Chemence Medical, Inc.
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Direct message the job poster from Chemence Medical, Inc.
Summary The Head of National Sales is a senior executive leadership role responsible for driving accelerated commercial growth and market share leadership in the U.S. wound closure and seal market, with a primary focus on topical skin adhesives. The role requires a visionary sales leader with deep expertise in medical devices and a proven ability to influence clinical and economic decision-makers in operating rooms (ORs), emergency rooms (ERs), and trauma centers.
This executive will architect and execute a national sales strategy that leverages GPO and IDN contracts, strategic distribution channels, and evidence-based clinical adoption initiatives. The position demands a balance of strategic foresight, operational discipline, and hands‑on leadership, ensuring the company achieves sustained double‑digit revenue growth, expanded adoption, and long‑term competitive advantage.
The Head of National Sales serves as a key member of the leadership team, accountable for commercial execution, team development, customer relationships, and profitability. This individual must inspire high performance, drive strategic account conversions, and establish the company’s wound closure portfolio as the preferred solution for clinicians and healthcare systems nationwide.
Key Duties and Responsibilities Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Strategic Leadership & Growth
Deliver 10–15% annual revenue growth through aggressive account acquisition, product conversions, and strategic partnerships.
Define and execute the national sales roadmap, including expansion into untapped regions and underpenetrated IDN/GPO networks.
Collaborate with executive leadership to align national sales goals with corporate growth strategies, capital planning, and long‑term shareholder value creation.
Position the company as an industry thought leader through clinical adoption initiatives, evidence‑based outcomes, and differentiated customer value propositions.
Lead, coach, and scale a high‑performing national sales organization, including Regional Sales Managers, field sales representatives, and Clinical Educators.
Design and enforce performance‑driven sales processes: forecasting, pipeline tracking, CRM utilization, customer prioritization, and opportunity scoring.
Drive execution under GPO, Aggregation, and Price Coalition contracts, securing IDN conversions and maximizing distribution leverage.
Manage sales force by setting up sales quotas for the internal and external teams across the country and by monitoring progress towards achieving the objectives and ensuring high performance to acquire new prospects and retain customers.
Champion the use of CRM (HubSpot) and Definitive Health contact database and market intelligence platforms to ensure precise targeting, visibility, accountability, and efficiency across the commercial team.
Oversee territory coverage, ensuring that key U.S. hospital systems, trauma centers and surgery centers can be accessed by W2 employees or 1099 independent representatives.
Own the sales P&L, ensuring operating expenses remain within an established expense‑to‑sales ratio.
Prepare and implement division‑wide budget; monitor and approve expenses for sales team.
Analyze sales and market intelligence to identify heat maps, prioritize opportunities, and allocate resources effectively.
Report on key competitive dynamics, emerging threats, and unmet clinical needs, converting insights into actionable growth strategies.
Optimize pricing policy and maximize margins while maintaining market competitive position and provide cost savings to healthcare systems.
Review and analyze regional sales and sales tracings and reports; use data to project sales, determine profitability and targets, and to identify potential new markets and customers.
Culture, Incentives & Talent Development
Build a culture of accountability, core values, and results orientation, attracting and retaining top commercial talent.
Develop compensation frameworks for W2 and independent reps, including tiered commission, growth accelerators, and President’s Club recognition.
Establish consistent training and excellence programs, ensuring the sales force can engage persuasively with surgeons, ER physicians, procurement officers, and VAC committees.
Identify opportunities for improvement, utilizing training, strategies, policies, goals, and other resources to maximize productivity and morale.
Schedule and direct regular sales meetings and events to share information, set and revise goals, and to increase morale.
Cross‑Functional Collaboration
Oversee activities of Clinical Education team to support evaluations, trials, and physician education that accelerate adoption of the company products.
Collaborate with Marketing on campaigns, product positioning, and customer engagement strategies.
Work with Operations & Finance to ensure supply chain alignment, margin optimization, and accurate forecasting.
Objectives and Timeline
30 Days: Deliver an assessment of immediate business opportunities across top GPOs/IDNs; implement tactical account support plans with distributors.
60 Days: Achieve full CRM adoption by commercial team; establish reporting dashboards for opportunity pipeline and regional performance.
90 Days: Present a national GPO/IDN growth strategy, including a prioritization of accounts for topical skin adhesive conversions.
180 Days: Reorganize regional coverage model; optimize independent rep networks and direct sales force allocation to high‑potential markets.
12 Months: Deliver 15% year‑over‑year revenue growth and secure measurable increases in market share in wound closure.
Key Performance Indicators (KPIs)
Territory Coverage – U.S. states covered by W2 employees or independent representatives: minimum 85%.
