As a member of the sales leadership team, manage and implement the strategic sales direction for IDEXX Diagnostic Imaging Solutions revenues and regional growth goals. Drive regional recurring revenue and sales growth and foster customer loyalty to IDEXX product and service offerings. Develop region/market specific business plan to achieve goals.
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.
WHAT YOU NEED TO SUCCEED:
- 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.
- Demonstrated track record of outstanding sales achievement over several years in Radiology equipment, HIS/RIS/PACS or other diagnostic related products.
- 5-10+ years of sales management experience directly managing an outside sales team strongly preferred.
- 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.
- Occasional weekend work.
What you can expect from us:
- Annual base salary range is $135,000-165,000.
- Lucrative quarterly commission structure.
- Health / Dental / Vision benefits day one.
- Cell phone, computer and corporate credit card provided.
- 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 so much more!
Why IDEXX?
We're proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from disease. We have customers in over 175 countries and a global workforce of over 10,000 talented people.
So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
Let's pursue what matters together.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws.
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