Director of Sales, Optical Systems

Company: IDEX Corporation
Location: Bristol
Posted on: September 14, 2023

Job Description:

If you're looking for a special place to build or grow your career, you've found it. Whether you're an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.

JOB TITLE: Director of Sales, Optical Systems

REPORTS TO: VP Sales & Marketing

LOCATION: Anywhere in US; Role can be remote/home based

ITAR/EAR CRITERIA:

These positions may require lawful access to ITAR/EAR controlled information and employees in this role will need to meet those requirements. Requirements include US Citizenship or US Permanent Resident.

Who is IDEX Health & Science (IH&S)?

IDEX Health & Science, Life Science Optics - based in Rochester, New York -IDEX Health & Science's line of products is comprised of a Light Sources Group and an Optical Systems Group. The Light Sources Group manufactures a variety of visible, low to moderate power lasers and laser-based systems uniquely designed for consistent performance. The Light Sources Group offers three basic types of lasers: gas (helium-neon and ion lasers), diode-pumped solid-state (DPSS) lasers, and semiconductor diode laser assemblies. The Optical Systems Group provides the design, prototype and low to mid volume manufacturing of custom lens assemblies and optical systems. The Optical Systems Group also specializes in the design of reliable shutter mechanisms and assemblies.

Our formula for success is simple. We work hard to maintain a culture where you can own your work; you are encouraged to try new ideas in a collaborative environment; and you can apply your skillset to enable our clients to gain a competitive advantage in their own market. At IDEX Health & Science, you have the opportunity to work with a great team of people, mentor others, and build a great future.

SCOPE OF ROLE:

The Director of Sales, Optical Systems is responsible for sales strategy, execution, and performance in our Life Science Optical Systems business. She/he will provide the leadership, strategic vision and functional expertise required to effectively lead the NA based sales team in Life Science Optical Systems. As a player/coach she/he will develop and deploy strategies to achieve sustainable, profitable growth.

The individual in this role will be accountable for driving sustained profitable sales growth for the Optical Systems business, while exploring and cultivating new accounts in IH&S-identified strategic markets. This leader must have deep knowledge of technologies and applications in the Life Sciences / Biotech market (i.e next generation sequencing, PCR, spatial profiling, DNA synthesis, and common molecular biology method).

A significant part of the role will be devoted to prospecting and developing new accounts in strategic markets by guiding new/initial projects to the point of production, and then handing them over to their respective Account Manager.

ESSENTIAL DUTIES:

• Strategic Sales Planning for Optical Systems
• Develop a "Top-Down" global sales channel strategy that defines SWOT for the Direct OEM, Direct End-User, and Third-Party Distributor/Representative/VAR channels and rationalize results into a well-documented, articulated plan with implementation milestones and timeframes.
• Working with RSM's and Product Line Managers (PLM's), validate "Top-Down" SWOT through building a "Bottoms-Up" global sales channel strategy model based on current-state business/market conditions.
• Analyze SWOT output to develop the following Sales Channel programs to optimize resource efficiencies for the IH&S global Sales Organization:
• RSM technical /product/applications skills and training requirements
• RSM business/relationship/communication skills and training requirements
• Review Distributor/Representative/VAR channel strategy, geographic distribution of global channel, and develop strategy for potential rationalization of such sales channel activities
• Consider the potential application of volume discount tiers, rebate schemes, or other pricing optimization strategies that may be needed to support the sales strategy.
• Develop a consistent framework for the identification of "Target 80s," those accounts with minimal current revenue, but require additional attention or support because they are judged to be future 80s. What are the criteria for designating them as Target accounts, what business processes need to be optimized to best support Targets.
• Consistent Year-over-Year Sales Growth
• Existing products into existing markets and applications
• New products into existing markets and applications
• New products for new markets and applications.
• Customer Service
• Definition, training, and deployment of critical customer added-value programs
• Regular review with IH&S Sr. Management of key KPI's (Key Process Indicators) - Quality index, OTD index, RMA Warranty Returns index, competitive landscape and pricing/value proposition.
• Customer Retention
• Development of Operational Excellence programs to leverage our LEAN/VSM/BVVSM activities to strengthen account relationships.
• Assess, discuss with IH&S Sr. Management, and then implement customer loyalty program to reward long-term consistent strategic customers who are viewed as partners through additional special discounts and/or rewards as compared to standard customer/market pricing models.
• New Customer Identification and Engagement
• Develop strategy with marketing for sales channel activities to explore new customer and market opportunities and provide strategic feedback to IH&S marketing
• Training of direct sales resources to quickly assess and characterize potential new customers efficiently through the technology/product/application qualification process
• Develop process for direct sales resources to foster strong teamwork with IH&S company marketing, engineering, and operations resources to assess and engage emerging customers.
  EDUCATION AND EXPERIENCE:
  