Customer Acquisition and Retention – Ratio of new accounts acquired versus lost: minimum 1.5.
GPO Growth – Ratio of contracted sales in total sales: minimum 35%.
Conversions – Rate of customer conversion for the major GPO opportunity: min 20% of the total potential based on the current spentdata.
CRM Utilization: 100% adoption, with accurate and timely pipeline reporting.
Requirements
Education: Master’s degree required (MBA preferred) in Business, Marketing, Finance, or related field; or equivalent senior‑level experience.
Experience: Minimum 5 years in executive‑level sales leadership in medical devices (preferred in wound closure, adhesives, hemostats, sealants).
Industry Knowledge: Expertise in OR and ER workflows, adoption dynamics, and Value Analysis Committee (VAC) processes.
Commercial Expertise: Proven success navigating GPOs, IDNs, distributors, and contract aggregators.
Regulatory Awareness: Understanding of FDA‑CFR requirements concerning active system for product feedback gathering and continuous improvements.
Technology Skills: Proficiency in MS Office, CRM (HubSpot preferred), contact databases (Definitive Health), and analytics tools.
Leadership: Demonstrated ability to recruit, coach, and inspire sales teams; track record of scaling commercial organizations.
Communication: Exceptional presentation, negotiation, and relationship management skills with physicians, surgeons, and hospital executives.
Language Skills
Reasonable accommodation can be made, up to and including translation services.
Physical Demands
Prolonged periods of sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.
Must be able to regularly travel throughout region as the job requires.
Climate controlled office space, OR remote working at an approved home office location.
Additional Information This role is a highly visible executive position with a direct impact on the company’s success in the competitive wound closure and seal market. The Head of National Sales must demonstrate strategic vision, execution discipline, and the ability to deliver measurable results in revenue growth, customer conversions, and market share expansion. The successful candidate will act as a critical partner to executive leadership, ensuring Chemence’s products become the preferred choice for clinicians and healthcare systems nationwide.
Other Duties Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
AAP/EEO Statement CHEMENCE® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Seniority level Executive
Employment type Full‑time
Job function Sales and Business Development
Industries Manufacturing and Chemical Manufacturing
Benefits
Medical insurance
Vision insurance
401(k)
Disability insurance
#J-18808-Ljbffr
Direct message the job poster from Chemence Medical, Inc.
Summary The Head of National Sales is a senior executive leadership role responsible for driving accelerated commercial growth and market share leadership in the U.S. wound closure and seal market, with a primary focus on topical skin adhesives. The role requires a visionary sales leader with deep expertise in medical devices and a proven ability to influence clinical and economic decision-makers in operating rooms (ORs), emergency rooms (ERs), and trauma centers.
This executive will architect and execute a national sales strategy that leverages GPO and IDN contracts, strategic distribution channels, and evidence-based clinical adoption initiatives. The position demands a balance of strategic foresight, operational discipline, and hands‑on leadership, ensuring the company achieves sustained double‑digit revenue growth, expanded adoption, and long‑term competitive advantage.
The Head of National Sales serves as a key member of the leadership team, accountable for commercial execution, team development, customer relationships, and profitability. This individual must inspire high performance, drive strategic account conversions, and establish the company’s wound closure portfolio as the preferred solution for clinicians and healthcare systems nationwide.
Key Duties and Responsibilities Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Strategic Leadership & Growth
Deliver 10–15% annual revenue growth through aggressive account acquisition, product conversions, and strategic partnerships.
Define and execute the national sales roadmap, including expansion into untapped regions and underpenetrated IDN/GPO networks.
Collaborate with executive leadership to align national sales goals with corporate growth strategies, capital planning, and long‑term shareholder value creation.
Position the company as an industry thought leader through clinical adoption initiatives, evidence‑based outcomes, and differentiated customer value propositions.
Lead, coach, and scale a high‑performing national sales organization, including Regional Sales Managers, field sales representatives, and Clinical Educators.
Design and enforce performance‑driven sales processes: forecasting, pipeline tracking, CRM utilization, customer prioritization, and opportunity scoring.
Drive execution under GPO, Aggregation, and Price Coalition contracts, securing IDN conversions and maximizing distribution leverage.
Manage sales force by setting up sales quotas for the internal and external teams across the country and by monitoring progress towards achieving the objectives and ensuring high performance to acquire new prospects and retain customers.
Champion the use of CRM (HubSpot) and Definitive Health contact database and market intelligence platforms to ensure precise targeting, visibility, accountability, and efficiency across the commercial team.
