Executive Director, International Sales

The Executive Director of International Sales is responsible for developing and leading the international (Non-US) region’s business development vision, strategy, plans, and processes that will drive sales, increase revenue, retain current customer base, and accomplish financial objectives.  This role also has leadership responsibility for international marketing in support of business development, as well as international, and international-facing partnerships.  Reports directly to the VP International.  This is an international leadership role, with ability to work from a remote home office.  Expected to travel to Oak Brook Terrace (The Joint Commission Enterprise Headquarters) as needed to ensure proper business alignment.  Expected to manage staff in multiple time zones around the world, as well us up to 60% travel. 

• Evaluate current state of international commercial operations and develop an enterprise approach to JCI sales and customer retention.
• Drive business development activities across the international region. Responsible for expanding our mission by growing our international business via sales and marketing of all JCI products and services.
• Develop and implement business development and marketing strategies and initiatives to ensure year-on-year revenue growth and delivering expected profitability goals.

• Design/redesign the international commercial organization to best meet goals,  including staffing recommendations as well as developing novel partnerships and commercial arrangements.
• Oversee the development of the company’s international marketing strategies required to effectively differentiate the company and optimize growth, market share and industry visibility.
• Responsible for both new customer acquisition and current customer retention by developing strong relationships with key decision makers, identifying pain/risk points and developing plans to address.  Lead internal efforts to address customer issues and leverages enterprise resources.
• Pro-actively develop and implement key customer retention strategies. 
• Work collaboratively within the organization providing “voice of the customer” backed by qualitative and quantitative market research and insights. 
• Partners with the Innovation Hub (product development) to bring market/customer needs as part of the overall product development process ensuring new products are meeting market demands.  Collaborates with product development organizations to develop business cases for new products; develops and implements new product launch plans to meet business case objectives. 

• Build and manage effective sales and support teams with recruiting, mentoring, and development programs.
• May personally participate in or negotiate strategic or high-value sales.

• Develops business development and marketing metrics and analysis to monitor progress against goals and provide market/product line insights. 

• Provides feedback and direction into sales training programs, ensuring sales competencies are developed and programs build skills leading to the delivery of sales results.
• In concert with the VP of the Division, develops annual business and budget plans for the International Segment.

• Represents the Joint Commission at key industry events.
• Directly establishes strong C-Suite relationships with key customers. 

• Support and track competitors and trends in market.
• Establishes/maintains strong and constructive relationships with critical members of the Executive Leadership Team, including but not limited to Accreditation, Operations, Finance, HR, Innovation, IT, Consulting, etc., in order to ensure superior service delivery, enhanced retention and appropriate short- and long-term resourcing for all product lines.

• Bachelor’s Degree Required in Business or a related field.
• 15+ years of successful individual contributor sales experience.
• 5+ years leading and managing a team of salespeople.
• Experience managing a P&L and a revenue portfolio of at least $8MM in new annual sales and a total book of business in excess of $30M, with a proven track record of sales achievement.
• A proven track record building, leading, and motivating a sales team to achieve sales targets with profit margins.
• General Manager Mindset
• Analytical ability to understand and effectively utilize financial and commercial performance information to identify growth opportunities and achieve product line goals.
• Experience managing and optimizing the use of a CRM or sales management system.
• Ability to think beyond the next quarter and plan in accordance with the organization’s broader strategic objectives
• Strong communications skills – spoken, written, presentation; capable of presenting to high-level audiences both inside and outside of the organization.
• Excellent written communication skills demonstrating the ability to produce proposals, position papers, and responsive replies to correspondence.
• Experience working & developing strong collaborative relationships across business units within a matrixed environment.
• Excellent organizational, analytical, project management and operational skills.
• Excellent mentoring and coaching skills.
• Computer proficiency skills.

This job description is intended to describe the general nature and level of work performed by an employee assigned to this position. The description is not an exhaustive list of all duties, responsibilities, knowledge, skills, and abilities, and working conditions associated with this position. All requirements are subject to possible modification and reasonably accommodate individuals with disabilities.