Distribution Account Manager - Central U.S. in Chicago, Illinois at Hach

Date Posted: 4/3/2018

Job Snapshot

Job Description

Job ID: HAC005305

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: Ensure 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 products.


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 primary role of this position is to deliver domestic sales growth through Hach Distribution and Private Label partners. This position is responsible for the strategic commercial relationship between Hach and our key channel partners, and for leading a team of field sales representatives to drive Hach market share.  This role is responsible for the development and implementation of strategic plans, including coordination of strategic actions across commercial, marketing and BU functions.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
  • Develop strong relationships with leadership, category and market managers and influencers within Key Distribution Accounts
  • Responsible for continued sales growth from assigned Key Distribution accounts
  • Work with all levels within key accounts to develop and maintain action plans for sales, service, support, and application development
  • Leads and coaches a team of distributor sales representatives to achieve revenue expectations.
  • Works within a matrix environment to achieve cross-functional strategic goals including collaboration with the Hach direct sales organization
  • Leads Standard Work with team through visual management, action planning, problem solving and field engagement meetings to support Key Performance Indicators.
  • Champions Distribution strategy with Executive team, Sales, Business Units and Marketing.
  • Provides timely reports on channel expansion, sales forecasts, acquisition of market share information, market trends and competitive information
  • Works with Distribution and Private Label networks to drive revenue in target vertical markets and applications
  • Participates in distribution sales activities including, National Sales Meetings, training events, workdays and tradeshows
  • Attends and supports Quarterly Business Reviews (QBR’s) with key partners
  • Effectively communicate product/company value proposition from Laboratory Technician to C-suite
  • Negotiates, drafts, maintains and reviews contracts with defined distribution partners and ensure that goods and services are contracted in accordance with company policies and procedures
  • Submit a detailed sales action plan annually identifying sales strategies and implement plan as agreed 
  • Participates in sales activities as required by the position

CRITICAL COMPETENCIES / LEADERSHIP ANCHORS:
  • Process orientation with a proven track record of utilizing a sales process
  • Delivers results with a sense of urgency
  • Demonstrated track record of driving sales growth, customer expansion and market share growth
  • Excellent communication skills, a high level of energy, and solid business acumen with the ability to develop relationships at all levels including C-suite
  • Must exhibit the willingness and ability to assimilate technical information quickly
  • Demonstrates good organization and sales leadership skills

Job Requirements



Qualifications

  • BA or BS degree in Analytical Chemistry, Biology, Environment Sciences or equivalent experience (MBA preferred)
  • 3+ years of Sales management experience preferred (distribution or in-direct channel experience preferred) OR minimum of 5 years Sales experience
  • Proficiency with Microsoft  Office Products including Word, Excel, and PowerPoint 
  • Working knowledge of SalesForce.com or alternative CRM preferred
  • Demonstrated ability to create and deliver professional presentations 
  • Proven ability to create and analyze reports to identify trends to problem solve and drive results
  • Ability to travel 75% of the time (may be located anywhere in the U.S., within a reasonable commuting distance from a major airport)
  • Must maintain a valid driver's license in the state of residence  

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. 

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 industrial solutions. Our globally diverse team of 59,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.5B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 2,000 percent over 20 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.

For additional company details, see www.danaher.com