Senior Director Channel Management

ATS Scientific Products, has an opening for a Senior Director, Channel Managment to join the team. The Sales Leader will be responsible for driving profitable revenue growth, leading the sales activities of their team; developing and executing sales strategies, managing dealers, and coaching and managing the professional development of their team.  This position will work closely with key customers, Operations, Marketing, Portfolio, and others to deliver financial results and customer expectations.  
 
 

ESSENTIAL DUTIES AND RESPONSIBILITIES 
The LW/GW Sales Leader will be responsible for all activities related to defining and implementing the sales strategy and achieving sales targets for the labware and glassware businesses.  This includes business and market development; coordination of sales and strategic marketing; and directing the activities of the sales team. They will be responsible for hands-on management and effective leadership of a global team of ~20 sales and customer service people across the globe, with responsibility for delivery of ~$70 million of revenue per annum.
 

Specific responsibilities include:

• Develop and execute a global sales strategy, including forecasting and budgeting sales, bookings that drive objectives, and revenue growth expectations
• Create and execute go-to-market and operational strategies to broaden a technically focused organization into a more commercially connected team with a clear market focus, key account management, pricing strategy, and discipline
• Execute plan to support sales goals, including target industries, target customers and pricing policies
• Interpret and rapidly respond to market changes by adjusting strategies and priorities accordingly
• Provide strong leadership of the global sales function, setting a unified direction for the team and ensuring priorities are clear and aligned with business objectives 
• Provide day-to-day sales management to achieve/exceed sales, bookings, and funnel management targets, and thus achieve/exceed profitability, cash flow and other business goals 
• Assist with complex sales negotiations and the closing of key sales contracts
• Manage large, high-profile customer accounts as appropriate, and strengthen senior leadership contacts
• Continuously improve effectiveness of sales organization
• Develop, document, and enforce sales processes, policies, and best practices
• As a key member of the leadership team, participate in developing the business’s strategy and direction
• Lead, motivate, develop, and retain a high-performance sales team
   

QUALIFICATIONS:

The Sales Leader must have had success defining and implementing strategic growth initiatives in the Life Sciences sector (medical devices, pharma, and related customers).
The successful candidate must possess proven strategic, analytical and implementation skills. S/he must be a proven leader with a combination of sales, sales management, and customer management experience, with verifiable goals achieved around growth, profit, and organizational development.
Specific requirements include:

• Successfully led a sales organization for at least 5 years as Sr Director or Director, involving channel management, key account management, digital marketing, eCommerce, OEM project management, all in a metrics driven environment
• A track record of developing business strategies and driving significant growth out-performance versus market
• M&A acquisition and organizational integration experience 
• Experience transitioning an organization from a siloed organization to an enterprise mindset Demonstrated track record of developing and effectively implementing sales strategies, business plans, forecasts, and budgets, and driving sales results above market growth
• Experience developing effective sales processes and capable of reorienting or changing the sales organization to a more commercially drive, market focused approac
• Ability to analyze new markets and discern emerging trends
• Proven track record managing key customer relationships and building strategic opportunities; ability to connect and engage with senior decision makers of large global key accounts
• Track record successfully negotiating and closing large technical contracts Experience within US and European markets
• Ability to navigate and thrive within a decentralized, global organization