Global Sales Manager

CERTUS Food Safety's picture
Job Description: 

At CERTUS our vision is to be recognized globally as an innovative leader in food safety by providing a rapid pathogen detection system that offers an unmatched combination of the simplest workflow, precise results and in-house plant management. Headquartered in Chicago, Illinois we are actively seeking talented people to help us grow our business. As part of our expansion into the North American and European market, CERTUS is hiring a Global Sales Manager.

A ground floor opportunity, this position allows you to contribute outstanding team building and leadership experience with customer consultation, rapport building, opening doors and understanding business requirements of senior decision makers. Reporting to the company President and starting this fall, the Global Sales Manager will lead all aspects of establishing and growing sales operations for CERTUS and will bring a demonstrated track record of meeting and exceeding goals as an individual contributor and as a team leader. The Global Sales Manager is primarily responsible for achieving the commercial budget (sales, margin) by successfully driving the implementation of CERTUS sales operations and optimizing sales performance. 

The core components of this position include: Start Up: 3rd Party Lab ELISA test systems Operations Establishment: Develop Sales,Operations in North America and Europe for new products, Team Leadership: Build & Motivate Sales team and channel partners, Customer Growth: Initiate and expand consultative customer relationships, and Operations Management: Manage all aspects of the CERTUS Sales Operation.

Responsibilities & Duties: 

Start Up:

  • As part of the CERTUS product portfolio, successfully launch in the United States the distribution operation of an established 3rd party lab based ELISA test system that already has significant penetration in other world regions
  • Maintain growth of sales and operations with U.K. based principal

Operations Establishment:

  • Develop a long-term sales strategy designed to achieve revenue goals in the food safety market
  • Develop sales techniques around the product value proposition for the end user
  • Develop a scalable sales process including training and development materials
  • Participate in the recruitment, development and retention of top salespeople and regional channel partners
  • Lead commercial beta test marketing prior to final product launch

Team Leadership:

  • Set targets, performance plans, and rigorous, objective standards for sales team and channels
  • Oversee regional and local sales team
  • Motivate and engage the sales team and regional channel partners
  • Optimize the sales organization. Manage and develop the sales team by ongoing monitoring and coaching, organizing SBO meetings
  • Responsible for CRM implementation and robust utilization
  • Plan and implement training programs. Hold regular skills training sessions with internal or external sales trainers
  • Plan professional development and team building activities for sales team
  • Set targets, performance plans, and rigorous, objective standards for sales team and channels

Customer Growth:

  • Maintain a deep understanding of customer needs and monitor their preferences
  • Create and execute territory and account plans to attain sales objectives
  • Drive new customer conversions while managing the existing base of customers
  • Build strong relationships with Key Opinions Leaders and industry C Suite
  • Travel to work with distributors and prospective customers for sales calls, meetings and trainings
  • Provide first level technical support in troubleshooting and establishing competency in running the CERTUS System
  • Record customer interactions in CRM database highlighting any changes in product usage or key personnel
  • Resolve escalated customer issues and customer complaints regarding sales and service
  • Provide advanced negotiation and contract management expertise

Operations Management:

  • Determine and assign sales quotas, targets, and/or goals
  • Project and forecast annual and quarterly revenue and for one or more sales territories
  • Track sales team metrics and share them with company leadership
  • Analyze sales data on sales results and develop plans to address performance gaps
  • Collaborate with marketing group to develop lead generation plans
  • Prepare budgets and approve expenditures
  • Provide expertise when setting and adjusting pricing plans and discount rates
  • Monitor competition, economic indicators, and industry trends
  • Monthly planning reviews with management reporting on results and plans
  • Attends trade shows or other exhibits to promote organization products and services, answers customers’ and visitors’ questions and explains or describes value of products
  • Schedule travel arrangements within provided expense budget
  • Manage global forecast and product demand for efficient business inventory management
Requirements: 
  • Sales Executive with at least 5 ~ 10 years successful sales experience in food testing industry
  • Consultative Sales operational development
  • International Sales Channel development
  • Working in a start-up operation
  • Pathogen Detection
  • Food Safety /Diagnostic Biotechnology
Education: 
  • B.S. degree in Food Science, Microbiology, Biology or life science field
  • MBA preferred
Skills: 
  • Verifiable history of sales success in brand growth and new product launch
  • Demonstrated ability to articulate the rapid and traditional methods of pathogen detection
  • Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers
  • Strong coordination, organization, team building, and communication skills
  • Ability to work under pressure and with time constraints
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public
  • Ability to establish, manage and achieve global sales results
  • Skilled at creation, Evaluation and communicating sales and financial reports
  • Technical proficiency, sales creativity, the ability to manage others as well as contribute independently
  • Ability to travel 50-75%

Our company is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression, or any other basis protected by local, state or federal law.

This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.