Director of VP Sales

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Location
Salt Lake City, UT
Job Type
Direct Hire
Date
Jun 11, 2019
Job ID
2671591
Director or VP Sales – Utah – Relocation is available for this role.  They will also consider letting a candidate work remote if they brought the right skill set.
 
We are searching for an experienced Director or Vice President of Global Sales. The ideal candidate will be a proven, successful leader with a “lead from the front” approach, in-depth industry experience and a true passion for driving the adoption of innovative analytical testing devices (HPLC – High Performance Liquid Chromatograph; GC – Gas Chromatography, or MS – Mass Spectrometry).  The candidate must have a demonstrated ability to build high-performance sales teams, exceptional project management skills, the ability to cultivate outstanding relationships with internal and external stakeholders and a strong work-ethic with proactive communication skills that encourages courageous conversations.
 
This leader will be responsible for developing annual and quarterly sales plans that promote growth and customer satisfaction for the organization. Specific responsibilities include US business development, international market development, ongoing customer and distribution management, strategic direction and tactical execution of sales growth and overall customer satisfaction. The Director/Vice President will originally be the only sales person in this start-up analytical instrument company and also oversees hiring and building the sales team and dealer/distributor network. Must be willing to be part of a disruptive company in the Analytical Science industry.
 
Job Responsibilities:
  • Develop and execute a sales strategy that is in alignment with company goals
  • Direct and coordinate company’s global sales functions
  • Develop and coordinate consistent, effective sales process and methodology
  • Analyze and evaluate the effectiveness of sales, methods, costs, and results
  • Oversee rigorous sales metrics and reporting. Manage pipeline to accurately forecast revenue
  • Develop and manage sales budgets and oversee the development and management of internal operating budgets
  • Develop strategic partnerships and directly manage major and developing client accounts.
  • Drive rapid growth through the development and implementation of scalable sales goals (short- and long term), policies, and operating procedures
  • Represent the company at various business meetings to promote the company
  • Promote positive relations with partners, vendors, and distributors
  • Recommend and administer policies and procedures to enhance operations
  • Develop and implement key account strategies in pharmaceutical, oil & gas, chemicals, food & beverage and other industries, along with university and other research labs, to grow and maintain business
  • Assist in determining new expansion markets and uses for existing products that might include law enforcement, crime labs, healthcare, environmental testing, and other markets where the Company’s portable, nano-flow HPLC (High Performance Liquid Chromatography) instrument could be utilized
  • Hire, build and lead a team of highly successful, productive and professional field sales representatives
  • Partner with Marketing in establishing “go-to-market” strategies and lead within a cross functional and matrix environment (sales, client services, marketing, etc.) to create account specific successes
  • Develop high level key opinion leader relationships
  • Identify trends and opportunities in the comprehensive HPLC Liquid Chromatography market and utilize them to inform key account business strategies
  • Utilize a consultative business approach to define account specific strategies and solutions which will result in a positive return on investment for our valued partners
  • Recommend strategies in response to changing market and competitive conditions
  • Attract, train and retain “A” players and quickly grow the sales function in the company as appropriate.
  • In partnership with Finance and Human Resources, develop sales compensation programs that drive performance and profitability
 
Requirements, Knowledge, Skills, and Experience:
 
  • Bachelor’s Degree in business, science, or related field required
  • MBA preferred
  • 10+ years experience in HPLC Chromatography equipment, analytical testing equipment, or medical device Sales leadership roles
  • This is a startup opportunity with a well funded and well managed technology firm.  It provides a great opportunity to make a difference in a small, disruptive technology company and be rewarded with a generous salary and some startup equity.  Their first product shipment was at the end of September 2018, and they are in the early stages of key-account adoption and awareness building. Customers include NASA and AbbVie, with current evaluation units at Pfizer, GlaxoSmithKline, DowDupont, and others.
  • The HPLC industry is dominated by 4 key players: Agilent, Waters, Thermo Fisher, and Shimadzu (Japanese company). Experience at any of those would provide helpful industry domain knowledge. Or other scientific or related experience would be great. 
  • This Sales/Bus Dev Director or VP will lead all revenue-generating activities, including direct sales, domestic and international distributors, key business-generating partnerships, etc.  This is a ground-floor opportunity with a breakthrough product, a proven leadership team with multiple successful companies and exits, a fast and nimble technical team, and a fabulous culture that puts people first!
  • Experience successfully leading sales organizations in domestic and international markets
  • Must have a demonstrated “bias towards action” approach, with a willingness and desire to be in the field, working with potential customers on a weekly basis
  • Inspirational leader with demonstrated success building high performing sales organizations
  • Excellent communication (written and verbal) and presentation skills
  • Excellent strategic and critical thinking skills with the ability to solve problems quickly and effectively
  • Must be able to work across all levels in the organization to drive projects to completion
  • Must be well organized and have the ability to meet deadlines and perform under pressure in a fast-paced work environment
  • Proficient computer skills, including customer relationship management systems, Microsoft PowerPoint, Excel, Word, etc.
  • Must be a strategic problem-solver, an influencer with strong leadership and interpersonal skills
  • Establishes credibility with intellectually demanding audiences; demonstrates confidence and commitment to effectively influence and lead; excellent spokesperson
  • Must be an agile, innovative, self-reliant and creative strategist with a desire to make a broader impact and inspire transformation
  • Experience in strategic planning and execution. Knowledge of structuring sales quota goals and revenue expectations.
  • Ability to travel up to 60%