[Hiring] Senior Commercial Director @Fortive

Role Description

The Senior Commercial Director, North America will lead all sales and customer service functions across LANDAUER's Dosimetry and Industrial & Government business lines in North America. This is a senior commercial leadership role responsible for driving revenue growth through sales strategy and execution, expanding customer relationships, and building a high-performing sales and service organization.

This leader will own the full revenue for North America, protecting and growing a recurring revenue base of approximately $125M, accelerating cross-sell/upsell of add-on services, and reducing customer churn, while ensuring excellent customer experiences through the customer service organization.

Key Responsibilities

• Strategic Account & Portfolio Management
  • Own the growth strategy and performance of strategic/national account portfolios.
  • Establish and track KPIs for each portfolio and evaluate performance against plan.
  • Identify and prioritize whitespace and competitive opportunities.
  • Protect and expand existing revenue by identifying competitive threats and developing strategies.
  • Own relationships with key decision-makers across strategic accounts.
  • Lead regular portfolio business reviews with the VP/GM.
  • Maintain a strong understanding of market dynamics and competitive activity.
• Revenue Growth & Commercial Strategy
  • Own the North America sales and customer service P&L.
  • Develop and execute a commercial strategy that grows Annual Recurring Revenue (ARR).
  • Partner with the VP/GM to set annual sales targets and budgets.
• Team Leadership
  • Lead, coach, and develop a multi-layered sales and service organization.
  • Build a high-performance sales culture with clear accountability.
  • Design and evolve sales compensation and incentive structures.
• Customer Retention & Experience
  • Partner with the Senior Customer Service Manager to ensure a high-quality service experience.
  • Implement proactive churn-prevention programs.
  • Ensure alignment between sales, customer service, and operations.
• Cross-Sell / Upsell & Business Development
  • Drive systematic cross-sell and upsell of LANDAUER's add-on services.
  • Provide oversight to the Business Development Specialist.
  • Develop and implement contract strategies for key accounts.
  • Translate negotiated agreements into measurable commercial growth.
  • Collaborate with Marketing and Product on offer design and pricing.
• Reporting & Cross-Functional Collaboration
  • Provide regular, data-driven reporting to VP/GM on sales performance.
  • Work closely with Finance, Operations, Marketing, and Product teams.
  • Represent the voice of the North America customer in strategic planning.

Qualifications

• 10+ years progressive sales leadership experience, including direct management of a multi-layered sales organization.
• Proven record owning revenue responsibility of at least $100M in annual sales.
• Knowledge of multiple sales motions including hardware and software products.
• Experience selling a recurring revenue service.
• Prior experience in contract negotiations and driving growth.
• Demonstrated success driving team performance in cross-sell and upsell sales.
• Strong track record building, leading, and developing high-performing sales and customer service teams.
• Excellent executive communication.
• Proven strength in planning, negotiating, problem-solving, and analytical skills.

Preferred

• Experience in healthcare, life sciences, industrial safety, or related B2B recurring-services industry.
• Experience selling into healthcare, industrial, and/or government customer segments.
• Familiarity with radiation safety, occupational health, or EHS markets.

Measures of Success

• Protect, grow, and acquire business across the North America portfolio.
• A well-developed, accountable sales and customer service leadership team.
• Strong partnership with the VP/GM and cross-functional leadership.
• Performance against portfolio/regional/territory growth plans.
• Year-over-year revenue growth.
• Existing customer and revenue retention.
• New customer acquisition and revenue.
• Expansion of business with existing customers via cross-sell/upsell.
• Qualified pipeline creation and conversion.

Company Description

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.