Director of NGS Sales, Western Region

Purpose statement:

The Director of Sales will be responsible for the sales management of IDT’s business in specified region. This role will be responsible for delivering all business objectives and leading the sales teams within the region.  The candidate must also hire, inspire, and coach a diverse, multi-faceted sales organization to maximize market penetration within the geography.  The Director of Sales will be a critical member of IDT’s global commercial team and influence the evolution of the strategy and structure of the function.

Essential Functions:

• Manages the region from a strategic and tactical view in order to achieve sales targets and other KPIs.
• Overseas hiring, training, development and performance evaluation of team members. 
• Positions IDT as the leader in each of our target market segments through directly and indirectly leading the commercial teams, in the areas of inside sales, field sales, distributor management and support.
• Attracts, engages and retains outstanding talents that embraces the Danaher core values and the Danaher Business System (DBS), and is committed to provide outstanding support for our customers.   
• Develops in conjunction with the IDT leadership team and the supporting functions appropriate strategies to make the region a source of growth and long-term competitive advantage.  
• Embraces DBS and passionately demand that the DBS fundamentals (visual daily management, standard work, voice of the customer (VOC), Kaizen basics, 5S, problem solving, value stream mapping and transactional process improvement) and solid commercial fundamentals (funnel management, order and revenue forecasting, dealer/distributor management) are consistently implemented and rigorously followed.  
• Builds in-depth knowledge of CRM and funnel management tools and applies these skills consistently to forecast business, manage sales teams, build opportunity pipeline, and make business decisions.
• Manages external relations to develop and maintain high level contacts with industry and business associations, interest groups and key customers.
• Monitors and evaluates sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations.
• Works closely and effectively with finance leadership including the regional finance partner to establish and ensure compliance with appropriate financial procedures and controls.
• Strictly adheres to all company compliance policies and demonstrates behavior consistent with the Integrated DNA Technologies and Danaher Core Values.
• Develop sales strategy for the region: identify and organize the customer base; deploy sales strategy in the field; recommend and implement action plans and counter measures when needed; share information internally; identify and leverage new business opportunities.
• Collaborates with other functions and teams such as Application Scientists, Product Management, inside sales, regional marketing to maximize commercial impact.
• Builds deep knowledge of all of IDT’s products/services and applies this to solve our customers’ needs
• Performs other duties as assigned.

Education:

• Bachelor’s Degree, Master’s Degree, or Ph.D. in Life Sciences Preferred or combination of education and experience.
• MBA or business degrees preferred
• Valid driver’s license required

Professional Experience:

• Proven track record of meeting or exceeding targets for at least 5 years in the assigned region is required.
• Prior sales management experience is required.
• Residing in the specified region with extensive familiarity with existing academic, corporate, and government accounts in the assigned region is required.
   

Other Job Qualifications:

• Ability to develop and implement strategic, tactical, and operational plans and lead the team in achieving defined goals.
• Ability and skills to coach and teach best practices to team members, including prospecting, territory management, lead management, negotiation and closing skills.
• In depth knowledge of SalesForce.com and working knowledge of PowerBI
• Ability to articulate a vision and strategy in a way that inspires and motivates a team and focuses their energy on achieving business goals
• Ability to make decisions in a changing environment and anticipate future needs.
• Exceptional written, oral, interpersonal and presentation skills. Ability to effectively communicate with all levels of associates.
• Proven track record of driving profitable revenue and market share growth, demonstrated over a sustained period of time.
• Adaptability to perform a variety of duties, often changing from one task to another without loss of efficiency or composure.

Travel Requirements (anything requiring overnight stay):

• Around 50%, primarily within the United States. 

What We Offer:

• Shift Differentials (Extra Compensation for less traditional shifts)
• Generous Paid Time Off Accruals
• 16 Hours PAID Volunteer Time Off
• 11 Paid Holidays
• Up to eight (8) weeks of 100% paid parental leave to eligible U.S. associates
• 401(k) with Company Match
• Medical, Dental, and Vision Insurance Options

Integrated DNA Technologies (IDT) conducts drug screens and background checks on applicants who accept employment offers.

The salary range for this role is $180-205K.  This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range.  This range may be modified in the future. 

This job is also eligible for bonus/incentive pay. A successful individual in this role can expect to make $250-275k at plan.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.                                                                                                                                               

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve.  Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.

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