the commercial organization supports exceptional quality and operational excellence and does not make commitments the organization cannot reliably deliver.

• Create an environment within Sales that promotes growth, leadership, innovation, development, and meaningful work, including coaching Sales Directors to become stronger commercial and people leaders.

CONFLUENT MEDICAL VALUES - REQUIRED LEADERSHIP VALUES

• Customer Focus: Be grateful for customers as the purpose of our work. Listen carefully, understand their business and technical needs, and partner with them to achieve mutual success. The VP of Sales must ensure the sales organization acts as a trusted partner, prioritizes customer outcomes, and builds durable relationships across strategic accounts.

• Accountability: Hold ourselves and others responsible for delivering on commitments and achieving results. The VP of Sales must establish clear goals, ownership, timelines, forecasts, and follow-through; hold Sales Directors accountable for revenue, pipeline, profitability, customer commitments, and leadership expectations; and address missed commitments directly and constructively.

• Teamwork: Achieve the best results by working together humbly and respectfully and by sharing diverse knowledge, skills, and experiences. The VP of Sales must prevent siloed commercial behavior and require Sales Directors to collaborate effectively with one another and with Engineering, Operations, Quality, Marketing, Finance, Legal, and other functions.

• Integrity: Perform to the highest ethical standards with an honest and forthright approach and do the right thing even when it is difficult.

• Innovation: Challenge the status quo, strive to be the best, and remain relentless in the pursuit of excellence. The VP of Sales must encourage the team to identify new markets, applications, customers, commercial approaches, and solutions while continuously improving sales processes, account strategies, and the customer experience.

• Leadership: Inspire colleagues to perform at the highest level, achieve the best results, and create a positive culture. The VP of Sales must lead by example, develop Sales Directors as leaders, set a high performance standard, make difficult decisions when necessary, recognize strong performance, and build a culture in which people can grow and succeed.

COMMUNICATION AND COMPANY SUPPORT

• Actively participate in and lead company initiatives, annual goals, strategic planning, and business reviews.

• Build strong cross-functional partnerships and create alignment among Sales, Marketing, Engineering, Operations, Quality, Finance, Legal, and executive leadership.

• Maintain a professional standard of written and verbal communication and represent Confluent Medical with credibility at the executive level.

• Provide clear, concise, and timely reporting on sales performance, forecasts, pipeline, customer issues, competitive activity, risks, and required executive actions.

EDUCATION AND/OR EXPERIENCE REQUIRED

• Bachelor’s Degree required; technical, engineering, business, or life-sciences degree preferred.

• 15+ years of progressive sales and commercial leadership experience, preferably within medical devices, medical-device contract manufacturing/CDMO, interventional technologies, or another technically complex regulated market.

• Successful sales-management experience with demonstrated responsibility for leading senior sales professionals and/or Sales Directors.

• Proven ability to develop leaders, build high-performing teams, establish accountability, and manage performance.

• Experience leading complex, strategic customer relationships and negotiating significant commercial and supply agreements.

• Strong financial and analytical capability, including pricing, margins, business cases, forecasts, pipeline analytics, and commercial risk assessment.

• Demonstrated ability to teach and educate customers on technically relevant products, manufacturing capabilities, and solutions.

• High level of computer proficiency and comfort with CRM, forecasting, reporting, and business-analysis tools.

• Ability to travel approximately 50% of the time, or as required to support customers, Sales Directors, industry events, and business priorities.

OTHER SKILLS AND ABILITIES

• Fluent English communication skills, written and oral.

• Executive presence and the ability to communicate effectively with customers, employees, and senior leadership.

• Strong strategic thinking combined with the ability to drive disciplined execution.

• High accountability for team and personal performance and for achievement of sales and company goals.

• Ability to prioritize across multiple customers, markets, opportunities, and internal stakeholders in a fast-paced environment.

• High standards of personal presentation, professionalism, judgment, confidentiality, and company representation.