Chief Commercial Officer

Location: Ann Arbor, MICHIGAN
ENDRA Life Science's mission is to bring new capabilities to ultrasound.
ENDRA's new Thermo-Acoustic technology will enable clinicians to use their existing ultrasound equipment to clearly visualize tissue function, composition and temperature – at the point of care. This directly aligns with current healthcare trends to improve patient access, clinical effectiveness, safety and cost.  ENDRA has a strategic partnership with GE Healthcare, the clinical ultrasound market leader, signaling the strong market potential of ENDRA’s technology.
ENDRA is seeking an experienced, high bandwidth Commercial Leader, with sales and marketing expertise in medical device capital and software, preferably in diagnostic imaging, to define, build and execute the commercial strategy, programs and team in clinical segments.  The Commercial Leader will build and lead the global Sales and Marketing team, consisting of internal resources, contractors, and channel partners.
Qualified candidates will have substantial experience in the areas of:  commercial strategy, upstream marketing (market research, needs analysis, business case development, product development), downstream marketing (training, new product commercialization, marketing communications) and sales management (indirect and direct sales channel development). This role will be one of the top 4 leadership roles at ENDRA reporting directly to the CEO and with significant exposure to ENDRA’s Board of Directors.
 
Role and Responsibility
  • Own the resources, budget planning and daily management of all ENDRA commercial programs and headcount.  Responsible for building and driving all commercial programs and people, globally, across ENDRA’s new clinical business to achieve sales and profit goals.
  • Achieve ENDRA’s annual sales and profit objectives across all product lines, including a commercial launch of ENDRA’s TAEUS liver product in 2018.
  • Define, build and lead a global ENDRA sales and marketing organization in U.S, Europe and Asia consisting of 8-10 direct staff and multiple indirect sales channel partners to support ENDRA’s commercial strategy, budgets and regulatory approvals.
  • Lead commercial relationships with strategic partners, including GE Healthcare.  Coordinate market analyses, go-to-market planning, sales training, transfer pricing, co-marketing activities (E.g., tradeshows), and sales execution.
  • Capture, analyze and report key performance metrics (E.g., customer satisfaction) and market feedback (E.g., product feedback) on ENDRA’s products on monthly, quarterly and annual bases.
  • Develop clinical Key Opinion Leader (KOL) relationships for market feedback and market-development purposes.  Lead evaluation site identification, recruitment and implementation.
  • Develop and execute a multi-media marketing plan to support growth of market awareness and achievement of sales goals, including channel partner programs, sales tools and incentives, industry tradeshows, clinical publications, social/online marketing, customer incentives, public relations.  Manage external creative agency relationships.
  • Sales operations:  manage deal pipeline, quoting, deal execution, channel partner management, price management.
  • Co-own (with CTO and Head of Engineering) the multi-generational product plan.
  • Act as a key spokesperson on ENDRA’s commercial plans, activities and performance to ENDRA’s audiences: Board of Directors, investors, banking partners and strategic partners.   As a member of ENDRA’s leadership team, support CEO on all public-company reporting as needed, including quarterly earnings calls and quarterly Board meetings.
 
Education & Experience Requirements::
  • Bachelor’s degree.  MBA preferred.
  • 10+ years experience in building and directly leading global medical device sales & marketing teams to achieve 100%+ of quota/goals.  Commerical diagnostic imaging and ultrasound experience is a required.
  • Upstream (strategy, product development) and downstream (awareness-building, commercialization) commercial experience.
  • Track record of successfully launching and growing new medical devices in global markets, preferably including Europe
  • Experience working with direct and indirect sales channels in medical devices.
  • Experience building and developing relationships with clinical end-users, as evaluators, customers, advisors and promoters of medical technology.
  • Track record of delivering on aggressive commitments, timelines, budgets and quality metrics.
  • Competence in financial analysis.
Knowledge, Skills, Abilities:
  • Interest and ability to work in the low-structure, fast paced, lean-resource environment of an early stage, high-growth company.  Must be self-directed, very hands-on and with a low ego – maintains a sense of humor and willing to perform cross-functional duties outside of core job description to accomplish ENDRA’s mission.
  • Creative solution builder – ENDRA’s technology is new and its markets are not yet developed. 
  • Organized thinker and doer, who works with a sense of urgency.  Balances structured, data-driven thinking with decisiveness when limited information is available. Implements and drives operating mechanisms to deliver results.  Holds him/herself and others accountable.
  • Teambuilder who facilitates solutions without obsession on origin or credit.
  • Demonstrates clear and thoughtful communication, both written (Word, PowerPoint) and verbal.  Being multi-lingual with a European language is a plus.
  • Hiring, training, managing, motivating, assessing, and retaining top talent – has a history of being leader that others want to follow.
  • Ability to travel extensively overnight, nationally and internationally, as role requires.  Estimated travel in first year to support European commercial launch will be 50%.
  • Commercial leadership role may be located outside ENDRA’s current Ann Arbor, MI headquarters, but preferably in a med-tech center on the east coast near a major airport.
ENDRA seeks to globally commercialize technologies that will transform point-of-care disease detection and diagnosis, and the monitoring of therapies. With our employees, ENDRA focuses on attracting, developing and retaining the best talent.  We seek people with a positive “can-do” attitude and we foster a collaborative and mutually supportive environment.
Diversity creates a richer working environment: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, protected veteran status, or disability.

ENDRA Inc. is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. In addition, employees are subject to random drug testing.
 
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