Sales and Marketing Manager at Hach

About the job
POSITION SUMMARY:

• The Sales and Marketing Manager is accountable for the Commercial aspects of the company’s operations in the region. His/her focus will be to lead a team of Sales and Marketing associates including but not limited to Field Sales Engineers, Channel Sales Engineers, Digital Marketing Specialists and Sales Administrators. The role will be instrumental in the execution, support and monitoring of the Organizations strategic goals and maximize market share gain with a sustained growth trajectory year on year.

ROLE AND RESPONSIBILITIES:

• Comply with Danaher’s Standards of Conduct and Compliance.
• Deliver monthly and annual bookings and revenue targets. Timely and accurate monthly sales and expense forecasts.
• Meet and/or exceed sales key performance indicators
• Hire, train and develop associates as outlined in the Strategic plan or as needs require in the future in order to migrate toward value/solutions competencies
• Identify and prioritize top customer segments; contribute to and execute Go-to-Market Strategies that will maximize our sales and share gain potential.
• Manage pricing and discount strategies and seek appropriate approvals
• Partner with Regional and Local Marketing teams to drive marketing campaigns and lead generation
• Develop, maintain, and improve our channel strategy by selecting new channel partners and working with existing partners to ensure expand our reach to new customers, expand our share of business with existing customers, and provide the necessary service and support.
• Identify product gaps and coordinate those product needs with the global Business Units while maximizing revenue from our existing product portfolio.
• Segment the market and penetrate new verticals as outlined in the Hach strategic plans.
• Participate in industry trade functions to keep abreast of changes and opportunities
• Manage a sales opportunity funnel and ensure that the funnel represents all key opportunities available to the Hach business
• Develop sales action plans identifying: sales objectives, sales opportunities, major customers, and regional shows to be attended during the following fiscal year
• Manage, coach and develop the existing sales & service associates acting in the assigned region
• Maintains good will of customers and acts as liaison between customers and company
• Maintains a commitment to teamwork and a positive, supportive attitude to all personnel.
• Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market. 
• Other duties as assigned.    

EDUCATION, BACKGROUND & SKILL REQUIREMENTS:

• Results oriented - has track record for delivering results, takes ownership and is accountable
• Stretch oriented - embraces and thrives on challenge
• Possesses strong business acumen and learning agility
• Consistently uses sound judgment and possesses high integrity and ethics
• Has a high degree of humility and self-awareness
• Possess excellent interpersonal, written and oral communication skills, and understand the implications their actions and the HR function will have on the organizational demands of a rapidly evolving company
• Is trusted by associates at all levels and operates with a high degree of transparency
• Is approachable by his/her associates and is willing to listen to thoughts and suggestions and to consider other approaches
• Can move strategy to action and lead in a global environment
• Listens and responds to customer needs with a high sense of urgency
• Champions continuous improvement, can work across boundaries and has a “Go to Gemba” mentality
• Relentlessly attracts, engages and develops people and can aspire this in others
• Builds strong, effective and diverse teams
• Creates followership through collaboration
• Proven ability to flourish in a lean, hand on, practical environment. 
• Able to dig into the details as needed while focusing on the key strategic priorities.
• Able to work across a number of Operating companies and to manage when he/she has both direct and indirect responsibilities. 

PROFESSIONAL EXPERIENCE:

• Proven track record of integrity and compliance in all business dealings
• 5+ years in a Commercial management role (Sales and Marketing), min. 5 years in an appropriate size Western Multi-National-Corporation, including managing revenue goals
• Experience with Water Quality products a plus
• Significant experience building up teams  
• Good network of relationships within the SSA is strongly preferred.
• Strong track record in building and implementing account strategies; experience developing and implementing effective traditional and alternative distribution channels.
• Proven track record of profitable sales and profit growth and an excellent reputation for management of value-based selling process.
• Strong financial acumen, able to set budgetary and profitability objectives with ability to realize these objectives while still winning share in the market
• Ability to lead a sales organization with track record for identifying, attracting and developing the best people
• Strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths & weaknesses while devising winning strategies 
• Strong track record of driving continuous improvement. 

EDUCATION:

• BS Degree in Business, Engineering, or similar discipline.
• A Master’s Degree is a plus.