Director of Sales, Europe & LATAM Regions Position Overview The Director of Sales, Europe & LATAM Regions reports to and works closely with the Vice President of Global Sales of Elevate Healthcare as sales leader for the European and Latin American commercial team and channel partners. The Director of Sales has accountability for $15 million business with anticipated high double-digit CAGR over the next 5 years. The role spans all aspects of commercial activity for the company including strategic planning, budgeting, talent development, sales operations and overall sales results. This is an ideal opportunity for a candidate to build something truly remarkable and grow within a very special, high-performing company. Key Relationships Reports to: Vice President of Global Sales Direct reports : Distribution Sales Manager (Europe) Distribution Sales Manager (LATAM) Territory Sales Manager (Germany) Territory Sales Manager (UK) Product Sales Specialist Inside Sales (2-UK), Sales Operations Other key relationships: Customers, Distributors, Partners, Integrators, and Suppliers Elevate leadership team – 3 Product Segment VP/GMs, CFO, VP Global HR, Chief Nursing Officer SimX Sales Leadership (sister company) Location: The Director of Sales, Europe & LATAM Regions will reside in either the UK or Germany with preference for proximity to our offices near Oxford, UK or Mainz, Germany, but is not required. For a remote candidate, they must be located in close proximity to major air/rail transportation hubs. Must have a valid passport and ability to obtain necessary visas for travel to the US, LATAM and throughout Europe. Key Responsibilities Own responsibility for the commercial strategy and year-over-year profitable growth of the business in the assigned regions with an emphasis on growth, productivity, operational excellence and communication at all levels. This role will drive the growth of the business by collaborating on a regional commercial strategy and ensuring the successful execution of a tactical plan in line with key metrics. Recruit, retain, and develop A-level talent Provide strong and inspired leadership to all employees, promoting and maintaining strong employee engagement. Lead the workforce and promote diverse teams that build upon the business culture Use mission and culture to drive change to improve the business’ performance. Foster and exemplify our values: Trust, Bias for Action and Entrepreneurialism. Create a culture that has a front-line obsession (empowering those close to the customer) with a fanatical focus on the customer (listening and developing solutions for our most valuable customers). Ensure the principles of Elevate’s 80/20 operating system are embraced by and executed across the regional sales team. Evaluate the success of the organization using a focused set of strategic KPIs to assess and improve performance. Foster an environment that stimulates open communication, creativity, imagination and collaboration to solve problems and drive growth and innovation. Willing to travel as required, between 50-75% of the month (average). Desired Outcomes Develop and execute a plan to grow the business double digits y/y from $15M to greater than $30M by 2028. Transform and evolve commercial go-to-market approach to strategic solution-based selling to address customers end needs. Create and promote a workplace culture where committed talent can grow and thrive. Develop a team of A-level talent with strong team cohesiveness and effectiveness Foster a culture of trust and open debate Build an organization with a bias for action and a commitment to the team results. Manage the performance of the commercial team to achieve quarterly and annual financial targets using sound funnel management metrics and practices. Manage customer relationships and quotations to achieve working capital targets and optimize cash flow for the organization. Ideal Experience Successful Sales Organization Leadership A proven track record over 10 years in sales with progressive career growth toward success as a leader of a sales organization (for minimum 5 years) with at least $10M in annual sales for a diverse range of products and sales models (capital purchase, recurring revenue, and service revenue). Prior experience selling engineered products including medical technology, educational technology, or similar technology products (equipment/software/service) preferred. Must have demonstrated success leading teams across diverse geographic markets, customers, and salespeople. Leading Growth and Innovation Strong track record of delivering transformational, profitable growth using a well-developed commercial tool kit. Proven ability to execute a strategic sales plan to scale sales using a product portfolio or ecosystem. Experience managing and optimizing diverse talent in experience and backgrounds. Evidence of successful “breakout” initiatives that significantly changed the trajectory for the business and established new value propositions with traditional customers and in new market segments or business models. Operational and Process Excellence A foundation in funnel management best practices, effective CRM, and sales process improvement to increase funnel volume, velocity and win rate. Knowledge of business economics and key value drivers for commercial success. Accomplished Team Builder and Leadership Developer Robust people leadership skills. Experience