Director of Sales North America Water Diagnostics

IDEXX•Worcester, MA

69d•$190,000 - $210,000•Hybrid

About The Position

IDEXX Water is a global leader in water microbiology testing that offers testing solutions for drinking water, wastewater, recreational water, and more. Our tests deliver improved accuracy with a simplified testing process. Our global team manufactures, sells, and supports water tests that billions of people worldwide rely on every day to ensure the safety of their water supply. The Water North America Sales Director is responsible for directing business activities for the North America Commercial Team ($100M+ revenue in U.S. and Canada). You will oversee commercial execution for the team and be accountable for revenue and expense performance in the region. You will be expected to develop and execute commercial growth strategies that support the expanded use of IDEXX products and services in the region. What to expect with this role: Responsibility for strategy development and execution for North America commercial organization. Working with colleagues and direct reports to develop strategies for key growth initiatives (e.g., field service, new product launches, corporate accounts). Ensures strategic plans are appropriately resourced and executed, delivering intended results. Leads in a matrix environment, ensuring goal alignment and strategy execution across related functional groups (marketing, sector development, commercial operations). Ensures annual plans are developed and budgets are in place to provide adequate staffing and resources to execute strategy. Achieve financial objectives, including revenue, expenses, gross margins, and operating expenses, within framework of overall corporate objectives. Have overall control of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to commercial resources. Builds strong business relationships with leaders in related departments and throughout the Company to provide for smooth work coordination to accomplish objectives. Aligns and integrates cross-functional teams and provides for cross-organization and cross-functional communication, processes and system improvements. Leads directly and indirectly through a matrix-type organization. Leads smooth integration of corporate standards with department processes and procedures as applicable. Establishes expectations for best practices and key metrics (KPIs). Ensures culture of performance, commitment, and accountability related to best practices and KPIs. Ensures adequate technology and systems resources are budgeted for and available to support the business. Maintains knowledge of changes and developments in the industry affecting business activities. May participate in related outside industry groups and forums. Performs other duties as assigned. Adheres to IDEXX Purpose and Guiding Principles, leading by example.

Requirements

Bachelor’s degree or equivalent combination of education and experience required.
Commercial leadership experience in relevant industry (life sciences, medical devices, water industry, and/or utility services)
Experience leading people leaders (i.e., managing organization with >1 level of hierarchy)
Developing strategic plans, implementing strategy across a cross-functional organization.
Translating business-level strategy to commercial team plans and goals; developing commercial team strategy that supports higher-level business strategic goals.
Demonstrated ability leading commercial transformation (e.g., new sales channel, building sales teams, defining commercial strategy for new market segment)
Reasoning and analytical skills to resolve issues. Can gather data, draw conclusions, and make effective recommendations and decisions.
Leading teams in a matrix environment. Planning and coordinating groups of internal and external stakeholders. Ability to work in a collaborative manner across business units.
Inspiring team to achieve goals, gaining commitment across the organization.
Growth mindset, comfort leading through change, high level of independence.
Drive, initiative, and breakthrough thinking ability.
5+ years managing a team of sales professionals. Experiencing leading a diverse, geographically distributed sales team. Ability to hold team accountable for results.
Delivering $50M-150M+ revenue budgets.
Managing annual budget, quarterly sales targets, commission plans.
Coaching and developing sales professionals; managing performance.
Contract negotiation experience; proven success growing business with multi-location corporate clients.
Integrity, authenticity, respect, and confidentiality.
Personal computer skills, including Microsoft Office.

Nice To Haves

Master’s degree or equivalent preferred.

Responsibilities

Responsibility for strategy development and execution for North America commercial organization.
Leads in a matrix environment, ensuring goal alignment and strategy execution across related functional groups (marketing, sector development, commercial operations).
Ensures annual plans are developed and budgets are in place to provide adequate staffing and resources to execute strategy.
Achieve financial objectives, including revenue, expenses, gross margins, and operating expenses, within framework of overall corporate objectives.
Builds strong business relationships with leaders in related departments and throughout the Company to provide for smooth work coordination to accomplish objectives.
Leads smooth integration of corporate standards with department processes and procedures as applicable.
Establishes expectations for best practices and key metrics (KPIs).
Ensures adequate technology and systems resources are budgeted for and available to support the business.
Maintains knowledge of changes and developments in the industry affecting business activities.
Performs other duties as assigned.
Adheres to IDEXX Purpose and Guiding Principles, leading by example.