Lightspeed Commercial Leader/Director - Resonetics

The Lightspeed Commercial Leader/Director is responsible for commercial activities for Resonetics’ Lightspeed Labs, including sales capture, pipeline development, quote execution, account development, and strategic marketing. The Leader directs and develops the Lightspeed Lab field sales engineering team, establishing consistent standards of performance and execution. The Lightspeed Commercial Leader role develops and implements sales and marketing plans for the Lightspeed Labs which will meet both individual Lab and overall Resonetics business goals. The role works with inside and outside Lightspeed engineering and the Business Development team members and is designed to assure focus and accountability on early-stage customer satisfaction, revenue generation and funnel, and long-term production pipeline conversion goals, all in line with the company vision, mission, and values.

Key responsibilities of the Lightspeed Commercial team and leader will be the generation and conversion of new leads and quote opportunities, the maintenance of a healthy prototype and early-stage production demand pipeline by Lab location, increasing sales, expanding the customer base, sales intelligence, facilitating Type II and Type III opportunity development and transfers, nurturing new target high potential account relationships, and improving the customer experience in the respective Lab territories.  

• Responsible for the prototype and early-stage production sales of Resonetics’ technology and prototype manufacturing capabilities and services to assigned customers and Lab targets within the territory (continental United States).
• Develop annual commercial plan in conjunction with Sales, Engineering, and Lightspeed Lab management, which details specific activities to target during the year, and will focus the group on meeting or exceeding the established sales plans.
• Complete understanding of lead conversion, quoting, pricing and proposal/RFQ processes and systems, including use of Hubspot, Salesforce.com (SFDC), 6Sense, and any LDL lab-specific procedures.
• Lead, mentor, and develop a team of Lightspeed Field Sales Engineers to achieve sales targets, gather customer feedback, and industry trends.
• Foster a collaborative and high-performance culture within the team.
• Develop and implement sales strategies to drive lead generation and opportunity growth.
• Leverage advanced lead targeting and market knowledge software, including Pitchbook and 6sense.
• Analyze market trends, competitor activities, and customer insights to inform marketing strategies.
• Work with Business Development and Marketing to implement Resonetics’ marketing plans and schedule Technology Road Shows and Lunch-and-Learn sessions at targeted customers.
• Foster within the group consistent standards of commercial activities and responsibilities, a consultative approach and engagement with accounts and opportunities, to ensure recommendations to prospects and customers of the various solutions that Resonetics offers from their global facilities.
• Maintain and draw upon the lead database of qualified opportunities and manage these opportunities in SFDC for execution.
• Maintain accurate and timely records of all sales and prospecting activities including travel schedules, sales call reports, team KPI’s, win rates, quote-response rates, presentations, and follow-up activities within the assigned territories of the team.
• Adhere to all company policies, procedures, and business ethics codes.
• Participate in industry trade shows and work Resonetics booth at selected events.
• Attend periodic Resonetics sales meetings and company events.
• Work effectively with inside and outside sales, business development, engineering, manufacturing, quality, and other employees to fulfill customer orders and requirements while following company procedures, systems, and guidelines.

• Minimum of 5 years of sales and/or marketing leadership experience in the medical device industry (contract manufacturing)
• Bachelor’s degree in business, engineering, or a technical focus.
• Extensive experience with Customer Relationship Management (CRM) software and salesforce.com (SFDC) highly desirable.
• Experience with marketing automation tools and software