IDEX Regional Sales Manager - North America in Rohnert Park, California
If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.
JOB TITLE: Regional Sales Manager – North America
REPORTS TO: Senior Director of Global Sales
LOCATION: US Remote
Who is IDEX Corporation?
IDEX (NYSE: IEX) is a leading global manufacturer of diversified products in industries ranging across health, science, safety, fire, and fluidics. Operating in 24 countries, IDEX is an innovative and growing company, focused on delivering excellence through diverse, winning teams. We’re a global provider of applied solutions serving a variety of markets. These include life science and medical technologies, process industry and infrastructure related applications, industrial/municipal fire, and rescue - to name just a few.
Who is IDEX Health & Science (IH&S)?
As a business unit of IDEX Corporation, IH&S has a long history of driving growth in life sciences and healthcare by embracing innovation and redefining the supplier-customer relationship. The work we do every day allows us to discover key insights and break new ground to create some of the most meaningful technologies that have a lasting impact on companies, industries, and society.
SCOPE OF ROLE:
Role can be remote/home based. Exhibits a strong leadership presence across Fluidics (AI + IVD/Bio) in IH&S and significantly drives sales success within the organization, with a focus on the markets in assigned region. Develops, manages, and guides sales activities in fluidics business. Reviews current sales channel strategy to target customers and monitors/modifies channel strategy as required based upon technology, product, geo-political, market, or competitive forces to optimize sales resource efficiency and effectiveness. Ensures the sales team utilizes the CRM (Salesforce.com) for accurate recording of all critical customer information and maintains timely forecasting information. Proposes and reviews policies with management team; then implements and executes sales programs to achieve healthy sales growth for IH&S solutions. . Designs and applies the sales strategy and sales plan through coordinating Global/Key Account Manager (GAM/KAM) activities to achieve assigned business objectives. Identify and bring the right talents on board; train, manage, motivate and develop the talents on the team.
Strategic Sales Planning for Fluidics (AI & IVD/Bio)
Develop a “Top-Down” sales channel strategy that defines SWOT for the Direct OEM, Direct End-User, and Third-Party Distributor/Representative/VAR channels and rationalize results into a well-documented, articulated plan with implementation milestones and timeframes.
Working with GAM/KAM and Product Managers (PM’s), validate “Top-Down” SWOT through building a “Bottoms-Up” sales channel strategy model based on current-state business/market conditions.
Analyze SWOT output to develop the following Sales Channel programs to optimize resource efficiencies for the Sales Organization:
GAM/KAM technical /product/applications skills and training requirements
GAM/KAM business/relationship/communication skills and training requirements
Review Distributor/Representative/VAR channel strategy, geographic distribution of assigned region channel, and develop strategy for potential rationalization of such sales channel activities
Consistent Year-over-Year Sales Growth
Existing products into existing markets and applications
New products into existing markets and applications
New products for new markets and applications.
Definition, training, and deployment of critical customer added-value programs
Regular review with IH&S Management of key KPI’s (Key Process Indicators) – Quality index, OTD index, RMA Warranty Returns index, competitive landscape and pricing/value proposition.
Utilize Operational Excellence programs to leverage our LEAN/VSM/BVVSM activities to strengthen account relationships.
Assess, discuss with management team, and then (if/as decided) implement customer loyalty program to reward long-term consistent strategic customers who are viewed as partners through additional special discounts and/or rewards as compared to standard customer/market pricing models.
New Customer Identification and Engagement
Develop strategy with sales leadership, marketing, and product managers for sales channel activities to explore new customer and market opportunities and provide strategic feedback to IH&S marketing
Training of direct sales resources to quickly assess and characterize potential new customers efficiently through the technology/product/application qualification process
Develop process for direct sales resources to foster strong teamwork with IH&S company marketing, engineering, and operations resources to assess and engage emerging customers.
Develop, implement, and monitor our Direct and Indirect Sales Channel communications strategy using tools to optimize intra-IH&S communications to effectively manage customer opportunities for a high ROI, including: CRM, VoIP, virtual sales/orders financial reporting through rationalized DB to link to multiple IH&S company ERP Systems, etc.…
Ability to travel approximately 50%.
EDUCATION AND EXPERIENCE:
BS/BA required, preferably in the Physical Sciences, Life Sciences, or Engineering.
Advanced technical or business degree required, MBA highly desirable.
A minimum 8 years of progressive experience and responsibility in sales, marketing and /or product management within the analytical instrument, IVD/Biotech instruments/systems, or life sciences laboratory market segment with proven success in assigned region.
A minimum of 3-5 years in their most recent role as a Sales Manager of a multinational high technology company responsible for international and domestic sales professionals.
Proven experience identifying rapid changes and trends within the AI/IVD/biotech/Lab industry, specifically in areas of rapid applications growth.
Solid understanding of Liquid Chromatography and separation and analysis techniques such as Liquid Chromatography/Mass Spectrometry, Laboratory Automated Liquid Handling Systems, and the associated analytical techniques they are deployed in is extremely useful.
Knowledge of non-separation applications such as DNA sequencing, Genomics and Proteomics, Hematology/Flow Cytometry, and combinatorial chemistry to provide high-throughput analysis applications would be very useful.
Excellent customer and internal stakeholder relations skills and a proven record of results with increasing annual sales, managing complex multi-level business-to-business contract negotiations (Volume Purchase Agreements, Joint Product Development Agreements, Joint Venture Sales and Marketing Agreements).
Proven experience defining, developing, executing and negotiating multi-million dollar / multi-year contracts with large multi-national companies.
OTHER SKILLS and ABILITIES:
A thorough understanding of P&L financial reporting and internal functional responsibilities required.
Additionally, the individual must have the ability to collaborate with internal company stakeholders in other functional areas.
Intermediate to advanced personal computer skills.
Outstanding oral and written communication skills across many facets of the business. Secondary and/or tertiary language skills preferred.Strong management skills, internal team building, and proven examples of being or developing Internal Champions for the sales organization to articulate and affect IH&S companies output to achieve sales business objectives.Well organized - ability to address strategic vision for the long-term while driving tactical issues in the short-term.Must possess high-energy, a driven-to-succeed attitude, and provide constant mentoring to KAM/GAM’s.Must have significant experience in driving a global sales organization whose operations manufacture products in a low-to-mid-volume, low model mix, multiple product environment.Must be able to prepare and professionally articulate presentations, legal contracts, and joint strategic planning documents with senior level executives of worldwide multi-national analytical instrument and IVD/biotech instrument companies. IDEX Health & Science LLC., a Unit of IDEX Corporation is an Equal Opportunity Employer committed to workforce diversity
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
Business Unit: IH&S (Shared Services)
Job Segment: HST Health & Science Technologies