Sales Director – Eastern US
The Regional Sales Director (Eastern US) is responsible for building, managing, and maintaining a strong sales team directed toward growing PerkinElmer's market share, revenue and profitability consistent with strategic business goals. This will be accomplished through the implementation and effective execution of a regional sales plan, business and channel development, and effectively selecting, developing and deploying sales talent and performance.
The Sales Leader will be responsible for managing and driving profitable business growth in the sales region and will work closely with the Sr. Sales Director and sales leadership staff to develop strategies, tactics, and sales plans to meet or exceed our annual sales goals. The Sales Director is responsible for providing accurate sales forecasts for manufacturing build plans and is also responsible for converting those forecasts to order volume to PerkinElmer in a timely manner. In addition, the Sales Manager will be responsible for developing an overall market strategy involving all Environmental Health product lines and key accounts. The Sales Leader will effectively manage headcount and other budgeted expense/revenue plans to improve overall profitability.
Sales Team Development
The Sales Leader will lead a group of front line regional sales managers and work closely with them to help them achieve their regional goals through coaching, mentoring and demonstrating skills necessary to meet regional financial goals. The Sales Director will identify critical skills and competencies necessary to provide best-in-class sales performance and will regularly communicate this information to the sales team. The Sales Leader will continuously scan the marketplace for talent, and will build and manage a talent pipeline to ensure that PerkinElmer has the most talented and productive sales and frontline management team in the region. The Sales Director will identify skill gaps in the organization and ensure that adequate time is provided to all team members for training and development programs and experiences.
The Sales Director will work in partnership with individuals and teams among sales, service, product and marketing groups to ensure that best-in-class sales and customer support objectives are consistently achieved. This individual will communicate and support established performance metrics to drive results in total customer focus and key account development, and will utilize the LEAD document as a core process for driving performance through ongoing goal setting, results measurement, individual and team development and talent identification and deployment.
The Sales Director will provide input to peers and cross functionally on business climate and other factors affecting our business on a regional level, and will analyze the competitive situation and communicate marketplace intelligence to facilitate better planning, positioning and execution. This individual will ensure that corporate communications are effectively translated and put into context to provide consistency of message to the sales team. The Sales Director will demonstrate accountability for maintaining the connection between the field and senior leadership. In addition, the Sales Leader will translate strategic goals and strategies actions and ensure effective execution in the field.
The Sales Director will utilize established processes to collect and maintain sales data and, on an as-required basis, will provide unit and dollar forecast . They will provide quarterly inventory reporting, and "Lost", "Won", and "Abandoned" order reports. The Sales Leader will ensure that sales team members are providing timely forecasts based on established standards and are fully utilizing the productivity tools provided to them.
Critical Success Factors
Education / Work Experience
The successful candidate will have a Bachelor's degree or equivalent combination of education and experience is required for this position, as well as three to five years of related experience in sales management . This position requires travel up to 50% of the time, and demonstrated success in developing and leading a motivated and highly productive sales team.
Business Knowledge / Intelligence
The successful candidate will have knowledge about ways in which organizations function in delivering products to customers as well as the ability to get things done both through formal and informal channels. This individual can deal effectively with complex challenges, and demonstrates consistent intellectual sharpness, agility and capability. In addition this person learns quickly and on the fly and grasps the essence of the underlying organizational structure and operational process.
Energy / Enthusiasm
This position requires someone who is hard-working, persistent and full of energy for the things that are seen as challenges. This person is proactive and actively works to solve the challenges and obstacles set before them while maintaining high levels of business ethics and integrity.
The successful candidate demonstrates exceptional skill in verbal and written communications, is able to prepare written material that follows generally accepted rules of style and form, is appropriate in tone, and accomplishes the intended purpose in an concise, clear manner. This person must be able to express information in a succinct and organized manner that is appropriate for the intended audience. This person must also be an effective listener to others and to clarify information as needed. This individual must have the ability to construct and deliver presentations that are professional and achieve their intended purpose to a wide range of audiences.
Interpersonal / Relationship Building Skills
The successful candidate is experienced in working closely with all levels and functional areas. This person has demonstrated the ability to build and maintain positive and productive working relationships across a broad range of people and groups and considers and responds appropriately to the needs, feelings and perspectives of different people in different situations. This person is tactful, compassionate and sensitive, and treats others with respect. This person is excellent at reading situations and people in order to effectively communicate and align staff to operational priorities. This individual also relates well to people from varied backgrounds and different situations; is sensitive to cultural diversity, race, gender, disabilities, and other individual differences.
This person is an exceptional judge of talent and has a solid track record in identifying, selecting and developing people who hires the best people available to assemble a talented and diverse team.
