Regional Sales Engineer - Direct and GKA at Hach

POSITION SUMMARY

• The Regional Sales Engineer (RSE) will lead strategic sales, targeting large industrial and municipal accounts with multiple influencers in his assigned geographic territory. You will also be responsible for a defined list of Global Key Accounts, like Veolia, Shell, Coco-Cola, and Nestle. You'll promote the company’s full catalog of products, from instrumentation and reagents to fully integrated solutions and services. This highly autonomous role requires strong intuition for business, planning, and the ability to implement strategic sales plans. Providing access to and information about water is our number one responsibility. Both around the corner and around the globe, we are committed to providing innovative solutions that help ensure that communities large and small have water that is safe, accessible, and available for all.

KEY RESPONSIBILITIES

• Develop monthly sales territory and account plans to achieve assigned targets
• Execute planned activities and documents in Hach CRM, Salesforce.com (SFDC)
• Manage all opportunities utilizing SFDC and following standard sales process steps
• Prepare and present a weekly funnel review utilizing SFDC to demonstrate the quality of the funnel, activity plans, and command of the account base
• Prepare and present monthly forecasts by accurately managing opportunity dates, dollar value, and probabilities in SFDC
• Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
• Develop a network of customer and industry contacts in the territory to position Hach as a key member of the water management community
• Listen to the voice of the customer and ask great questions which inspire breakthroughs for our customers
• Willing to move to action quickly and not get derailed in details or fear of failure
• Use metrics, KPI, and forecasting to self-manage productivity
• Develop, nurture, and understand the health of the customer opportunity funnel and openly work with leadership and sales operations to ensure the best results
• Actively develop a pipeline of prospects, drive and execute Key Account Management plans in conjunction with Sales Manager.

REQUIRED QUALIFICATIONS & EXPERIENCE

• Bachelor's degree is required, Master's degree is a plus. A degree in a science-related field such as Chemistry, Biology, Environmental Science, Engineering, Instrumentation, or equivalent is an asset.
• 5+ years of direct sales experience in analytical instrumentation
• B2B experience selling complex industrial products and solutions
• Hands-on experience using a CRM (i.e. Salesforce.com) is preferred
• Ability to develop and execute a business plan and manage territory as it is own business
• Result-oriented - has a track record of delivering results, taking ownership, and is accountable
• Stretch-oriented - embrace and thrive on challenge
• Possess strong business acumen, learning agility, and use sound judgment
• High degree of humility, integrity, self-awareness, and ethics
• Possess excellent interpersonal, written, and oral communication skills, understand the implication of actions on the organizational demands of a rapidly evolving company
• Is trusted by associates at all levels and operates with a high level of transparency
• Approachable and willing to listen to suggestions and consider other approaches
• Can move strategy to action and lead in a global environment
• Listen and respond to customer needs with a high sense of urgency
• Champion continuous improvement, work across boundaries, and a “Go to Gemba” mentality
• Create followership through collaboration
• Proven ability to flourish in a lean, hands-on, practical environment
• Able to dig into the details as needed while focusing on the key strategic priorities
• Language: Fluent in English.
• Must have own reliable vehicle