I. Job Purpose and Core Tasks
The Sr. Director, Commercial Financing Solutions is responsible for providing strategic vision and leadership for all commercial functions of our Commercial Financing, Leasing, and Rental businesses, with full Balance Sheet and P&L responsibilities. The role is responsible for developing and implementing innovative commercial offerings that position KARL STORZ as a leader in the U.S. market. This individual will work closely with pricing, contract, distribution operations, and sales teams to meet bookings and sales targets. Additionally, this role will drive the scaling and harmonizing of the leasing and rental operational functions and technology infrastructure. This role will be responsible for developing the long-term strategy around banking relationships, including structure and active management of all relevant partnerships. This role will be pivotal in supporting the evolution of KARL STORZ US to a XaaS solutions provider.
Commercial Financing Business Oversight:
- Full balance sheet and P&L responsibilities: driving ROIC while reducing risks.
- Develop DLL/captive financial partnership strategy to optimize return for the business.
- Develop regional and customer-level strategy.
- Build, coach, and develop team and optimize performance.
- Implement dashboards to track business performance.
Sales:
- Lead leasing and rental organization sales teams, including setting quarterly and annual sales strategy and managing team to performance targets.
- Forecast accurate and aggressive growth targets for KSC and rental bookings.
- Meet or exceed monthly and annual Bookings and Sales targets.
- Provide clear strategic direction to drive market share and sales growth for all key offerings.
- Implement data driven strategies to achieve respective region sales, market share and market growth targets.
- Identify local market risks and opportunities, develop business plans, and leverage national marketing strategies to drive the attainment of sales and profit goals and positively impact customer needs.
- Collaborate with other commercial sales leaders to maximize Financing and Rental attachment rate.
- Support customer negotiations
Marketing:
- Define KARL STORZ strategic Leasing and Rental offerings and ensure consistent and cohesive roll out to external and internal customers.
- Work closely with pricing, contract operations, and segment marketing teams to develop and implement innovative and scalable programs.
- Manage upstream and downstream marketing strategies for Financing and Rental programs.
- Establish and track metrics to monitor against performance goals and strategies.
- Drive sales force training to support financing, leasing and rental offering and grow attachment rate.
- Interpret and integrate complex, marketplace data into decisions that drive productivity and performance.
Operations:
- Build integrated process and systems including integration with Salesforce and SAP to support scaling the business.
- Drive continuous process improvements of the Leasing and Rental end of end process in collaboration with other internal stakeholders.
- Build and maintain policies and procedures and ensure compliancy.
- Cross functional collaboration (with Revenue Operations, Customer support, Accounting) to ensure optimization of the workflows.
- Demonstrated ability to build, lead and develop a team.
- SAP and Salesforce Process development and continuous improvement leadership
II. Minimum Knowledge, Education and Skill Requirements
Required
Minimum years of relevant work experience:
- 15 years in financing/leasing sales and marketing with progressive leadership experience
- 10+ years of management and leadership experience
Minimum education, certifications and/or credentials:
Minimum hard skill requirements (including computer and application proficiency):
- Digital transformation experience, preferably in the medical device arena
- Strong understanding of Lease Accounting (ASC 842)
- Demonstrated financial acumen including balance sheet and P&L optimization.
Minimum soft skill requirements:
- Advanced product and leasing knowledge with a strong understanding of credit, legal structures, and assets
- Ability to negotiate complex and custom-made agreements requiring negotiation and structuring on deal structure, pricing, and overall product offering.
- Dynamic range of experience with strong finance acumen and the ability to drive bottom line growth in a rapidly growing, diverse marketplace.
- Proven success in leading operation teams through day to day and transformation initiatives
- Demonstrated aptitude in KPI management.
- Strategic thinker with the ability to develop a sales plan and execute against it
- Demonstrated ability to deliver results through others, including influencing and partnering effectively at levels of the organization.
Preferred
Preferred years of relevant work experience:
- 10+ years of experience in sales/marketing leadership preferred.
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Your Benefits
- Medical / Dental / Vision including a state-of-the-art wellness program and pet insurance, too!*
- 3 weeks vacation, 11 holidays plus paid sick time*
- Up to 8 weeks of 100% paid company parental leave**
- 401(k) retirement savings plan providing a match of 60% of the employee’s first 6% contribution (up to IRS limits)
- Section 125 Flexible Spending Accounts
- Life, STD, LTD & LTC Insurance
- We prepay your tuition up to $5,250 per year! – Tuition pre-imbursement
- Fitness reimbursement of up to $200 annually
- Employee referral program of up to $2,000 per hire
- And much more!
*Field sales, internships, and part-time employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not eligible to participate in the KARL STORZ benefits program.
**To include, maternal/paternal leave, adoption, and fostering of a child.
KARL STORZ reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. Additionally, KARL STORZ, through its supervisors, may require an employee to perform duties outside their normal description within the sole discretion of the supervisor. Employees must comply will all applicable KARL STORZ policies and procedures.
Credentialing requirements at KARL STORZ
KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.
Pay Transparency
The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member’s base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.
Equal Employment Opportunity & Reasonable Accommodation Statement
KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.
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