The Global Commercial Director is a key member of the Portable Analytical Instruments business Leadership Team and is responsible for leading the sales force to achieve the business units’ annual revenue, growth, and profitability objectives by creating and implementing robust forecasting and sales processes, hiring, retaining and developing key talent, and establishing and maintaining strong relationships with our customers and channel partners.
Key Responsibilities:
Drive Growth
Develop sound strategic plans that include go-to- market strategies to optimize global zone performance
Drive strategy with key strategic accounts and channel partners globally
Develop geographic business plan identifying key areas of growth potential and strategies to capture both short and long term growth.
Accountable for the regions consistency and accuracy of CRM data including sales funnel reports of projected bookings to assist in monthly company sales forecasting and product build plans.
Participate as a team member in all assigned corporate and focus account initiatives.
Implement sales initiatives to drive growth including product pricing, promotional tactics and distribution channels
Drive Process
Establish appropriate sales targets for the regions sales team.
Create a culture of continuous improvement within the commercial function
Take a leadership role and work closely with sales operations to deliver on set objectives
Define and implement new sales processes and capabilities including territory management, key account and distributor management and structured sales methodologies
Drive visibility and accountability through improved sales pipeline and forecast management processes; leverage modern sales tools like CRM, automated incentive tracking, etc.
Develop processes to identify team shortfalls within specific product categories and institute measures to improve performance
Develop Talent
Drive organizational capability in response to our global business objectives
Select, hire, train, and develop sales team capable of managing positive customer/channel partner relations and exceeding revenue targets
Identify and develop strategic organizational effectiveness initiatives that enhance performance, productivity and employee satisfaction levels
Understand the key competencies required to achieve organizational goals and build organizational capability through individual and organizational development planning
Minimum Requirements/Qualifications:
Bachelor’s Degree and a minimum of 10 years of sales management experience
Proven ability to successfully lead and drive positive change within a global commercial organization
Experience successfully growing new geographic regions
Experience selling regulated products abroad
Experience selling government contracts
Strong collaboration skills and experience successfully working within a matrix organization
Strong role model sales leader with ability to develop and motivate people at all levels
Substantiated capability to effectively negotiate and close business
Proven success operating in a distributor/channel partner model
Exceptional analytical capability and problem solving skills
Previous experience selling analytical instrumentation preferred
Salesforce.com experience strongly preferred
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