Director, Business Development, Health Tech

Summary

Celestica is dedicated to delivering end-to-end product lifecycle solutions to drive our customers’ success. Our growing Advanced Technology Solutions (ATS), HealthTech organization focuses on applying Celestica's advanced capabilities, knowledgeable people and innovative tools to enable companies in the medical industry with highly complex, mission critical applications to improve their competitive advantage.  
We are seeking a senior sales leader to help drive the growth and shape the future of a collaborative, high performance, growth-oriented business unit. If you are a highly motivated individual who can align unique insights to key customer priorities and can engage customers by deliberately linking their business priorities to our value propositions, then we want you on our team.  
This is a remote position with the preference to have this person located on the West Coast or Midwest with reasonable access to an airport. 

Detailed Description

As the Sales Director, you will be responsible for targeting new customer engagements across various submarkets in the HealthTech space with focus on surgical instruments, patient monitoring devices, diagnostic imaging, in-vitro diagnostics, and other medical related devices. 

This position is accountable to:
Develop strong and long-lasting insight-based relationships with our customers and identify mobilizers.  The incumbent will act as the primary sales interface for several accounts on a regional basis.  More specifically:

Core Responsibilities

• Serve as the primary commercial interface for assigned regional and strategic accounts across North America.
• Develop strong, long-lasting customer relationships and identify key mobilizers and decision influencers within target accounts.
• Identify, pursue, and close new business opportunities within accounts you cultivate globally.
• Build and execute account strategies, sales tactics, and value propositions that align customer priorities with company strengths.
• Develop deep knowledge of customer businesses, including macroeconomic, microeconomic, and industry trends, to uncover future growth opportunities.
• Gather competitive intelligence and translate insights into differentiated commercial strategies and customer-specific positioning.
• Lead high-value commercial conversations by bringing unique, insight-based perspectives that challenge customer assumptions and reframe business needs.
• Act as the voice of the customer internally, ensuring customer requirements, priorities, and feedback are understood and addressed across the organization.
• Manage the end-to-end customer relationship process, including needs assessment, proposal development, and RFQ response coordination.
• Establish value before financial discussion by articulating the cost of inaction, the risk of competitor solutions, and the business impact of proposed offerings.
• Own personal revenue performance and maintain a minimum sales quota.
• Attain your quota targets

Knowledge/Skills/Competencies

Core Skills and Qualifications

• Strong communication, interpersonal, relationship management, and professional sales skills.
• Proven success developing new clients, expanding into new markets, and growing existing accounts, ideally supported by a technical background in manufacturing or engineering.
• Understanding of electronics and electromechanical products used in the medical device industry, including FDA regulations, ISO 13485, MDD, risk management, and new product development processes.
• Experience selling complex services across a global network and managing multiple opportunities simultaneously through closure.
• Strong strategic planning and execution capabilities, with the ability to translate business goals into actionable commercial plans.
• Financial acumen, including the ability to understand profit and loss models and articulate sales impact on customer financial performance.
• Value-based consultative selling, negotiation, business judgment, and decision-making skills.
• Experience selling to senior executives and working directly with customer engineering, supply chain, and manufacturing teams to support product co-development, supply chain architecture, and manufacturing process development.
• Exceptional cross-functional collaboration skills, including experience working with remote teams in large matrix organizations.
• Demonstrated success carrying and achieving sales, revenue, or operational quotas.
• Experience with Challenger Sales methodology highly preferred (or other sales training programs - Korn Ferry, Solution Selling, etc.).
• Willingness to travel 30-50% as required.

Physical Demands

• Duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Repetitive manual movements (e.g., data entry, using a computer mouse, using a calculator, etc.) are frequently required.
• Overnight travel may be required.

Salary

The stated range includes Base Salary and target Short-Term Incentive (STI) compensation only. A comprehensive benefits package is offered in addition to this range.

The range described in this posting is an estimate by the Company, and may change based on several factors, including but not limited to a change in the duties covered by the job posting, or the credentials, experience or geographic jurisdiction of the successful candidate.

Base Salary Range: $153K-$175K Annually

Typical Experience

• Minimum of 10 years of experience in business development and client relations specifically related to medical products (strong network into the medical industry is required)

Typical Education

• Bachelor’s degree in Business and/or Engineering preferred
• Educational requirements may vary by geography.

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.