This site uses cookies. To find out more, see our Cookies Policy

Division Sales Manager - Western Canada in Statewide Alberta at Hach

Date Posted: 4/15/2019

Job Snapshot

Job Description

Job ID: HAC006725

About Us

Hach is a world leader in the manufacture and distribution of analytical instruments, test kits and reagents for testing the quality of water, aqueous solutions and air. Our products are designed specifically for quality, accuracy, and simplicity. Strengthened by our sister companies in the environmental industry worldwide, our goal for the future is to continue to provide customers with reliable instrumentation, accurately prepared reagents, proven methods, simplified procedures and outstanding technical support. We offer an environment that is team-centered, customer-driven, quality-focused, and growth-oriented. Working at Hach will provide you the opportunity for robust career development.

OUR MISSION: Ensuring water quality for people around the world.
OUR VISION: We make water analysis better – faster, simpler, greener and more informative – via unsurpassed customer partnerships, the most knowledgeable experts, and reliable, easy-to-use solutions.

WATER QUALITY GROUP

Danaher`s Water Quality Business is a global leader in water quality analysis and treatment, providing instrumentation and disinfection systems to help analyze and manage the quality of ultra-pure water, portable water, wastewater, groundwater and ocean water in residential, commercial, industrial, and natural resource applications. Our water quality business provides products under a variety of brands, including HACH, ChemTreat, and Trojan Technologies.



Description

POSITION SUMMARY:

The Division Sales Manager (DSM) is responsible for the achievement of sales objectives associated to a defined geography.  This position will be accountable for the development of selected Regional Sales Managers (RSMs), including sales training and effective use of sales productivity tools such as CRM.
This position reports to a Sr. Division Sales Manager and has direct oversight of Regional Sales managers.

The DSM role is a catalyst for change management; specifically in the area of developing effective solution selling tools and as a field oriented player/coach to ensure new sellers are quickly on-boarded and productive.  
 
ESSENTIAL DUTIES AND RESPONSIBILITIES:
  • Recruits, develops and retains Top Talent within the Division
  • Prioritizes coaching and performance management efforts to achieve maximum impact on results.
  • Achieves assigned financial objectives and KPI’s through Monthly Forecast and Funnel Review Process.
  • Assists in the creation, maintenance and execution of Division Action Plans.
  • Manages and measures performance through the use of KPI’s and institutes countermeasures where appropriate to achieve goals, as well as performance improvement plans.
  • Acts as the Division point-person for “innovative” new product platforms.  Leads initial selling efforts working closely with Marketing to ensure successful transition to RSM team.
  • Provides leadership and direction to a front-line sales team of 4 - 9 direct reports; is an active player/ coach spending significant time in the field nurturing and developing sellers.
  • Implements and manages field support tools including; training programs, productivity initiatives, account planning methodologies and customer communication tools.
  • Assists team in effective Time & Territory Management utilizing SFDC.
  • Participates in customer sales calls focusing on honing skills required to be proficient solutions sellers, identifying customer needs and selling complete instrumentation and service solutions.
  • Serves in a leadership role as Key Account Manager for 3-4 strategic accounts ideally with multiplier effect related to large-scale projects in either Muni or Industrial markets.
  • Participates in Policy Deployment and NPI programs
  • Frequent travel required.
CRITICAL COMPETENCIES 
  • 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 

Job Requirements



Qualifications

  • BA, BS or MS degree in Chemistry, Biology or Environmental Science or equivalent experience
  • 3-5 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)
PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is occasionally required to reach with hands and arms. The employee is constantly required to sit. The employee may occasionally squat, turn/twist, or reach.  The employee is constantly using hands to: finger, handle, feel or operate objects, and computer keyboards. The employee is occasionally required to walk, stand, climb, balance, stoop, bend, kneel, crouch or crawl, and talk, hear, and smell. The employee may occasionally lift, carry, push or pull up to 20 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus

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. 

The work environment may consist of an indoor, work or home office environment with good ventilation, adequate lighting and low noise levels and/or subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, oils, extreme temperatures and work space restrictions while working in the field. 

Employees may be required to wear proper Personal Protective Equipment (PPE) while working in the field which may include: eye and hearing protection, protective smock, steel toe shoes, gloves, hard hats, or face shields. 

This position must maintain a home office.

The duties listed in job descriptions are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. The purpose of this description is to assist in ADA compliance and is not intended for other purposes such as collective bargaining, or compensation.

PRE-EMPLOYMENT TESTING: 

External hiring into this position is contingent upon the successful completion of a pre-employment drug screen and background check and possible credit history review.

Hach 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.


Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.

At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.