Desalitech North America Industrial Sales Leader
Role Overview: DuPont Water Solutions is a $1.1 Bn fast-growing business, globally recognized as the technology leader for the Water Industry. DuPont Water Solutions has three major component technologies namely: Reverse Osmosis (RO), Ion Exchange Resin (IER), and Ultrafiltration (UF) and innovative application technology called Closed Circuit Reverse Osmosis (CCRO) through the recent acquisition of Desalitech, now a wholly owned subsidiary.
DuPont Water Solutions participates in industrial water, wastewater, municipal, residential, nutrition, and pharmaceutical markets. The business will leverage its leading market share, unparalleled global reach and performance driven innovation to grow 7-10% over the next 5-7 years to continue to bring water sustainability across markets and around the globe.
Reporting to the Desalitech Global Sales Leader, the North America Industrial Sales Leader position will be a key position focusing on top KPIs such as:
Deliver revenue & margin targets for Desalitech CCRO
Deliver related financial goals (Travel Expense Budgets, etc.)
Plan, forecast, and report on regional business performance according to Desalitech requirements
Manage pricing, and margin according to regional targets and priorities
Lead demand generation and conversion into new business
- Builds and tracks project progression in Salesforce.com
Drives commercial implementation of Desalitech strategy; ensures alignment of inside sales and field account managers goals and objectives, aligned with marketing plans
Sells water purification technologies and/or services to new clients, and expand business sales to existing accounts, manages all aspects of the selling process
Manages product/service mix, pricing and margin according to targets and priorities defined by determined by Global Sales Leader
Supports regional promotion such as customer seminars, tradeshows
- Seeks and Develops:
Opportunities to capitalize on / compensate for market changes
Knowledge about the market, competitor activity and shares
Develops and maintains key external business relationships needed to implement growth strategy and business development activities
Develops select strategic external business relationships to drive breakout, needle-moving growth
Thorough understanding of customer needs, both stated and unarticulated
A clear understanding of Desalitech business objectives, in alignment with DWS vision, values, culture and strategies
Act as a change agent, modeling the appropriate creative leadership and business ownership behaviors throughout the organization to deliver growth.
Develop and own bookings forecast for use by Integrated Business Planning (IBP) teams to efficiently manage the business
Develop and execute NA sales plan aligned to Desalitech marketing strategy and business priorities
Be a resource to the business on competitive intelligence
Be knowledgeable on market trends and insight. Provide voice of customer input on key Innovation programs.
Maintain a high degree of knowledge on Desalitech technology.
Demonstrated strong leader with proven experience in the challenger sales process
Leads, coaches and mentors a high-performance team of:
Inside sales rep focused on demand generation, and
Regional account managers who manage industrial sales efforts within a given geography, who prospect, qualify, and close opportunities across all industrial markets
Identifies and nurtures Key Talent; ensures each employee has development plans in place accordingly; coaching and developing inside sales and account managers’ skills and enhancing their ability effectively manage accounts and utilize account management tools
Develops appropriate group budget, approves account manager travel expenses, ensuring compliance
Champions and drives “sales excellence” and the use of tools such as salesforce.com, mobile applications, etc. to improve productivity, agility and drive growth
Develops and maintains key internal business relationships needed to implement growth strategy and business development activities
Participate in all key performance management activities - goal setting, employee development plans, performance reviews, etc.
- Excellent business and financial acumen;
- 4 year degree, MBA preferred
Clear and concise communication skills with all levels of the organization
Ability to drive decisions and implement plans across all stakeholders
Ability to provide guidance to front-line sales teams
Ability to work cross-functionally, influencing others to achieve results
- Ability to travel up to 50% of time
Team player with excellent interpersonal, data and options analysis, and communication skills
Demonstrated integrity and leading by example
Accomplish all assigned duties safely