Oversee territory coverage, ensuring that key U.S. hospital systems, trauma centers and surgery centers can be accessed by W2 employees or 1099 independent representatives.
Own the sales P&L, ensuring operating expenses remain within an established expense‑to‑sales ratio.
Prepare and implement division‑wide budget; monitor and approve expenses for sales team.
Analyze sales and market intelligence to identify heat maps, prioritize opportunities, and allocate resources effectively.
Report on key competitive dynamics, emerging threats, and unmet clinical needs, converting insights into actionable growth strategies.
Optimize pricing policy and maximize margins while maintaining market competitive position and provide cost savings to healthcare systems.
Review and analyze regional sales and sales tracings and reports; use data to project sales, determine profitability and targets, and to identify potential new markets and customers.
Culture, Incentives & Talent Development
Build a culture of accountability, core values, and results orientation, attracting and retaining top commercial talent.
Develop compensation frameworks for W2 and independent reps, including tiered commission, growth accelerators, and President’s Club recognition.
Establish consistent training and excellence programs, ensuring the sales force can engage persuasively with surgeons, ER physicians, procurement officers, and VAC committees.
Identify opportunities for improvement, utilizing training, strategies, policies, goals, and other resources to maximize productivity and morale.
Schedule and direct regular sales meetings and events to share information, set and revise goals, and to increase morale.
Cross‑Functional Collaboration
Oversee activities of Clinical Education team to support evaluations, trials, and physician education that accelerate adoption of the company products.
Collaborate with Marketing on campaigns, product positioning, and customer engagement strategies.
Work with Operations & Finance to ensure supply chain alignment, margin optimization, and accurate forecasting.
Objectives and Timeline
30 Days: Deliver an assessment of immediate business opportunities across top GPOs/IDNs; implement tactical account support plans with distributors.
60 Days: Achieve full CRM adoption by commercial team; establish reporting dashboards for opportunity pipeline and regional performance.
90 Days: Present a national GPO/IDN growth strategy, including a prioritization of accounts for topical skin adhesive conversions.
180 Days: Reorganize regional coverage model; optimize independent rep networks and direct sales force allocation to high‑potential markets.
12 Months: Deliver 15% year‑over‑year revenue growth and secure measurable increases in market share in wound closure.
Key Performance Indicators (KPIs)
Territory Coverage – U.S. states covered by W2 employees or independent representatives: minimum 85%.
Customer Acquisition and Retention – Ratio of new accounts acquired versus lost: minimum 1.5.
GPO Growth – Ratio of contracted sales in total sales: minimum 35%.
Conversions – Rate of customer conversion for the major GPO opportunity: min 20% of the total potential based on the current spentdata.
CRM Utilization: 100% adoption, with accurate and timely pipeline reporting.
Requirements
Education: Master’s degree required (MBA preferred) in Business, Marketing, Finance, or related field; or equivalent senior‑level experience.
Experience: Minimum 5 years in executive‑level sales leadership in medical devices (preferred in wound closure, adhesives, hemostats, sealants).
Industry Knowledge: Expertise in OR and ER workflows, adoption dynamics, and Value Analysis Committee (VAC) processes.
Commercial Expertise: Proven success navigating GPOs, IDNs, distributors, and contract aggregators.
Regulatory Awareness: Understanding of FDA‑CFR requirements concerning active system for product feedback gathering and continuous improvements.
Technology Skills: Proficiency in MS Office, CRM (HubSpot preferred), contact databases (Definitive Health), and analytics tools.
Leadership: Demonstrated ability to recruit, coach, and inspire sales teams; track record of scaling commercial organizations.
Communication: Exceptional presentation, negotiation, and relationship management skills with physicians, surgeons, and hospital executives.
Language Skills
Reasonable accommodation can be made, up to and including translation services.
Physical Demands
Prolonged periods of sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.
Must be able to regularly travel throughout region as the job requires.
Climate controlled office space, OR remote working at an approved home office location.
Additional Information This role is a highly visible executive position with a direct impact on the company’s success in the competitive wound closure and seal market. The Head of National Sales must demonstrate strategic vision, execution discipline, and the ability to deliver measurable results in revenue growth, customer conversions, and market share expansion. The successful candidate will act as a critical partner to executive leadership, ensuring Chemence’s products become the preferred choice for clinicians and healthcare systems nationwide.
Other Duties Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
AAP/EEO Statement CHEMENCE® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Seniority level Executive
Employment type Full‑time
Job function Sales and Business Development
Industries Manufacturing and Chemical Manufacturing
Benefits
Medical insurance
Vision insurance
401(k)
Disability insurance
#J-18808-Ljbffr