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Vice President, Global Sales (Wilmington, MA)

DIVISION:                     Rigaku Analytical Devices (Wilmington, MA)

POSITION:                   Vice President, Global Sales

REPORTS TO:             Interim President

Job Summary:

The Vice President, Global Sales will have the overall responsibility for commercial operations of a rapidly growing scientific instruments manufacturer that serves the Security and Pharma/Chem/Academia markets. Responsible for revenue of company, and development of sales strategies for each target market segment.   Responsible for development, maintenance and management of sales channels and sales operations.

Supervisory Responsibilities:

  • Collaborate with the various team leaders to manage the following business functions: 
    • Sales (inside, outside sales and partners)
    • Technical Support
    • Education & Training
    • Marketing (both internal and contracted resources)
  • Oversee the recruiting and professional development of all members of the sales teams to ensure skills and abilities are aligned with present and future needs.
  • Drive the annual performance review cycle as per QMS requirements, when applicable (direct reports).
  • Accountable of customer purchasing orders T&C compliance, as per QMS requirements.
  • Accountable of sales process improvement through business metrics, preventive, correction actions and process changes.
  • Support and promote Quality Management System culture throughout the RAD organization.
  • Coordinate, or manage cross-functional teams for the development of market-specific additional requirements and auxiliary products.

Duties/Responsibilities:

  • Responsible for establishing and executing annual sales plans to meet company’s global business objectives. This includes: 
    • 90 days bookings forecast.
    • Quarterly bookings projection. 
    • Quarterly Sales Inventory Operations Planning (SIOP) demand plan and meeting with operations.
    • Develop territory sales targets.
    • New product introduction outlook /projections.
    • Updates and modifications to plans to meet evolving market conditions and emerging opportunities.
  • Oversee all sales activities.
  • Oversight of Sales annual budget.
  • Create and implement detailed strategies for the company to penetrate potential new markets or new customer relationships.
  • Strategic planning including corporate positioning, competitive analysis, customer segment selection, penetration plans and related product positioning.
  • Develop sales strategies, evaluate market conditions, and recommend policy changes to encourage maximum sales activity.
  • Align sale’s organizational structure with future growth initiatives.
  • Help develop new and innovative marketing strategies to:
    • Improve overall brand identity in existing channels.
    • Increase brand awareness within new sales channels.
    • Leverage partner/client preferred marketing vehicles.
    • Create demand for products.
  • Meet or exceed all revenue & profitability goals while maintaining alignment with corporate business objectives.
  • Successful collaboration with various corporate departments to achieve sales and overall strategic objectives of the company.
  • Ensure close collaboration between sales team and product management team towards identification of product needs and tuning of product positioning and value proposition.
  • Assigns tasks, sets priorities, and regularly assesses performance of sales team members.
  • Collaborate with VP, Marketing to help develop marketing and communication plans, including, but not limited to: 
    • Branding.
    • Public relations.
    • Advertising.
    • Trade shows.
    • Market analysis and research.
    • Website design and content management.
  • Regular travel to customer locations and trade events (greater than 40% travel).

 Required Skills/Abilities: 

  • Superior verbal and written communication skills. 
  • Proficient in Microsoft Word, Excel, PowerPoint, and related software.  

 Education and Experience:

  • A four-year degree is required with an MBA preferred. A science or technical degree in an appropriate science or closely related field would be a plus. Vibrational spectroscopy experience would be especially beneficial but is not mandatory.
  • Minimum of 15 years of increasing responsibility within the optical, diagnostic, industrial, forensic, educational, or related scientific products segment in a variety of service / marketing and sales positions
  • A five-year record of growing the top line and the bottom line of a related business with at least $25-$50 million in annual sales.
  • A demonstrated capacity for strategic planning as well as tactical implementation. Will have successfully designed and executed such plans within the diagnostic and/or medical supply segment.
  • Successful track record of effective communication and teaming at a global organization with demonstrated results in new product development, sales/profitability increases and market share gains.
  • Demonstrated capability in the leadership, selection, development, training, and management of sales professionals. Understands the role of the sales function and how to implement the plan through it. The successful candidate will have a reputation as a strong leader, an excellent communicator, and a superb developer of management talent.
  • Successful track record of early identification and development of new technologies and applications which enhance the organization’s ability to effectively market, sell and service existing and new customer solutions systems.
  • Familiarity of how the philosophies and practices of large companies interface and contribute to those of smaller semi-autonomous companies.
  • Experience with both direct and indirect sales representatives and international resellers.

Physical Requirements: 

  • Prolonged periods sitting at a desk and working on a computer.
  • Must be able to lift up to 25 pounds at times.

 Must be able to meet minimum qualifications to apply.

Rigaku offers a rewarding work environment and excellent benefits. All applicants are kept in strict confidence. Benefits package including Health, Dental, Vision, STD, LTD, Life insurance, section 125 flexible spending accounts, 401(k) plan and more. Rigaku is an EEO/AA Employer Disabled/Veteran. Applicants must be able to prove they can legally work in the US.