building, optimizing and leading high-performing, and diverse teams. A natural coach and builder of people. Demonstrated success as an inspiring leader and strong people manager, having built collaborative, achievement-oriented teams. Has the ability to develop an existing talent pool and recruit A-level performers to build an A-level team. Business Mindset/Sales Acumen Strong business/sales management skills and demonstrated track record for meeting commercial and financial goals. Academic Credentials A bachelor's degree (or equivalent) in business, marketing, engineering or a clinical/medical field is required. Critical Business Skills Leading People Engages the team in discussions around the long-term strategy and how they can contribute. Gives team members decision making autonomy and accountability within their areas of responsibility. Builds strong followership through communication, leadership presence, and poise in difficult situations. Able to build and lead teams of diverse backgrounds and expertise. Promotes cross-organizational collaboration and can lead through influence and positive relationships with peers. Fosters open communication and debate. Leading Change Takes personal ownership and initiative for advancing change where appropriate. Communicates a new direction or change with a clear rationale and sense of urgency. Adapts communication content, approach, or style around change to appeal to different audiences. Driving Results Uses a strong Bias for Action to surpass team goals, seizing the opportunity to extend the limits of what is possible. Uses sound judgement and data to make critical/ time-sensitive decisions or actions. Seeks new challenges and is energized by exceeding targets. Enables higher performance by incrementally improving approaches based on calculated risks. Benchmarks performance of business or function against industry best practices. Acting Strategically Identifies and prioritizes the most critical factors to consider in making decisions. Makes plans to address changes or trends in the external landscape (i.e., competitors, clients, and market segments) that affect the territory. Develops plans that consider the impact beyond own location, function, or market. Other Personal Characteristics Mission driven and embraces the company’s values and culture. Passionate about making the world safer, healthier, and more productive and about preserving an entrepreneurial culture and operating model. An intellectual curiosity with the ability to not only articulate and align the businesses around a growth strategy, but the ability to go deep on discreet issues. A high learning agility. Entrepreneurial spirit, a high degree of autonomy and ambiguity. Ability to thrive in a highly decentralized operating model with limited corporate resources and staff. Visionary leadership that moves people to act – motivates and inspires excellence. Executive presence, excellent interpersonal, verbal, and written communication skills. Self-starter with the ability to work with limited direction and oversight. Strong results orientation. Action-oriented with a decisive style. Competitive drive, hates losing and has huge personal drive and a large reservoir of will power from which they draw strength, discipline, and focus. At the same time, they must be authentically humble. A non-political, humble, and unpretentious team player and inspiring team leader who values results and outcomes over attribution. Small company mentality but can handle large scale complexity. Comfortable with ambiguity. Unquestioned ethics, integrity, intellectual honesty, and sound judgment. Able and willing to travel domestically and internationally, as required. Travel is typically 50-60% each quarter. This job description may not include or describe all specific responsibilities and requirements. The candidate should inquire about specific elements of the role as appropriate. About the Company Elevate Healthcare was recently added to the Madison Medical portfolio of companies in February of 2024 with the acquisition from CAE corporation. Elevate designs, manufactures, and services healthcare simulation products used to educate nurses, doctors and medical professionals on the proper techniques and procedures to have confidence and competence in the life saving moments that matter. Currently, society is facing a significant shortage of nurses and doctors needed to treat an aging world population. Medical errors represent the third largest cause of death in the United States. Elevate plays a critical part in reducing medical errors and expanding the workforce for healthcare professionals to improve patient outcomes. Elevate serves all of the major nursing and medical programs at hospitals, universities, nursing schools, medical schools, medical associations and medical technology manufacturers worldwide. Madison Industries Holdings LLC is one of the largest and most successful privately held companies in the world. Driven by a mission to make the world safer, healthier, and more productive, the company is uniquely designed to foster, empower, and build exceptional companies and teams that are essential to collective health and well- being. Founded 25 years ago by Larry Gies, Madison Industries has morphed from a "buy, build, sell" model prevalent among venture capital and private equity firms, into partnerships that mutually benefit