Exact Medical | Director, Commercial Development

The Sales Collective; Town of Lancaster (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

Exact Medical in the United States is seeking a senior commercial leader to guide the end-to-end customer journey, aligning sales, account management, and cross-functional teams to deliver on commitments with customers and partners. You will lead a commercial team of approximately ten people, with an initial focus on the six-person U.S.

team supporting North America, South America, and Australia. You will collaborate with Operations, Engineering, Production, Planning, Purchasing, Quality,

Job description

You may not recognize the Exact Medical name, but if you've ever had a medical procedure, there's a good chance you've encountered our products during one of the most critical moments of your life.

Until that moment, you likely hadn't given much thought to the sterile barriers protecting critical equipment, the manufacturing processes, quality standards, or supply chains required to ensure those products are available exactly when they're needed.

Most people don't think about those things until something isn't available, quality fails, or a supply chain breaks.

That's when these products suddenly matter.

At Exact Medical, we've spent decades helping ensure those moments never happen. Our work helps protect patients, support clinicians, and ensure medical procedures can happen safely and efficiently.

As a family-owned medical manufacturing company, we believe manufacturing should never come at the expense of integrity. That's why we maintain direct oversight of production, own our manufacturing facilities, and control every step of the process—giving customers the cost advantages of overseas manufacturing without sacrificing quality, accountability, or trust.

And behind every product we manufacture is an interconnected operation. Sales. Account Management. Engineering. Production. Quality. Regulatory. Supply Chain. People and processes that must work together to deliver on the promises we make to our customers.

We're looking for a commercial leader who understands the entire journey from customer opportunity to fulfilled commitment—not just how to get a customer to say yes.

Someone who understands that winning business is only one part of the equation. Delivering on that promise requires coordination, communication, accountability, and a genuine understanding of how the business operates.

Someone who can connect those moving pieces, identify where things break down, develop the people responsible for the work, and build better processes that make the entire organization stronger.

And before changing any of it?

They're genuinely interested in understanding how it all works today.

A DAY IN THE LIFE

Your first several months will be spent learning Exact Medical. And we mean REALLY learning it.

The people. The products. The customers. The manufacturing processes. The internal handoffs. The operational challenges. The decisions that happen behind the scenes long before a product ever reaches a customer.

Before you can improve something, you need to understand why it works the way it does today.

You’ll ultimately lead a commercial team of approximately ten people, with an initial focus on the six-person U.S. team supporting North America, South America, and Australia. Our Product Specialists, Account Managers, and Business Development Managers bring different strengths, personalities, experiences, and approaches to their work.

Your responsibility isn’t to immediately change the people or rebuild the organization. It’s to understand what each person does, where they’re successful, where they’re struggling, and what they need to become more effective.

Some of those answers will involve coaching. Others will involve clearer expectations, better procedures, stronger communication, improved coordination, or addressing performance issues that have gone unresolved.

The goal isn’t change for the sake of change. It’s meaningful, sustainable improvement.

And that improvement extends well beyond the sales team.

You’ll work closely with Operations, Engineering, Production, Planning, Purchasing, Quality, Regulatory, Finance, and our international teams to understand how work moves through the organization.

How does a customer request become a development project? What happens between a quote and an order? Where do responsibilities overlap? Where do handoffs break down? Are our procedures clearly documented? Do our systems help people do their jobs, or create unnecessary work?

You’ll help strengthen the procedures, standard operating procedures (SOPs), communication practices, and accountability that keep those moving pieces connected.

This isn’t about adding layers of bureaucracy. It’s about making work clearer, more consistent, and easier to execute.

You’ll also bring greater discipline to the commercial side of the business. Pipeline management. Forecasting. Account planning. Customer communication. CRM utilization. Follow-through.

Not simply creating reports or tracking activity, but understanding what the information tells us, where opportunities are getting stuck, and what the team needs to do different.

And while you won’t be carrying your own sales quota, you absolutely need to understand how to sell.

You’ll work alongside employees on important opportunities, helping them navigate complex customer relationships, uncover the real reasons customers buy, develop account strategies, negotiate, and move business forward.

The difference?

You’re there to make the person better, not become the person doing their job.

You’ll spend significant time coaching and developing people. Some will grow tremendously with the right guidance. Others may need clearer expectations, different responsibilities, or more direct accountability. And occasionally, difficult personnel decisions will be necessary.

Your job is to recognize the difference, make thoughtful decisions, and follow through.

You’ll partner closely with CEO Ryan Power and the commercial leadership team, who retain responsibility for the company’s overarching commercial strategy and market direction. You’ll be trusted to lead the day‑to‑day people, performance, coordination, and execution that turn that strategy into results.

Today, some processes are managed through spreadsheets, forms, and institutional knowledge. A new CRM is being implemented, and there are opportunities to improve documentation, standardize procedures, strengthen internal communication,