Director, East US and Canada Sales

Employment Type: Full time Work Schedule: Standard (Mon-Fri) Environmental Conditions: Office

Position Overview

As the Director, East US and Canada Sales, you will be a key member of the Americas Chromatography and Mass Spectrometry commercial leadership team. You will provide strategic guidance and leadership to the Chromatography and Consumables North America sales teams. A primary objective will be to ensure revenue targets are met while improving the sales process, forecasting, leading, and building a successful sales team. The incumbent will also establish strong relationships with our customers and Business Unit Partners for the region. You will build a clear vision and strategy across a functional commercial model, highly technical and diverse product and solutions portfolio.

To be successful in this role, the ideal candidate will have a proven track record of bringing in new business with the ability to build strategic plans capable of adapting to the ever-changing landscape.

Responsibilities

Sales Strategy

• Define, plan, and set the commercial direction for the business, applying innovative techniques to drive increased customer value and market penetration.
• Work with the product line teams to develop the channel and go-to-market strategy to improve commercial reach.
• Implement key objectives aligned with established business goals, strategy, and processes.
• Maintain an awareness of, and exercise judgment in, market conditions, competitive activities, general economic conditions, and governmental statutes and regulations.
• Drive overall execution of instrument and consumables sales within the region, including establishing and maintaining business plans within each market segment, setting appropriate sales targets, ensuring accountability for achieving these targets, and associated commercial processes.
• Responsible for delivering to Annual Operating Plan (AOP) goals for bookings, revenue, and overall profitability.
• Maintain relationships at senior levels with large customers (or customers with large potential or strategic value).
• Strategically lead a diverse, highly technical, and geographical customer base with an understanding of regulations within specific North American countries.

Sales Process and Execution

• Develop and execute plans to achieve sales targets, grow the customer base, and market share.
• Ensure the successful tactical implementation of the sales plan based on the established forecast, with overall responsibility for commercial performance.
• Drive collaboration with Business Unit product line and functional teams across a highly matrixed structure.
• Establish and maintain strong, long-lasting customer relationships by presenting our unique value proposition.
• Work closely with the Finance Director to effectively manage the expense budget.

Sales Structure, Organization and Leadership

• Effectively lead and build a successful commercial sales team by hiring top talent, addressing talent gaps, upskilling, and providing career guidance.
• Embrace and live our 4 values (“I” values: Intensity, Integrity, Innovation, and Involvement) and ensure all activities are carried out in accordance with these values.

Minimum Requirements/Qualifications

• BA Degree Preferred
• MS degree in related Science or Business-based disciplines preferred
• Additional MBA/other financial degree is a plus
• 10+ years of proven experience and track record in a commercial sales role
• High degree of technical acumen in chromatography and consumable product mix

Skills and Attributes

• Strong knowledge of financial and business operations with proven ability to drive growth and operational efficiencies.
• Strong leadership skills with the ability to coach, mentor, and lead employees to achieve performance objectives.
• Strong collaborative track record with experience in a multi-divisional matrix organization.
• Self-motivated; bias for action.
• Effective negotiating and influencing skills.
• Ability to travel 50% of the time.

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and more.