Regional Sales Leader Upstate NY

Idexx • Rochester, NY

8d • $130,000 - $145,000

About The Position

Communicating the true value of our veterinary diagnostic and technology 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. REGIONAL SALES LEADER-COMPANION ANIMAL GROUP As a member of the sales leadership team, you would manage and drive the regional growth goals as well as lead the team in fostering customer loyalty to IDEXX product and service offerings. This Region includes Buffalo, Rochester, Syracuse, Albany, Hudson Valley, NY, Scranton, PA, Burlington and Southern VT IN THIS ROLE YOU WILL: 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. Maintain active development plans for each individual to promote and support continuing career development and growth. Retain and enhance IDEXX’s customer franchise by fostering great customer relationships through direct customer interaction and by ensuring field representatives meet customer needs through value-added education, service, and support. Facilitate superior customer service through other IDEXX service representatives. Develop a region/market specific business plan to achieve goals. Deliver monthly, quarterly, and annual sales goals, within an expense budget. Ensure proper management of regional operating expenses and P&L responsibilities. Lead change management in a dynamic changing environment and in alignment with IDEXX Guiding Principles and business values. Deliver timely feedback to sales, marketing and product development organization on progress, milestones, new ideas and roadblocks to achieve sales goals. 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. Work with customer and product marketing and other functions to support advancements in strategic direction, new product definition and sales programs, product positioning, promotional initiatives, and sales force automation tools. Perform other duties as assigned.

Requirements

• Bachelor’s Degree in a Scientific or related discipline, Master’s Degree preferred. Scientific or advanced studies a plus.
• Typically, 5-8 years Field Sales experience required.
• Experience in biotechnology, healthcare, or diagnostics environment, preferred.
• 6-10+ years of sales management experience directly managing and leading an outside sales team(s)
• Demonstrated track record of outstanding sales achievement over several years in high technology or medically related products.
• 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.
• Successful sales management of complex product and service line.
• Strong problem-solving and decision-making skills with the willingness and ability to work collaboratively with others in a matrix environment.
• Performance management skills, including coaching, feedback, and individual professional development to enhance sales performance and customer franchise.
• Solid influencing skills with the ability to build support for concepts, engage others, and promote an environment of open communication and teamwork.
• Financial acumen: ability to assess and evaluate implications of quarterly/annual goals attainment, pricing, programs, equipment financing and customer financial needs.
• Technical aptitude, including the medical field and life science.
• Integrity, keeping commitments to employees and customers.
• Drive, initiative and passion for business and team excellence.
• At least 50% overnight travel
• Extensive car and/or plane travel
• Hold a valid drivers license
• Live within the Region
• Occasional weekend work
• Exposure to Veterinary Clinics

Nice To Haves

• Master’s Degree preferred.
• Scientific or advanced studies a plus.
• Experience in biotechnology, healthcare, or diagnostics environment, 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.
• Maintain active development plans for each individual to promote and support continuing career development and growth.
• Retain and enhance IDEXX’s customer franchise by fostering great customer relationships through direct customer interaction and by ensuring field representatives meet customer needs through value-added education, service, and support.
• Facilitate superior customer service through other IDEXX service representatives.
• Develop a region/market specific business plan to achieve goals.
• Deliver monthly, quarterly, and annual sales goals, within an expense budget.
• Ensure proper management of regional operating expenses and P&L responsibilities.
• Lead change management in a dynamic changing environment and in alignment with IDEXX Guiding Principles and business values.
• Deliver timely feedback to sales, marketing and product development organization on progress, milestones, new ideas and roadblocks to achieve sales goals.
• 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.
• Work with customer and product marketing and other functions to support advancements in strategic direction, new product definition and sales programs, product positioning, promotional initiatives, and sales force automation tools.
• Perform other duties as assigned.

Benefits

• Annual Salary $130,000 - $145,000 (we have flexibility if needed)
• Lucrative Quarterly Commission Structure
• Company Car
• Health / Dental / Vision Benefits
• Day-One 5% matching 401k
• Additional benefits including but not limited to financial support, pet insurance, mental health resources, volunteer paid days off, employee stock program, foundation donation matching, and much more!

What This Job Offers

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