  • Bachelor's degree in Science or Engineering required.
  • Advanced technical or business degree desirable.
  • A minimum 8 years of progressive experience and responsibility in sales, marketing and /or product management in life sciences market segment.
  • Experience in B2B sales with precision engineered products that have long product development sales cycles (18-24 months).
  • A minimum of 3 years as a Sales Manager responsible for direct sales team members.
  • Experience in optics/photonics and imaging or life sciences instrumentation, preferred.
  • Proven experience identifying rapid changes and trends within the life sciences and/or biotech industry, or with knowledge of optics, imaging, and instrumentation.
  • Excellent customer and internal stakeholder relations skills and a proven record of results with increasing annual sales, managing complex multi-level business-to-business contract negotiations (Volume Purchase Agreements, Joint Product Development Agreements, Joint Venture Sales and Marketing Agreements).
  • Proven experience defining, developing, executing and negotiating multi-million dollar / multi-year contracts with large multi-national companies.
    Characteristics:
    
    • Humility : wants credit to go to the team. Not afraid to ask for help and seek guidance. Receives criticism with grace, willing to change direction when presented with a better solution.
    • Customer focus: Dedicated to meeting expectations of internal and external customers; gets first-hand customer information and uses for improvements; oriented to solving customer challenges; establishes and maintains relationships, gains trust & respect.
    • Builds effective Teams : Proven ability to develop and inspire high performing teams that are focused on execution and meeting the financial, operational & people objectives. Able to telescope from senior customer/executive interactions to resolving operational issues. A hands-on leader who leads by example and inspires others, at all levels to strive for success and excellence.
    • Strategic thinker : Grasps complex issues. Assimilates info quickly, does not get overwhelmed when needing to move fast from one topic to another. Develops clear strategies and translates to specific actions to execute. Experience turning market data into strategic plans for growth. A thorough understanding of P&L financial reporting and internal functional responsibilities required.
    • Growth mindset with a proactive drive for results: Action-oriented, focused on producing good outcomes. Can be counted on to exceed goals; consistently a top performer. Focused on the things that matter most. An anticipatory style with a track record of changing outcomes. Well organized - ability to address strategic vision for the long-term while driving tactical issues in the short-term.
      OTHER SKILLS and ABILITIES:
      
      • A thorough understanding of P&L financial reporting and internal functional responsibilities required.
      • The individual must have the ability to collaborate with internal company stakeholders in other functional areas.
      • Well organized - ability to address strategic vision for the long-term while driving tactical issues in the short-term.
      • Must possess high-energy, a driven-to-succeed attitude, and proactive mindset and sense of ownership in working.
      • Must be able to prepare and professionally articulate presentations, legal contracts, and joint strategic planning documents with senior level executives of worldwide multi-national instrument companies and start-ups alike.
      • Must be comfortable working under pressure.
      • Able to travel via automobile, airplane, train, or bus, both domestic and international. Travel may include multiple week trips. Ability to travel approximately 50%.
      • Proficient in using electronic devices such as mobile phones, smartphones, and computer equipment.
      • Intermediate to advanced personal computer skills.
      • Outstanding oral and written communication skills in English across many facets of the business. Secondary and/or tertiary language skills preferred.
        Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
        
        IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
        
        Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.
        
        Job Family: Sales
        
        Business Unit: IH&S (West Henrietta COE)

Keywords: IDEX Corporation, Bristol , Director of Sales, Optical Systems, Sales , Bristol, Connecticut