Director of Sales North America Water Diagnostics

IDEXX Wateris a global leader in water microbiology testing that offers testing solutions for drinking water, wastewater, recreational water, and more. Our tests deliver improved accuracy with a simplified testing process. Our global team manufactures, sells, and supports water tests that billions of people worldwide rely on every day to ensure the safety of their water supply.

The WaterNorth America Sales Directoris responsible for directing business activities for the North AmericaCommercialTeam($100M+ revenue in U.S. and Canada).You will oversee commercial execution for the team and be accountable for revenue and expense performance in the region. You will be expected to develop and execute commercial growth strategies that support the expanded use of IDEXX products and services in the region.

What to expect with this role:

• Responsibility for strategy development and execution for North America commercial organization. Working with colleagues and direct reports to develop strategies for key growth initiatives (e.g., field service, new product launches, corporate accounts). Ensures strategic plans are appropriately resourced and executed, delivering intended results.
• Leads in a matrix environment, ensuring goal alignment and strategy execution across related functional groups (marketing, sector development, commercial operations).
• Ensures annual plans are developed and budgets are in place to provide adequate staffing and resources to execute strategy.
• Achieve financial objectives, including revenue, expenses, gross margins, and operating expenses, within framework of overall corporate objectives. Have overall control of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to commercial resources.
• Builds strong business relationships with leaders in related departments and throughout the Company to provide for smooth work coordination to accomplish objectives. Aligns and integrates cross-functional teams and provides for cross-organization and cross-functional communication, processes and system improvements. Leads directly and indirectly through a matrix-type organization.
• Leads smooth integration of corporate standards with department processes and procedures as applicable.
• Establishes expectations for best practices and key metrics (KPIs). Ensures culture of performance, commitment, and accountability related to best practices and KPIs.
• Ensures adequate technology and systems resources are budgeted for and available to support the business.
• Maintains knowledge of changes and developments in the industry affecting business activities. May participate in related outside industry groups and forums.
• Performs other duties as assigned.
• Adheres to IDEXX Purpose and Guiding Principles, leading by example.

What you need to succeed:

Bachelor's degree or equivalent combination of education and experience required. Master's degree or equivalent preferred.

• Commercial leadership experience in relevant industry (life sciences, medical devices, water industry, and/or utility services)
• Experience leading people leaders (i.e., managing organization with >1 level of hierarchy)
• Commercial strategy - required experience:
  • Developing strategic plans, implementing strategy across a cross-functional organization.Translating business-level strategy to commercial team plans and goals; developing commercial team strategy that supports higher-level business strategic goals.
  • Demonstrated ability leading commercial transformation (e.g., new sales channel, building sales teams, defining commercial strategy for new market segment)
  • Reasoning and analytical skills to resolve issues. Can gather data, draw conclusions, and make effective recommendations and decisions.
  • Leading teams in a matrix environment. Planning and coordinating groups of internal and external stakeholders. Ability to work in a collaborative manner across business units.
  • Inspiring team to achieve goals, gaining commitment across the organization.
  • Growth mindset, comfort leading through change, high level of independence.
  • Drive, initiative, and breakthrough thinking ability.
• Sales leadership - required experience:
  • 5+ years managing a team of sales professionals.Experiencing leading a diverse, geographically distributed sales team. Ability to hold team accountable for results.
  • Delivering $50M-150M+ revenue budgets.
  • Managing annual budget, quarterly sales targets, commission plans.
  • Coaching and developing sales professionals; managing performance.
  • Contract negotiation experience; proven success growing business with multi-location corporate clients.
  • Integrity, authenticity, respect, and confidentiality.

Personal computer skills, including Microsoft Office.

Work Environment and Travel Demands:

Travel to visit customers and attend industry events, approximately 10-25%.

Travel up to 50% may be required at certain times.

This is a hybrid role, requiring at least two days a week onsite. We welcome candidates within a commutable distance to our Scarborough location or who are open to relocation.

Compensation and benefits:

• Base salary $190,000-210,000 flexible based on experience
• Annual Bonus
• Equity
• Exceptional benefits package including 5% matching 401k, pet insurance and 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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