Director of Sales - Optical Filters

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 ( around the globe, chances are, we have something special for you. Who is IDEX Health & Science (IH&S)? As a business unit of IDEX Corporation, IH&S-Life Science Optics has a long history of driving growth in life sciences and healthcare by embracing innovation and redefining the supplier-customer relationship. The work we do every day allows us to discover key insights and break new ground to create meaningful technologies that have a lasting impact on companies, industries, and society. SCOPE OF ROLE: The Director of Sales, Semrock Optical Filters is responsible for sales strategy, execution, and performance in our Semrock Optical Filters business. She/he will provide the leadership, strategic vision and functional expertise required to effectively lead the OEM sales team. This leader must have deep knowledge of B2B sales and optical instrumentation in the Life Sciences / Biotech / Medical Instrument markets. The individual in this role will lead our global OEM sales team, developing their annual account plans and collaborating on customer growth strategies. This individual will work closely with Product Management, Marketing, and Pricing teams to develop winning strategies. The role will involve developing new accounts in strategic markets through key customer relationships and strategic partnerships and transferring opportunities to the Account Manager. ESSENTIAL DUTIES: Strategic Sales Planning for Semrock Optical Filters Develop a 'Top-Down' global sales strategy that defines SWOT for the Direct OEM, and Third-Party channels and rationalize results into a well-documented, articulated plan with implementation milestones and timeframes Work with Account Managers (AM), Product Management and Sales Operations to validate and refine 'Top-Down' plan against 'Bottoms-Up' models Analyze SWOT output to develop the following Sales Channel programs to optimize resource efficiencies for the IH&S global Sales Organization: AM technical/product/applications skills and training requirements AM business/relationship/communication skills and training requirements Review Third-Party channels, for expansion or rationalization Contribute to pricing strategies to support the sales strategy Develop standard work for 'Target 80s' accounts; smaller accounts deserving of additional support because of growth potential 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 Coordinate training of sales teams to qualify new customers efficiently Foster collaboration across broader IH&S sales, marketing, engineering, and operations to successfully target and develop new strategic customers Customer Retention Develop and implement customer loyalty programs (ex. rebates, LTAs) aligned to our operational goals to balance account stability with profitability Regular review with IH&S Sr. Management of key customer KPI's (Key Performance Indicators) - Quality index, OTD index, RMA Warranty Returns index, competitive landscape and pricing/value proposition to secure existing accounts EDUCATION AND EXPERIENCE: Bachelor's degree in science or engineering preferred. 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 (cycles of 6 to 24 months). A minimum of 3 years as a manager responsible for a team of 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 relationship skills Proven record of increasing annual sales and securing multi-million dollar / multi-year business relationships with large multi-national companies. Characteristics: Humility : wants credit to go to the team. Actively seeks feedback and demonstrates willingness to change 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. Able to telescope from senior customer/executive interactions to resolving operational issues. Leads by example and inspires others, at all levels to strive for success and excellence. Strategic thinker : Assimilates information quickly and capable of moving 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. 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 sense of ownership 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 both domestically and internationally. Travel may include multiple week trips. Ability to travel approximately 50%. Intermediate to advanced personal computer skills. Outstanding oral and written English communication skills. Secondary language skills a plus. 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. 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 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)

Created: 2024-10-19