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Danaher Corporation Sr. Director of Sales, North America in Boston, Massachusetts

About the Sr. Director of Sales role:

Reporting to the Vice President of Global Sales and Service, the Sr. Director of North America Sales is responsible for influencing our strategy and effectively executing that strategy through OTT HydroMet’s North America (NA) sales organization. This is a key leadership role with responsibility for NA solution sales across OTT HydroMet’s brands in the Hydrology, Meteorology, and Solar Renewables market segments.

You will be responsible for growing, developing, and maintaining a professional sales organization. This individual must have the capability to deliver profitable sales growth, through installed base share gain, competitive account acquisition, and new solution introduction. In this role, she/he will participate in key corporate strategic planning efforts for sales including go-to-market organization evolution, talent review/development, and development of short and long-term business strategies, including the growth of our comprehensive hardware and software solutions in partnership with our sister operating company Aquatic Informatics.

Additionally, the role offers the successful candidate opportunity to be considered as a successor to the Vice President of Global Sales and Service.

  • Ensure the team is doing the rights things (focusing on the critical few) and doing things right (leveraging the Danaher Business System and best demonstrated practices)

  • Provide direct supervision for sales leaders and sales associates across direct and indirect sales channels serving all customers in the US and Canada

  • Develop sales goals and objectives that are in alignment with company strategy; Establish annual OTT HydroMet sales targets and cascade these targets to team leaders and individual sellers

  • Ensure associate objectives and incentive compensation plans are clearly defined, communicated, and if fully achieved will exceed the company sales target (aim above the bar to ensure we clear the bar)

  • Provide vision and guidance to the organization by building relationships with key customers, channel partners, and market collaborators to identify high-value customer problems to be solved and aligning them with current and potential OTT HydroMet solutions

  • Lead sales forecasting process; Manage the monthly sales reporting process, tracking, analyzing, and reporting measurements such as orders, sales, revenue, and actual progress to goal

  • Provide updated forecasts each month, based on solid visibility to sales opportunity funnel and a firm understanding of potential risks & upsides; Partner with other functional leaders to mitigate; Gather upside to ensure the forecast commitments are consistently achieved

  • Engage with the company’s Product Planning Group (PPG); identify and support innovative growth opportunities in close collaboration with Product Management, R&D, Marketing, and other business functions

  • Evaluate the current sales activities to identify areas of strength and assess those activities that must be improved to maximize commercial productivity, as well as future growth, primarily focused on Danaher Business System (DBS) Growth Competencies.

  • Ensure key productivity tools (e.g. Salesforce.com) are being used effectively; reinforce this by using these same tools when leading business and funnel reviews

Are you qualified?

  • Bachelor's degree is required; Master's degree is strongly preferred

  • 15+ years of progressive commercial experience; A minimum of five years of commercial leadership experience; Experience in an organization that serves similar customers or sells similar products is a strong plus

  • Demonstrates leadership and commercial acumen that positions the candidate as a leader who will ultimately develop as a VP Sales or P&L leader

  • Delivers results; Demonstrated experience successfully leading and coaching new account acquisition and existing account expansion in both equipment and software (SaaS) selling environments

  • Possess exemplary leadership skills with experience in coaching and developing front-line sales leaders and high-performing sales teams across direct, indirect, and inside sales channels

  • Excellent analytical skills and solid business acumen with the ability to balance the needs of the marketplace with sound business judgment

  • Deep expertise and understanding of sales funnel management and CRM systems (Salesforce.com preferred)

  • Possess deep expertise in value selling sales methodologies and concepts (i.e. Question-Based Selling and/or Challenger Selling)

  • Continuous improvement mindset

  • Superior written & verbal communication skills – clear, concise & instills confidence

  • Global experience a plus

  • Travel will be approximately up to 50%, including both day trips and overnight travel

    The salary range for this role is $148,000 - $190,000 . This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range and this range is only applicable for jobs to be performed in Colorado. This range may be modified in the future.

    This job is also eligible for bonus/incentive pay up to 50% of the base salary.

    We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees.

    You can apply for this role through the Careers Page at https://jobs.danaher.com/global/en/ (or through the Workday “Find Jobs” function if you are a current employee).

    Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remain in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

When you join us, you’ll also be joining Danaher’s global organization, where 69,000 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 (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. 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.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at 202.419.7762 or applyassistance@danaher.com to request accommodation.If you’ve ever wondered what’s within you, there’s no better time to find out.

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