Sr. Manager, Division Sales

8 - 10 years experience  • 

Salary depends on experience
Posted on 03/21/18
Philadelphia, PA
8 - 10 years experience
Salary depends on experience
Posted on 03/21/18

Job ID: HAC005030

Description

POSITION SUMMARY:
This leadership position will be responsible for leading both sales managers and a team of direct salesassociates to drive the development, deployment, and successful execution of a Divisional Sales Strategy aligned with the vision for the US sales organization, delivering annual sales revenue in excess of $35 million.The Senior Division Sales Manager at Hach is catalyst for organizational development while ensuring execution of Key Performance Indicators (KPI), using Danaher Business System (DBS) tools to drive countermeasures and process improvements.  This individual will also participate in cross-functional commercial planning efforts representing sales leadership. 

 
ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Provide leadership and direction to a front-line sales team of 15+ sellers including Division Sales Managers and their teams as appropriate
  • Coach, monitor and appraise individual performance; constant performance improvement focus utilizing Situational Leadership tool-box
  • Promote associate engagement through clear, transparent communication, linking performance to sales strategy and company vision
  • Develop Annual Sales Plans and Growth Bridges aligned with Hach, Strategic Initiatives deployed to Territory Level with clear Results Targets and Action Plans for each Regional Sales Manager (RSM)
  • Achieve assigned financial and strategic objectives
  • Utilize Standard Work and Monthly Forecast & Funnel Review Process to execute plans
  • Manage and measure performance through the use of KPI’s and institute countermeasures where appropriate, to achieve goals, as well as performance improvement plans
  • Participate in Key Account Reviews as appropriate;  establish and maintain relationships with key customers in the Division, facilitating team efforts to maximize opportunities
  • Drive Solution Sales in alignment with organizational objectives
  • Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
  • Recruit, Develop, Retain Key Talent by maintaining our Organizational Talent Assessment Process with a strong linkage to P4G and D4G 
  • Proactively support change management, problem resolution and continuous improvement, serving as a role model for innovation and transformation
  • Partner with product development teams to provide sales insight and support for new product/project development through full lifecycle commercialization
  • Collect and report information on all competitive activity, business opportunities, sales trends and results within the assigned market providing input during monthly business review
  • Provide pricing direction and delegate expenditure authority to assigned Regional Managers 
  • Travel overnight frequently

CRITICAL COMPETENCIES / LEADERSHIP ANCHORS 

  • Delivers results; demonstrated track record of driving sales growth, customer expansion and market share growth
  • Demonstrated experience in building engagement across a virtual sales team, while recruiting, retaining, and cultivating top sales talent
  • 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  
  • 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 



Qualifications

  • BA, BS or MSdegree in Chemistry, Biology or Environmental Science, Engineering, or equivalent experience
  • 7-10 years experience leading sales teams ideally in 1 or more Hach Vertical Markets
  • Experience leading Key Account Sales in a complex selling environment
  • Formal sales training with experience solution selling and managing salesassociates in a solution sales environment

 

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