Global Sales Manager - Instrumentation in Lincoln, Nebraska For Sale

Teledyne Technologies Incorporated is a leading provider of sophisticated electronic components and subsystems, instrumentation and communications products, including defense electronics, monitoring and control instrumentation for marine, environmental and industrial applications, harsh environment interconnect products, data acquisition and communications equipment for air transport and business aircraft, and components and subsystems for wireless and satellite communications. We also provide engineered systems and information technology services for defense, space and environmental applications, manufacture general aviation engines and components, and supply energy generation, energy storage and small propulsion products. We serve niche market segments where performance, precision and reliability are critical. Our customers include government agencies, aerospace prime contractors, energy exploration and production companies, major industrial companies, and airlines and general aviation companies. The purpose of the position is to focus all sales responsibility for laboratory products (chromatography and syringe pump) within one individual to maximize the sale of these products in all U.S. and export markets. This individual will have knowledge of domestic and foreign markets and the sales staff. The primary function is to work with regional sales managers and sales representatives to develop and implement complete sales plans for each sales territory in line with corporate growth, profitability, and mission objectives and to assist the Product General Manager in developing and implementing business plans designed to enhance the sales and profitability of Isco laboratory products. Results Expected: 1.Sales Management & Planning: 1.1 Sales Regions: Establishes regional sales territories in both the U.S. and export markets so that regional sales managers can effectively and efficiently provide coverage by selection of direct sales staff or dealers for each territory within the region. In some cases, the global sales manager will directly supervise direct sales staff. 1.2Regional Sales Managers: Selects, hires, trains, motivates and provides leadership to regional sales managers to achieve sales potential in each region. 1.3Sales Plans: With the aid of each Regional Sales Manager and the sales staff, develops, recommends, and implements complete sales plans designed to profitably increase sales of Isco products in each region. 1.4Direct Sales Staff and Dealers: With the aid of the Regional Sales Manager and with the approval of the Product General Manager and the Chief Financial Officer, identifies dealers in each non-US locations to enhance sales of Isco products. With the aid of the regional sales manager, visits and motivates direct sales staff to enhance sales of Isco products. Provides sales tools to Regional Sales Managers and the sales staff to become more effective in selling Isco products. 1.5Sales Goals: Establishes sales goals for Regional Sales Managers and the staff. 1.6Product Training: Plans and implements factory training sessions each year to help direct sales staff and foreign dealers with the training of new or existing salespeople so that they become more effective in selling Isco products. 1.7Product Introduction: Coordinates with marketing personnel and Product Managers all activities for the introduction of new products to the direct sales staff and dealers, including planning and conducting of sales meetings. 1.8Dealer Pricing Strategies: With the approval of the Product Manager and Product General Manager, sets dealer pricing and discount strategies. 1.9Trade Shows: Participates in major national and international trade shows and coordinates such activities with dealers and company personnel to enhance the awareness, acceptance, and eventually the sales of laboratory products. 1.10Regional Sales Manager and Dealer Sales staff Performance Evaluation: Analyzes the sales performance of each Sales Representative, Regional Sales Manager and each dealer in their region and provides this information to sales managers for discussion, recommending appropriate steps that need to be taken where expected sales performance is lacking. Responsible for determining the suitability of existing dealers to continue to represent Isco in their assigned territories and aid the Regional Sales Manager in selecting appropriate sales staff and dealers to replace existing ones, or to establish new sales staff or dealers in uncovered territories. 2.Marketing Information & Marketing Planning: 2.1Marketing Plans: Aids Product managers in developing, recommending, and implementing marketing plans designed to increase sales and profitability of Isco products in all territories. 2.2Market & Customer Profile: Helps Marketing conduct surveys, and gather and analyze data about customers and potential customers of Isco products. Develops a profile of each domestic sales territory or country by estimating market size and annual growth rates during the last 3-5 years and forecasting market size in the next 3-5 years, etc. 2.3Competitive Profile: Continuously monitors and reports to Marketing on competitors, their activities, their market shares, their strengths and weaknesses, the markets they serve, their prices, methods of selling, advertising, etc. and aids Marketing in providing product comparisons to develop strategies to combat competitive moves. 2.4Trends: Monitors any trends that can affect product sales, including but not limited to technological trends, industry trends, government regulations and activities. 2.4.1 Product Strategies: Recommends to Product Managers strategies for existing products and communicates to them the needs for new products. 2.4.2Advertising & Promotion: Recommends to product managers advertising and promotional programs including developing strategies and tactics for advertising, brochures, PR, direct mail campaigns, trade shows, dealer sales tools, and other marketing communications activities. 2.5Sales Forecasts: Generates sales forecasts by product group and by territory to help in optimizing inventory levels and delivery lead times. Equipment Operated: Must be proficient with Microsoft Windows xxxx Professional software, Microsoft Excel, Microsoft Word, Microsoft Outlook and other Microsoft software programs.
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