Director, Sales

COLE-PARMER INSTRUMENT COMPANY•Charleston, SC

3d•$170,000 - $185,000•Onsite

About The Position

This role is responsible for achieving or exceeding sales and profit targets for the Environmental Business segment through effective leadership of the sales team, which sells Antylia Scientific's environmental products and services — primarily water, soil, and air testing solutions — to existing and new accounts. This role also builds strategic partnerships and account relationships to ensure the portfolio is well positioned and marketed across all customer needs. This is an opportunity to take a hands-on role in shaping the segment's strategic growth, including cross-brand collaboration and international expansion, leveraging Antylia's global platform and scale.

Requirements

Bachelor's or above in analytical Chemistry and/or Business Administration or related field.
8+ years of commercial selling experience into inorganic testing laboratories.
A minimum of 5 years sales management experience.
Experience setting strategy and executing tactics through a full business cycle is required.
Excellent communication skills, both written and verbal, to clearly and concisely communicate to all levels of the organization.
Strong work ethic and an ability to excel within a rapidly changing and growing organization.
Ability to demonstrate a high level of business acumen and a clear understanding of the sales management role involving individual coaching and team development, as well as sales deployment, territory definition, product coverage, direct and distribution models and new product launches.
The ability to travel nationally as needed to execute the duties of the role, and globally as needed for certain internal and external meetings.

Nice To Haves

Masters preferred.
Experience in a private equity environment is preferred.
Laboratory experience across a wide range of sectors including environmental, industrial and academic segments would be an advantage, particularly where there is a sound understanding of the current marketplace for laboratory equipment, consumables and/or chemicals.

Responsibilities

Develop and execute a strategic and tactical sales plan for the segment to ensure revenue and gross margin objectives are met.
Manage and develop the abilities and successes of the sales team, providing leadership including coaching, goal setting, and effective delegation.
Identify technical product knowledge gaps and partner with Product Management to ensure targeted training.
Establish a strong partnership with the Product Management team to ensure feedback from the sales process into product development and ensure Product Management is actively leveraged in strategic sales process.
Partner with other brand segment commercial leaders to develop a well-rounded strategy that benefits all areas of the business.
Develop and maintain a thorough understanding of the positioning of Environmental Express and its competitors within the various markets in which we operate.
Review, maintain and manage compliance with key performance indicators, including sales performance, call planning, forecasting, and opportunity management.
Maintain a high level of business and customer knowledge relevant to the area managed, including competitor activity.
Develop and maintain direct contact relationships with key influencers and customers in the marketplace.
Provide regular verbal and written updates and reports to company leadership.
Performs other duties as assigned.