Division Sales Manager
Company Name:
PinPoint Solutions
Division Sales Manager
COMPANY:
The company is a science and technology leader designing, manufacturing and marketing innovative products and services to professional, medical, industrial, and commercial customers. A Fortune 200, NYSE-listed company that serves customers in more than 125 countries and had $19.1 billion in revenue in 2013 across its five reporting segments: Test & Measurement, Environmental, Dental, Life Sciences & Diagnostics, and Industrial Technologies.
The portfolio of brands is among the most highly recognized in each of the markets they serve. Dedicated to the principles of continuous improvement and customer satisfaction, the company strives to build a sustainable business model achieving superior and sustainable financial results. The company's market capitalization has increased fourfold to more than $50 billion.
Additionally, mergers and acquisitions are a key part of the company's growth strategy. The company has acquired more than 400 companies since 1984 and focus on strong performers in attractive markets.
DIVISION:
With nearly $2 billion in revenue, the division is one of the largest businesses in the company. They design, manufacture and market water analysis products. For more than 60 years, they have been at the forefront of the industry -- finding solutions that help their customers best manage their water. Their analytical instruments and reagents are used to test the quality of water in a variety of industries and markets -- from around the corner, to around the globe.
POSITION
Summary:
This position will be responsible for the development and deployment of division sales plans aligned with the vision for the US sales organization and driving accelerated Sales growth.
As a Divisional Sales Manager (DSM), this leadership role will be a catalyst for change management and organizational development while ensuring execution and countermeasures for Key Performance Indicators (KPI). This individual will also participate in key corporate strategic planning efforts for sales including organization and people.
ESSENTIAL DUTIES AND
Responsibilities:
Annual Sales Plans aligned with strategic Initiatives deployed to Territory Level with clear Results Targets and Required Actions for each Regional Sales Manager (RSM).
Achieve assigned financial objectives and KPI's through Monthly Forecast and Funnel Review Process
Manage and measure performance through the use of KPI's and institute countermeasures where appropriate, to achieve goals, as well as performance improvement plan
Participate in Key Account Reviews aligned with Largest End User, Private Water, Strategic Partners and E&C Firms within division. Establish and maintain relationships with key customers; own relationships (and results) of 2-3 Strategic accounts in the Division.
Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
Provide leadership and direction to a front-line sales team of 7-10 direct reports
Recruit, Develop and Retain Key Talent
Coach, monitor and appraise individual performance - lead Up-skilling and Top-Grading initiatives
Active participant in sales leadership forums; advocate for sharing best practice, team player
Drive a Strategic KPI for the Sales Organization through cross functional participation
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 / SUCCESS FACTORS
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
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 MS degree in Chemistry, Biology or Environmental Science or equivalent experience
7-10 years sales management experience; ideally in 1 or more Hach Vertical 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 Salesforce.com)
This position must maintain a home office.Estimated Salary: $20 to $28 per hour based on qualifications.
PinPoint Solutions
Division Sales Manager
COMPANY:
The company is a science and technology leader designing, manufacturing and marketing innovative products and services to professional, medical, industrial, and commercial customers. A Fortune 200, NYSE-listed company that serves customers in more than 125 countries and had $19.1 billion in revenue in 2013 across its five reporting segments: Test & Measurement, Environmental, Dental, Life Sciences & Diagnostics, and Industrial Technologies.
The portfolio of brands is among the most highly recognized in each of the markets they serve. Dedicated to the principles of continuous improvement and customer satisfaction, the company strives to build a sustainable business model achieving superior and sustainable financial results. The company's market capitalization has increased fourfold to more than $50 billion.
Additionally, mergers and acquisitions are a key part of the company's growth strategy. The company has acquired more than 400 companies since 1984 and focus on strong performers in attractive markets.
DIVISION:
With nearly $2 billion in revenue, the division is one of the largest businesses in the company. They design, manufacture and market water analysis products. For more than 60 years, they have been at the forefront of the industry -- finding solutions that help their customers best manage their water. Their analytical instruments and reagents are used to test the quality of water in a variety of industries and markets -- from around the corner, to around the globe.
POSITION
Summary:
This position will be responsible for the development and deployment of division sales plans aligned with the vision for the US sales organization and driving accelerated Sales growth.
As a Divisional Sales Manager (DSM), this leadership role will be a catalyst for change management and organizational development while ensuring execution and countermeasures for Key Performance Indicators (KPI). This individual will also participate in key corporate strategic planning efforts for sales including organization and people.
ESSENTIAL DUTIES AND
Responsibilities:
Annual Sales Plans aligned with strategic Initiatives deployed to Territory Level with clear Results Targets and Required Actions for each Regional Sales Manager (RSM).
Achieve assigned financial objectives and KPI's through Monthly Forecast and Funnel Review Process
Manage and measure performance through the use of KPI's and institute countermeasures where appropriate, to achieve goals, as well as performance improvement plan
Participate in Key Account Reviews aligned with Largest End User, Private Water, Strategic Partners and E&C Firms within division. Establish and maintain relationships with key customers; own relationships (and results) of 2-3 Strategic accounts in the Division.
Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
Provide leadership and direction to a front-line sales team of 7-10 direct reports
Recruit, Develop and Retain Key Talent
Coach, monitor and appraise individual performance - lead Up-skilling and Top-Grading initiatives
Active participant in sales leadership forums; advocate for sharing best practice, team player
Drive a Strategic KPI for the Sales Organization through cross functional participation
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 / SUCCESS FACTORS
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
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 MS degree in Chemistry, Biology or Environmental Science or equivalent experience
7-10 years sales management experience; ideally in 1 or more Hach Vertical 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 Salesforce.com)
This position must maintain a home office.Estimated Salary: $20 to $28 per hour based on qualifications.
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