Director Of North America Industrial Sales

At Trojan Technologies, we believe there’s nothing more essential than delivering clean water to the world. That’s especially true in this critical moment, when the world’s supply of clean water is under substantial stress due to industrialization, increasing demand, and rising biological and chemical contamination. Our mission is to stem that tide: to ensure greater water confidence and environmental stewardship for people, industries, and municipalities, improving the lives of over one billion people globally.

As part of our global team, you’ll work alongside customers from municipalities to pharmaceutical and food and beverage companies to build creative, sustainable solutions. You’ll also find a welcoming and supportive team that listens to your ideas and allows you to follow your strengths. All of us feel privileged to work on innovative technologies that bring clean water to the world—we hope you will, too.

Position Summary

Reporting to the Sr. Director of NA Sales, the Director, NA Industrial Sales is responsible for driving business growth for the Industrial vertical in North America. This role will provide action-oriented vision and leadership enabling the organization to achieve strategic sales, revenue and profitability objectives. The role requires leading and maintaining a world class sales organization capable of successfully executing complex, multilevel sales campaigns. Achieve annual sales booking target in excess of $20,000,000.

Accountabilities

• Works with the RSMs to guide a well-trained sales force capable of building and maintaining high level relationships with key customers, gaining access to C suite engagement and selling and working on multi-department sales
• Proactively reviews commercial best practices to ensure competitiveness within a rapidly changing environment
• Executes the annual NA Industrial Sales Plan in order to drive profitable sales growth through accurate sales forecasting (funnel management), effective management of specific projects and Channel Partner relationships
• Implements and supports continuous improvement of a high-efficiency, high-capacity sales process that drives dynamic market penetration & revenue growth

Critical Competencies / Core Behaviours:

• Commercial Savvy: Skilled at managing the entire commercial side of the business, including product development, inbound and outbound marketing, competitors, distribution, sales, pricing and customer
• Strategic Thinking: Seeks, understands, and evaluates data in selecting the best options to pursue.
• Continuous Improvement: Uses DBS tools to drive Customer Satisfaction
• Professional Maturity: Maintains self-control in the face of difficult and provoking situations. Focuses on finding root causes to problems instead of finding who is at fault. Demonstrates the courage and conviction to take difficult actions based on a thorough evaluation of the facts. Respectfully debates issues
• Entrepreneurial spirit: Can successfully take on new and difficult challenges, question the status quo and take risks
• Plan to Action: Prioritizes options, translates intentions into plans and sustainable outcomes.
• Coach and motivate Regional Sales Managers to exceed expectations through the development of incentive programs, team activities, training and mentoring
• Customer Focus (Internal/External): Delivers customer-centric solutions to meet current and anticipated needs.
• Growth: Seizes opportunities to preserve the core and contribute to growing the business.
• Develop / build talent funnel (both internal and external) that will allow team to be agile as evolving market needs change.
• Win as a Team: Empowers diverse perspectives, builds knowledge and skills and cultivates inclusion, belonging and well-being.
• Customer Focus: Builds and sustains positive and collaborative relationships with customers, both internal and external
• Manages by fact: Gathers, analyzes, summarizes data in order to draw rational, fact-based conclusions
• Integrity: Demonstrates moral and ethical principles and does the right thing despite pressure, even when no one is watching.

Qualifications:

• Experience in a Marketing/Vertical role is not required, but would be preferred
• Minimum of 10 years of relevant Technical and/or Sales experience
• Bachelor’s degree in related field required, MBA preferred
• High energy performer who operates as part of a team and whose enthusiasm inspires and motivates teams, peers and customers
• Demonstrated skill and experience in planning and implementing sales plans
• Experience in working with emerging, innovative products
• Marketing, Business planning, and overall leadership strength
• Track record of building strong external alliances and channels in business
• Understanding of the Water regulatory environment and the reimbursement process (preferred)
• Sales management and marketing experience with a demonstrated history of meeting or exceeding sales plans. Preference for a strong Engineering Background
• In-depth experience with sales methods, policies, processes and procedures
• Demonstrated ability to effectively lead a large, geographically distributed and organizationally complex team in a fast paced and dynamic environment
• Ability to travel within region for significant portions of each fiscal year (could be in excess of 60% of the time)
• Ability to understand the long term, “big picture” and short-term perspectives
• Minimum of 10 years of demonstrated success in leading teams selling equipment or consumable products to Industries and/or Municipalities
• High level competency in business management, financial acumen and contracting
• Experience developing high level, C-Suite, relationships in the marketplace
• Problem solving; communication skills; presentation skills

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

If you’ve ever wondered what’s within you, there’s no better time to find out.