Director of Sales, North America

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 116 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking a Director of Sales, North America. This position will be based in the US.

Position Summary

The Director of Sales, North America will be responsible for the profitable execution of the North American region. This includes direct accountability for profit & loss, talent management, customer retention, new product launches, territory development, customer satisfaction, corporate strategy execution, product mix, competitive analysis, and forecasting. The Director of Sales, North America will be responsible to roll out and adopt corporate programs and best practices while maintaining a results- driven positive culture within the region. This role is responsible for reaching out to the executive level within CAS customers to network, understanding their needs, and establish long-term relationships by providing products and services that meet their needs. Finally, the successful person must have a passion for science, the challenges that our customers face, and a drive to be an enabler to their success.

Position Responsibilities

• Establish and cultivate new and existing relationships with customers and potential customers through networking and involvement in the industries CAS serves. This must include relationships at the highest level in organizations to ensure there is a holistic understanding of the need.
• Establish sales objectives by forecasting and developing annual sales quotas for territories, projecting expected sales volume and profit for existing and new products, and custom services. This will include the ability to manage all levels/types of account representative sales/support motions: strategic, field, virtual and inside sales.
• Help develop a new sales organization structure.
• Drive adherence to corporate strategy and programs for the designated region.
• Determine annual unit and gross-profit plans by implementing marketing strategies; analyze trends and results.
• Implement national sales programs by developing field sales action plans.
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Monitor trends and provide feedback for costs, competition, supply, and demand.
• Complete sales operational requirements by scheduling and assigning employees, following up on work results, and delegating appropriately.
• Maintain sales staff by recruiting, selecting, orienting, training, and coaching top talent.
• Maintain sales staff results by counseling, disciplining, planning, monitoring, and appraising job results.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Lead team efforts and set a culture of results driven collaboration across CAS and with customers.

Background Experience

Suitable candidate background includes:

• 10 or more years’ experience in a business to business sales capacity
• 5 or more years’ of demonstrated experience managing sales people andopening new sales territories
• Proven track record of sales achievement as an individual contributor and managing a team
• Experience launching new products
• Proven ability to identify, hire, and mentor top sales talent
• Experience selling science related solutions and/or information/intellectual property. This includes experience in approaching customer executives to sell in a consultative manner.
• Strong understanding and capacity to articulate industry-specific value proposition to address customer pain points
• Demonstrated experience with CRM, prospecting, and opportunity management tools/systems, preferably Salesforce.com
• Demonstrated experience with virtual selling tools such as GoToMeeting, Web-Ex and other comparable tools
• Strong communication, presentation, networking, and interpersonal skills
• Fluency in multiple languages a plus

Educational Requirements:

Bachelor’s Degree in science related fields, business, communications, or other related disciplines. An advanced degree preferred.

Travel

Travel is expected to be 50% (domestic and international).

Compensation

An attractive compensation package will be designed to attract the truly outstanding candidate to this critically important position. The package will be offered based on background and experience and will include a Sales Incentive Plan.

Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Minority/Female/Disabled/Veteran