WQP Mexico Commercial Director
POSITION SUMMARY:
WQP Mexico Commercial Director will be responsible for effectively developing and leading the strategic vision for Reactivos y Equipo and Hach sales organization. The WQP Mexico Commercial Director is a key leadership role with responsibility for sales totaling approximately $25 million USD in revenue sold through direct, Distributors and indirect sales channels.
As the WQP Mexico Commercial Director, this individual will be responsible for developing and maintaining a professional sales organization, effectively leading the sales organization through change. This individual must have the capability to deliver sales growth, profitability through market penetration and successful new product commercialization. In this role he/she will participate in key corporate strategic planning efforts for sales including organization and people review, plus development of short and long-term business strategies, including budgeting.
This position will manage and develop strategic sales plans, including coordination of strategic actions across Comercial and BU functions. The Sales Directors is a key leadership role with responsivity to manage Application Development strategic sales and Key account teams across multiple verticals.
The position is responsible for hiring, training, directing and evaluating 4-6 direct reports.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Provide effective leadership for a changing and evolving sales organization.
• Provide vision and guidance to the organization to address competitive and changing market dynamics.
• Evaluate the current sales activities to identify areas of strength and assess those activities that must be improved to meet the demands of current sales, as well as future growth.
• Continually monitor technological changes, market trends, competitive products/pricing, and be a key participant in identifying and analyzing the products to be developed for and channeled to the market place.
• Achieve revenue objectives set forth by senior management by disseminating regional budgeted performance goals and implementing value selling philosophy, sales funnels and action plans
• Coordinate, prepare and implement the divisional sales and expenditure budgets; monitors actual vs. budgeted performance, implementing corrective measures as appropriate; report goal accomplishment and variance analysis on a monthly basis
• Lead and develop team by establishing annual goals; hiring and training new associates; and coaching, monitoring and appraising individual performance through the use of policy deployment tools and top grading processes with a focus on kaizen and continuous improvement
• Lead and participate in business review meetings, product tollgate reviews and other key strategic business initiatives
• Interface with Vertical Marketing Managers to define and implement vertical market strategies, campaigns, and voice of the customer (e.g. new product development, product life cycle, new product launch, etc.) 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
• Design and implement standards of accountability for others in the organization that can be used to focus, guide and set high standards of performance for others in order to achieve business results
• Develop and implement sales incentive programs; measure and report incentive program effectiveness
• Generate alliances internally and externally by continuously identifying and acting on those things that will create success for Hach and its customers and representatives
• Develop and use collaborative relationships for the purpose of accomplishing work objectives; developing relationships with other individuals by listening, sharing ideas,
• Continue to build a world-class team that is highly competent, customer focused and growthoriented. This includes identifying opportunities to "raise the bar" for individual team members and as a team.
• Responsible for continued sales growth and share gain from assigned key accounts.
• Develop and drive annually some detailed sales plan identifying sales objectives, new sales opportunities and top strategic
CRITICAL COMPETENCIES
• Delivers results; demonstrated track record of driving sales growth, customer expansion and market share growth
• Process orientation with a proven track record of profitable growth and an excellent reputation for leadership in value-based selling process, and account management
• Demonstrated experience increasing revenue within existing accounts by broadening or deepening product placement
• Having both strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths and weaknesses while devising winning sales strategies
• Strong financial, bottom-line orientation.
• Excellent analytical skills and solid business acumen with ability to balance the needs of the market place with sound business judgment
• Demonstrated ability to meet objectives, drive results and operate with the highest level of urgency in solving problems

QUALIFICATIONS:
• An undergraduate degree is required with preference given to a major in Chemistry, Biology or Environmental Science; an MBA is strongly preferred
• 7 to 10 years of experience managing sales teams during periods of change and growth.
• 10 to 15 years of solid, progressive sales experience within an organization known for having a progressive sales function.
• Must be perceived as someone who can assume greater responsibility and ultimately develop as a VP Sales or P&L manager
• Experience in business that serves similar customers or sells similar products is a definite plus
• Formal sales training is preferred with strong preference given to exposure to value selling concepts
• High potential performer with a solid track record of accomplishment and logical career progression.
• Travel will be approximately 50-75%, including both day trips and overnight travel.
Relationships:
This position reports General Manager WQP Platform in solid line. For WQP Mexico Commercial
Director will be a team of 3 Sr. Divisional Sales Managers each of whom has teams of 5 to 7 direct sellers, key account managers and professional sales support managers.
The total staff for this position is approx. 50 associates (indirect).

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