Sr. Manager, Division Sales - Eastern Region in Philadelphia, Pennsylvania at Hach

Date Posted: 4/25/2018

Job Snapshot

Job Description

Job ID: HAC005030

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.



Description

POSITION SUMMARY:

This leadership position will be responsible for leading both sales managers and a team of direct sales associates 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 

Job Requirements



Qualifications

  • BA, BS or MS degree 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 sales associates in a solution sales environment
  • 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 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

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.