Sr. Director, Global Laboratory Equipment Sales

ATS Scientific Products is seeking a Sr. Director, Global Laboratory Equipment Sales to join the team.

 

The Sr. Director of Global Sales for Laboratory Equipment 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, the VP Sales, Operations, Service, Engineering and others to deliver on Corporate results and customer expectations.  

 

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Meets/exceeds all sales plans/targets individually and the team.
• Planning and execution of the overall sales strategy – analyze and evaluate the effectiveness of sales methods, costs and results.
• Build and lead the sales team. Interview, hire, train and performance manage effectively. Make individual and group recommendations for the professional development of the team.  Establish and track professional development goals for their team.  Review progress to goals regularly. 
• Provide leadership to the organization working closely with functional leadership including Marketing, Manufacturing, Engineering, Finance, Service.
• Successfully close large deals and contract negotiations
• Sales forecasting, planning, reporting per revenue objectives
• Sets local and regional sales quotas, manages sales support staff and representatives 
• Develop territory forecasts and plans.
• This role is the primary commercial resource for their portfolio.  The successful candidate must maintain proficiency in their portfolio, applications and workflows and keep current on customer, market and competitive trends.  
• The position must manage price intelligently - to capture the customer value delivered and maximize margins.

ADDITIONAL RESPONSIBILITIES

• Ensure customer satisfaction
• Make recommendations regarding incentive compensation to drive performance and employee satisfaction
• Drive CRM compliance within the team

                        -  Maintain the pipeline in CRM – keeping it current.
                        -  Develop and maintains territory coverage plans which allows for coverage of key accounts. Call on customers regularly and                             document visits in CRM. 
                        -  Follow up on all leads provided in a timely basis and document in CRM

• Share customer, market experience and competitive information with the Business.  Provide reporting and recommendations when required

QUALIFICATIONS

(To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Demonstrated ability to drive sales to achieve territory revenue targets. Consistent track record of sales performance. 
• Experience selling to the customer base - direct or through channel partners.. 
• Ability to build rapport and relationships at multiple levels and multiple influencers within an account.
• Displays a high degree of confidence and comfort in representing complex technical solutions.
• Exceptional interpersonal, communication and networking skills
• Proven ability to work in a cross functional manner that drives results.
• Highly motivated, self-directed and able to work independently
• Ability to solve complex problems and overcome obstacles
• At least 5 years in a sales management role

 

EDUCATION and/or EXPERIENCE 
BA, BS degree and a working knowledge of computers and Microsoft Office are required.  

 

PREFERRED  QUALIFICATIONS  

• Engineering, Life Sciences, Chemistry degree
• Project management experience

WORK ENVIORNMENT

Work is normally performed in a typical interior/office work environment. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

MATHEMATICAL SKILLS 

The ability to do complex mathematical problems quickly with or without the use of calculators is required.

 

REASONING ABILITY 

The ability to understand, discuss and explain complex scientific and engineering concepts is required.

 

PHYSICAL DEMANDS   

The physical demands described here are representative of those that must be met by an e