customers, employees and the business owners who join it. Madison’s goal is to build something truly remarkable that will long outlast all of us. Through Madison’s strategy, the company has grown into an international manufacturing powerhouse. It has built market leaders in the filtration, medical, safety, healthcare simulation, industrial equipment, process improvement, instruments & controls, plastics, energy, and indoor air quality industries with combined enterprise value of nearly $20 billion. Its footprint spans across Europe, Asia and the Americas operating over 300 facilities in 40 countries, with over 18,000 engaged employees. http://www.madison.net http://www.elevatehealth.net Madison/Elevate Culture Elevate is on a mission to make the world safer, healthier, and more productive by inspiring positive outcomes in healthcare. We are committed to an entrepreneurial culture built on a foundation of trust and a strong bias for action. The team at Elevate is committed to building something truly remarkable that long outlasts us while coaching others to reach their highest potential. Elevate is part of the Madison Medical platform which has built its reputation by fostering three key attributes: Trust, Bias for Action, Entrepreneurial. Elevate’s Values Trust – Honesty and transparency are essential to the way we do business. We work with and build management teams we believe in and don’t add arrogancy, complacency or bureaucracy to the mix. We also believe in the power of the team and how critical trust is in that relationship. We work as hard for the person on our left and the person on our right as we do for ourselves. Consequently, our teams operate at the highest level of engagement and are inspired by our mission and their leaders. Trust is: Open, honest, and transparent. Ethics and integrity are assumed, and anything less is not tolerated. We meet all our commitments. We are a team, and we can rely on each other. We are what we do, and we do what we say Trust isn’t: An environment in which we have no oversight, approvals or control. Trust is a cultural attribute, not a management method. A set of rules and policies. Trust is earned, not legislated. Bias for Action – Unless you continually work, evolve and innovate, you will learn a quick and painful lesson from someone who has! Consequently, we lean forward and challenge the status quo. And if there is an opportunity for us to make the world safer, healthier or more productive, we move quickly. In fact, we close our acquisitions in less than 30 days, providing minimal disruption to the companies with which we partner. Bias for Action is: Bold and ambitious. We inject speed and velocity into our processes. We are not victims of things which we cannot control. We control outcomes through our own actions. We act with imperfect information; confident in our ability to adjust as necessary. We embrace change and see it as an opportunity to improve. Bias for Action isn’t: Reckless decision making for the sake of speed. Ready, shoot, aim. An excuse for making poor decisions. Entrepreneurial – Madison Industries is an operating company owned by the team that runs it. Madison has over 900 owner leaders in its ecosystem. The company is not publicly traded, so no quarterly earnings reports. It is not private equity, so no artificial 3-5 year timelines, which means you can build your company for the long term. Businesses are run locally by the entrepreneurial teams who have an 'owner's mindset' and are closest to the customer, product and the team best positioned to make decisions. Therefore, we partner and not acquire; consequently, the name stays on the door and the management team remains in place. This incredible ecosystem of companies will remain a part of the Madison family long after we are gone, ensuring that our companies can continue their missions. Entrepreneurial is: We are self-reliant. We are gritty and tenacious. We have passion and perseverance for our long-term goals We are all salespeople at heart – and in our defined roles. 100% of our team members have the responsibility to be salespeople and to focus on customers. We are optimistic and believe we will be successful. We are adaptable and not set in our ways. We learn, grow and find ways to reinvent ourselves as circumstances change. We are ambitious. We want to great things and have great impact on the world. An attitude and approach to thinking that actively seeks out change, rather than waiting to adapt to change. It’s a mindset that embraces critical questioning, innovation, service and continuous improvement. Creativity and unwillingness to accept that there is not a better way. Constantly questioning. Constantly striving for improvement. Healthy paranoia – that leads to continuous innovation, improvement, and the like. Anticipatory and proactive – we constantly strive to be ahead of the curve. Recognition that we live in an "and" world, not an "or" world – our business requires us to balance multiple priorities with ambiguity and risk. We embrace this paradox and create operating constructs that allow us to make good decisions in that reality. Entrepreneurial isn’t: A sense of entitlement. A free pass to do whatever you want because you are acting like an "owner". An operating construct that has no oversight, no central authority and no hierarchy. A product of the kinds of businesses or sizes of companies from which we came.