The successful candidate understands the importance of teamwork in achieving organizational goals and in building strong organizational alliances. This individual ensures that all team members are accountable for their own goals and performance as well as for contributing to the efforts of the overall success of PerkinElmer.
The successful candidate is good at establishing clear directions and working with others to accomplish the work of the organization. This individual distributes the workload appropriately; monitors process, progress and results appropriately and delivers timely and useful feedback on performance; demonstrates an interest in the development of people and prepares them to take on greater responsibilities. Models, communicates and coaches others on PerkinElmer values, behaviors, and work practices.
Resourcefulness / Flexibility
The successful candidate is open to change and new information; adapts behavior and work methods in response to new information, changing conditions, or unexpected obstacles and adjusts rapidly to new situations warranting attention and resolution. This person is willing to champion new ideas and methods, despite opposition, when the organizational benefits outweigh the costs.
Judgment / Decision-Making
The successful candidate makes sound, well informed, and objective decisions and perceives the impact and implications of these decisions to support the accomplishment of organizational goals. This individual balances customer demands with sound business management. Can effectively match resources to the job and execute to meet business needs.
The successful candidate can be counted on to exceed goals successfully; is constantly and consistently one of the top performers in the organization. This person is bottom-line oriented and strategically focused; steadfastly pushes self and others for results.
The successful candidate seeks out opportunities to learn and develop new skills and is willing to try new approaches. This individual accepts feedback and responds appropriately. PerkinElmer Leadership Values & Associated Behaviors
Vision and Purpose
Sees possibilities where others see only problems and acts to overcome them in a positive way. Performs in ways that demonstrate an understanding of and commitment to the vision and strategy of the company, business unit or team. Inspires and motivates others by modeling the vision and values of the organization and encouraging others through his or her example to support a common goal.
Ethics and Integrity
Applies common sense and good judgement in all business dealings. Understands and obeys all laws and regulations as they pertain to our business and takes great care to protect organization from exposure to liability. Enhances reputation of the organization through the consistent application of the highest standards of business conduct. Lives by PerkinElmer values and sets an example for others.
Bias for Action
Demonstrates a sense of urgency in meeting the needs of customers or internal partners. Responds quickly and professionally to achieve important goals without sacrificing quality. Sets priorities, seizes opportunities to meet and achieve goals. Displays high energy and energizes others. Displays edge in making people and portfolio decisions but does so with compassion and principles. Does not hold to outmoded ways of doing things, but looks for opportunities to improve processes by eliminating waste and unnecessary work. Is a change agent for the organization and helps others effectively adapt to and respond with a positive outlook to continuous change.
Initiates and supports meaningful projects that are customer-focused and add value. Willingly participates in cross-functional projects and accepts accountability for his/her role on a project team. Demonstrates trust in team members, empowers them to solve problems and make decisions. Cooperates with other members, shares knowledge and follows through on commitments. Does not protect "turf," but demonstrates the willingness to break through established boundaries by sharing resources cross-functionally.
Promotes or exhibits creativity and informed risk-taking. As a team leader, encourages "out of the box" thinking that leads to new ways to accomplish organizational goals. As an individual contributor, consistently initiates new approaches to meeting customer needs, reducing costs, increasing efficiency and enhancing quality. Strives for technical and market leadership through a thorough understanding of market demands and customer needs and taking steps to enhance PerkinElmer's value proposition. Consistently seeks opportunities to improve processes and quality and acts in the best interest of the customer and the company.
Ensures the right people are in the right roles to achieve department and organizational goals. Recruits and selects a diverse team of talented individuals and is not reluctant to hire people more talented than him or herself. Makes right calls on selecting, assigning and redeploying people consistent with the organization's strategic initiatives. Consistently drives development of his/her team through effective use of LOR and by providing frequent and candid feedback and through consistent modeling of PerkinElmer leadership initiatives. Creates stretch assignments for people to develop their skills and contribute increased value to PerkinElmer's leadership bench. Consistently provides feedback, recognition and rewards in ways that motivate and inspire others to achieve their true potential. Communicates consistently and effectively with peers, direct reports and internal partners in a way that strengthens alignment with and accomplishment of organizational goals.
Understands who his/her customers are and focuses all work process toward the achievement of total customer satisfaction. Communicates commitments and consistently meets or exceeds them. Demonstrates in both words and actions that meeting customer needs is a priority, and effectively communicates this to the rest of the team. Drives this value throughout the organization by developing others and being a champion for customer satisfaction.
Sets and achieves ambitious goals that are consistent with the goals of the organization. Establishes clear metrics for tracking results and measuring success in order to consistently reach performance goals.
PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.
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