Director, NA Sales in London, Ontario at Trojan Technologies

Date Posted: 7/10/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    7/10/2019

Job Description

Job ID: TRO000841

About Us

The Trojan Technologies group of businesses offers products under the brands Aquafine, Salsnes Filter, Trojan Marinex, TrojanUV and VIQUA. Applications and markets served include municipal wastewater, drinking water, environmental contaminant treatment; ballast water treatment; residential water treatment; ultra-purification of water used in food and beverage manufacturing, pharmaceutical processing and semiconductor applications; filtration and solids separation.
Trojan Technologies enables customers to meet their water quality objectives by providing eco-efficient solutions that reduce and recover costs, energy, resources and space. Collaboratively solving problems with our customers, we deliver low-risk innovative technologies that offer sustainable, effective results. We ensure greater water confidence and environmental stewardship for people, industries and municipalities, improving the lives of over one billion people globally.


Description

POSITION SUMMARY

Reporting to the Vice President, Sales the Director, NA Sales is responsible for driving business growth across the Municipal and Industrial markets in the Americas. This role will provide action-oriented vision and leadership enabling the organization to achieve strategic sales, revenue and profitability objectives.  The role requires leading and maintaining a world class sales organization capable of successfully executing complex, multilevel sales campaigns within the target market. Executes the annual NA Sales Plan in order to drive profitable sales growth by accurate sales forecasting, effective management of specific projects and Manufacturer Representative relationships. Achieve annual sales target in excess of $175,000,000.  

ACCOUNTABILITIES
  • Achieve sales and profitability goals within a matrix leadership environment
  • Develop and execute sales plan and devise sales strategies that maximize market penetration 
  • Strong connection and communication with the Regional Sales Managers for growth (room) execution
  • Business Unit and SU Marketing liaison and SU Representative into their activities
  • Work with the RSM to guide a well-trained sales force capable of building and maintaining high level relationships with key customers, gaining access to C suite engagement and selling and working on multi-department sales
  • Proactively review best practices to ensure competitiveness within a rapidly changing environment
  • Identify long and short term goals
  • Build and maintain highly strategic, focused partnerships
  • Create a culture of learning and development with all members of the organization
  • Work with the SMT to attract and retain talented top-notch talent
  • Accountable for achieving all sales targets and metrics for NA
  • Buy and Resell Program Owner
  • Responsible for Business Development
  • Order Acquisition process Owner for all Trojan Sales
  • Ensures all DBS tools are utilized for the Sales Team
  • Implements and supports continuous improvement of a high-efficiency, high-capacity sales process that drives dynamic market penetration & revenue growth 
  • Accountable for Sales Team budget and forecast
  • Develops and accountable for Sales strategies to ensure strong growth
Pricing and Commercial Terms
  • Responsible for achieving Annual Sales and Aggregate Gross Margin targets
  • Responsible for negotiating terms and pricing, on behalf of the Company, for all large projects
  • Ensures that all Regional Sales Managers follow all processes pertaining to Commercial terms
  • Negotiate resolution to contract and/or payment issues
  • Accountable for bid discounts and Rep commissions
Business Planning
  • Accountable for development and achieving in forecast quarterly, annual & long-term territory PO and Bid volumes Responsible for integrity of sales data on a weekly basis 
  • Develop sales goals into an annual comprehensive territory execution plan for each RSM
  • Responsible for development and utilization of all Sales metrics
Channel Partner Relationships
  • Owner of all Manufacturers Representative Agreements
  • Review Rep network on a yearly basis and executes changes as necessary
  • Utilizes effective management processes, performance management & coaching approaches to improve Representative performance
  • Owner of all Rep Charters
  • Active member of Product Team Steering Committee
CRITICAL COMPETENCIES / LEADERSHIP ANCHORS:
  • Uses DBS tools to drive Customer Satisfaction
  • Strategic Thinking and tactical implementation capability
  • Customer Focus – Builds and sustains positive and collaborative relationships with customers, both internal and external
  • Commercial Savvy – Skilled at managing the entire commercial side of the business, including product development, inbound and outbound marketing, competitors, distribution, sales, pricing and customer
  • Professional Maturity – Maintains self-control in the face of difficult and provoking situations. Focuses on finding root causes to problems instead of finding who is at fault. Demonstrates the courage and conviction to take difficult actions based on a thorough evaluation of the facts. Respectfully debates issues
  • Delivers results and has a sense of urgency in delivery
  • Treats others with dignity and respect
  • Manages by fact – Gathers, analyzes, summarizes data in order to draw rational, fact based conclusions
  • Entrepreneurial spirit – Can successfully take on new and difficult challenges, question the status quo and take risks

Job Requirements



Qualifications

  • Bachelor’s degree in related field required, MBA preferred
  • Minimum of 10 years of demonstrated success in leading teams selling equipment or consumable products to Industries and/or Municipalities 
  • Minimum of 10 years of relevant Technical and/or Sales experience
  • High level competency in business management, financial acumen and contracting 
  • Experience developing high level, C Suite, relationships in the marketplace
  • Track record of building strong external alliances and channels in business
  • Experience in working with emerging, innovative products
  • In-depth experience with sales methods, policies, processes and procedures
  • Demonstrated ability to effectively lead a large, geographically distributed and organizationally complex team in a fast paced and dynamic environment
  • Ability to understand the long term, “big picture” and short term perspectives
  • High energy performer who operates as part of a team and whose enthusiasm inspires and motivates teams, peers and customers
  • Understanding of the Water regulatory environment and the reimbursement process (preferred)
  • Experience in a Marketing/Vertical role is not required, but would be preferred
  • Sales management and marketing experience with a demonstrated history of meeting or exceeding sales plans.  Preference for a strong Engineering Background
  • Marketing, Business planning, and overall leadership strength
  • Demonstrated skill and experience in planning and implementing sales plans
  • Problem solving; communication skills; presentation skills
  • Ability to travel within territory for significant portions of each fiscal year (could be in excess of 60% of the time). Eligible to travel internationally and on short notice.


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.