National Field Sales Manager Water Diagnostics

IDEXX • Portland, ME

60d • $140,000 - $160,000 • Remote

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. Communicating the true value of our products and services is at the heart of our IDEXX’s commercial business. Our sales professionals develop deep and meaningful relationships offering solutions to meet our customers' unique needs. The Water North America Senior Sales Manager – Field Sales is responsible for managing business activities for the North America Field Sales Team ($100M+ revenue in U.S. and Canada). You will lead a team of field-based sales professionals and be accountable for revenue performance in the region. Your field sales professionals will be partnered with inside sales professionals to achieve shared goals. You will assist in the development of growth-oriented strategies and play a central role in executing our strategic plan in the region. What to expect with this role: Build a sales team culture that fosters cooperation, adaptability, best practice sharing, sales innovation and strong individual commitment to sales excellence and meeting customer needs. Minimize voluntary turnover and maximize retention and career development of sales professionals through promoting a culture of teamwork, open communication, engagement and trust. Accountable for achieving financial objectives for North America field sales organization, including revenue, gross margins, and operating expenses. Collaborate with senior leadership on planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to commercial resources. Manage team of field-based sales professionals. Create results-oriented culture that supports consistent achievement of revenue objectives. Build annual budgets and quarterly forecasts that support consistent goal achievement. Work with direct reports to build territory plans to achieve objectives. Provide coaching and talent development to direct reports. Work with management team to develop goals and compensation system that is aligned with the business objectives, consistent with market, and simple to understand and measure. Responsible for management activities such as assigning work/goals, developing talent, managing performance, establishing work processes and performance benchmarks, developing policies and procedures, and communicating plans and results to senior management. Work with senior leadership and peers to establish expectations for best practices and key metrics (KPIs). Ensure culture of performance, commitment, and accountability related to best practices and KPIs. Work with senior leadership to develop strategies for key growth initiatives. Lead team through execution of strategic initiatives, delivering intended results. Identify and implement strategies to enhance customer experience and align with business goals. Build strong business relationships with team members in related departments to provide for smooth work coordination to accomplish objectives. Provide internal and/or external customer feedback and lead/participate in teams related to new or ongoing project work and other areas as needed. Lead directly and indirectly through a matrix-type organization. Support and improve customer experience. Identify problems, obstacles and opportunities and proactively act to address issues. Strive for continuous improvement. Lead smooth integration of corporate standards with team processes and procedures as applicable. Maintain knowledge of changes and developments in the industry affecting business activities. Perform other duties as assigned. Adhere to IDEXX Purpose and Guiding Principles, leading by example.

Requirements

• Bachelor’s degree or equivalent combination of education and experience required.
• Six or more years of direct sales leadership experience, including managing field-based sales professionals.
• Experience delivering consistent revenue growth and achieving $50M+ budget objectives.
• Ability to hold team accountable for results.
• Experience in life sciences, diagnostics/medical devices, water industry, and/or utility services.
• Corporate or strategic account experience preferred.
• Contract negotiation experience required.
• Excellent customer service and business relationship-building skills required.
• Proven track record managing annual budget process, setting quarterly sales targets, and building/implementing commission plans.
• Experience coaching and developing sales professionals and managing performance based on goal achievement.
• Experience establishing and communicating strategic direction, inspiring teams to achieve goals, and planning and coordinating diverse groups of internal and external stakeholders.
• Project management skills preferred.
• Reasoning and analytical skills to resolve issues.
• Can gather data, draw conclusions, and make effective recommendations and decisions.
• Ability to assess and evaluate implications of quarterly/annual goals attainment, pricing, programs, and customer financial needs.
• Growth mindset with the ability to champion change, challenge the status quo, create and integrate new ideas, and inspire trust.
• Ability to work in a collaborative manner across multiple business units.
• Proven ability to work with a diverse group of people.
• Integrity, authenticity, respect, and confidentiality.
• Initiative, motivation, and creativity.
• Excellent communication and interpersonal skills with the ability to influence others effectively and appropriately.
• Provides performance and other feedback in a timely and effective manner with the ability to work through resistance and receive criticism in a constructive and professional manner.
• Personal computer skills, including Microsoft Office and Salesforce CRM.

Nice To Haves

• Corporate or strategic account experience preferred.
• Project management skills preferred.

Responsibilities

• Build a sales team culture that fosters cooperation, adaptability, best practice sharing, sales innovation and strong individual commitment to sales excellence and meeting customer needs.
• Minimize voluntary turnover and maximize retention and career development of sales professionals through promoting a culture of teamwork, open communication, engagement and trust.
• Accountable for achieving financial objectives for North America field sales organization, including revenue, gross margins, and operating expenses.
• Collaborate with senior leadership on planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to commercial resources.
• Manage team of field-based sales professionals.
• Create results-oriented culture that supports consistent achievement of revenue objectives.
• Build annual budgets and quarterly forecasts that support consistent goal achievement.
• Work with direct reports to build territory plans to achieve objectives.
• Provide coaching and talent development to direct reports.
• Work with management team to develop goals and compensation system that is aligned with the business objectives, consistent with market, and simple to understand and measure.
• Responsible for management activities such as assigning work/goals, developing talent, managing performance, establishing work processes and performance benchmarks, developing policies and procedures, and communicating plans and results to senior management.
• Work with senior leadership and peers to establish expectations for best practices and key metrics (KPIs).
• Ensure culture of performance, commitment, and accountability related to best practices and KPIs.
• Work with senior leadership to develop strategies for key growth initiatives.
• Lead team through execution of strategic initiatives, delivering intended results.
• Identify and implement strategies to enhance customer experience and align with business goals.
• Build strong business relationships with team members in related departments to provide for smooth work coordination to accomplish objectives.
• Provide internal and/or external customer feedback and lead/participate in teams related to new or ongoing project work and other areas as needed.
• Lead directly and indirectly through a matrix-type organization.
• Support and improve customer experience.
• Identify problems, obstacles and opportunities and proactively act to address issues.
• Strive for continuous improvement.
• Lead smooth integration of corporate standards with team processes and procedures as applicable.
• Maintain knowledge of changes and developments in the industry affecting business activities.
• Perform other duties as assigned.
• Adhere to IDEXX Purpose and Guiding Principles, leading by example.

Benefits

• Car allowance
• Exceptional benefits package including 5% matching 401k, pet insurance and more!
• Equity
• Lucrative quarterly and annual incentive compensation based on goal achievement

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees