Sales Manager

Danaher   •  

Virtual / Travel

5 - 7 years

Posted 244 days ago

This job is no longer available.

Job ID: SEA000173


The NA Sales Manager is accountable for the achievement of sales objectives associated with the US and Canada including US and Canadian strategic key accounts.  This position will be responsible for the development of assigned Field Sales Associates and the effective deployment of sales training and productivity tools including Salesforce.

As the NA Sales Manager, this role will be a catalyst for change management; specifically in the area of developing effective solutions selling tools for New Products and acting as a field oriented Player Coach to ensure new sellers are quickly on-boarded.  For specific US and Canadian customers, the NA Sales Director will develop relationships throughout the customer’s organization with the goal of a partnership between Sea-Bird Scientific and the company or organization which is lasting and mutually beneficial.  This role is responsible for development and implementation of strategic plan for targeted opportunities, including coordination of strategic actions across commercial functions.

Essential Functions:

    • Prioritize coaching and performance management efforts to have maximum impact on business results


    • Achieve assigned financial objectives and KPI’s through Monthly Forecast and Funnel Review Process


    • Assist in creation, maintenance and execution of divisional action plans


    • Manage and measure performance through the use of KPI’s and institute countermeasures where appropriate, to achieve goals, as well as performance improvement plan


    • Provide leadership and direction to a front-line sales team of 2-4 direct reports; active Player Coach spending significant time in the field nurturing high performing sellers


    • Implement and manage field support tools, including training programs, productivity initiatives, account and planning methodologies and customer communication tools


    • Assist Field SalesAssociates to effectively plan Time & Territory Management for their areas utilizing SFDC


    • Participate in Field SalesAssociates sales calls focusing on honing skills required to be top-notch solutions sellers, identifying customer need and selling complete instrument and service solutions


    • Take on a leadership role as Key Account Manager for 3-4 strategic accounts ideally with multiplier effect related to large-scale projects


    • Develop strong relationships with leadership, technical resources, and influencers within Key Accounts


    • Responsible for continued sales growth from assigned key accounts.


  • Work with all levels within key accounts to develop and maintain action plans for sales, service, support, and application development


Sea-Bird Electronics is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Critical Competencies/Leadership Anchors:

    • Delivers results; demonstrated track record of driving sales growth, customer expansion and market share growth

    • Process orientation with a proven track record of profitable growth and an excellent reputation for leadership in value-based selling process, and account management

    • Demonstrated experience increasing revenue within existing accounts by broadening or deepening product placement


    • Having both strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths and weaknesses while devising winning sales strategies


    • Ability to develop relationships with C-Suite professionals which bring about transformative solutions for the customer


    • Be a trusted advisor and problem solver for customers


    • Strong financial, bottom-line orientation


    • Excellent analytical skills and solid business acumen with ability to balance the needs of the market place with sound business judgment


  • Demonstrated ability to meet objectives, drive results and operate with the highest level of urgency in solving problems


    • BA, BS, MS, Ph.D. or Sc.D. degree in Chemistry, Biology or Environmental Science or equivalent experience.


    • 5-8years sales management experience; ideally in marine-focused markets


    • Experience leading Key Account Sales in a complex selling environment


    • Formal sales training with experience value selling and managing value sellers


  • Strong sales operations background leveraging CRM (ideally