Industrial Sales Director, Americas

About the Company

Brooks Instrument (www.brooksinstrument.com), an industry leader in flow measurement and flow control products for critical applications, and a division of ITW (A Fortune 200 Company) is seeking candidates for the Americas Industrial Sales Director position. The company is headquartered in Hatfield, Pennsylvania (Suburban Philadelphia) with manufacturing locations in the U.S., Hungary, Korea and Malaysia. The Company also operates sales and service centers across the U.S. and around the world.

Our products are used in laboratory and process applications in end markets such as: life sciences, chemicals, oil & gas, semiconductor, analytical instruments, thin films & coatings, food & beverage, and solar cells. The comprehensive Brooks product line includes a wide range of integrated technologies and models to solve most precision flow measurement and control challenges. These include thermal mass flow, variable area (VA), pressure & vacuum, coriolis mass flow to measure, regulate, and control gas and liquid flow in a variety of laboratory and process applications. These products are frequently mission critical and are often configured to address specific technical requirements of end use applications. A range of accessories such as gas flow calibrators, pressure controllers, valves, and secondary instrumentation is also offered. Brooks has a venerable brand driven by consistently delivering products that are unsurpassed for reliability, repeatability, accuracy, and performance.

Established in 1946, the company has established a dominant market share in variable area flow meters and thermal mass flow controllers, as well as unique capabilities in alternate instrumentation technology. The business has consistently delivered steady and profitable returns on investment. Strong end market expansion and a focus on organic growth have driven double digit growth at Brooks in recent years. The company has a strategic agenda focused on customer backed new product innovation, service and operational leadership, emerging market penetration, and organic growth.

Position Summary

Reporting to the Vice President of Industrial Sales, the Americas Industrial Sales Director is responsible for sales into the Americas industrial market. The industrial market for Brooks includes a wide variety of applications found in the: petrochemical, biotech/pharmaceutical, analytical and alternative energy (solar cells, fuel cells, natural gas, nuclear) sectors. The sales channel consists of a mix of a direct sales force along with a network of manufacturer's representatives and distributors. This sales channel markets Brooks' products both to end users and original equipment manufacturers (OEMs). The goal is to continue growing Industrial sales in the coming years by optimizing the sales channel, developing business at new customers and applications, and exploring alternative sales channel opportunities. The AMERICAS Industrial Sales Director position represents an opportunity for the right person to position themself for higher levels in the organization through leveraging his/her leadership skills, functional expertise, and business acumen to contribute to a profitable, execution and market-focused organization.

The successful candidate will ideally be based out of the Hatfield, Pennsylvania headquarters facility. However, the Company is open to considering a candidate based in the Northeastern or Mid-Atlantic regions of the U.S. provided they have significant sales leadership experience with ITW or supporting customers and / or products in the same or similar industries

Responsibilities

• Commercial Growth

• Oversee Sales, Inside Sales and Account Management for the Industrial sector. Grow annual Industrial revenues and deliver quarterly revenue targets that are consistent with growth, gross margin, and customer satisfaction objectives.

• Customer Intimacy

• Build strong executive level relationships with key OEM and end user customers to understand their long-term business and market requirements. Identify, prepare, and position appropriate Company technical, marketing, and quality expertise with customers in order to root these relationships deep in the customer organization.

• Channel Partners

• Develop strong relationships and growth strategies with owners/leaders of channel partners and distributors. Leverage metrics to monitor performance and guide corrective actions.

• Strategic Positioning

• Maintain constant knowledge of market and industry trends, competitors, and customer strategies. Leverage this understanding to build customer confidence in Brooks Instrument's ability to be the partner-of-choice.

• Team Building

• Identify and recruit talent, implement initiatives to develop and mentor key leaders in the organization to support growth initiatives. Maintain a cohesive, cooperative and competitive work environment through team building, training, and motivation.

• Internal Collaboration

• Collaborate with Business Unit Management to establish programs and capabilities that drive higher revenues, margins, and brand awareness.

• Planning

• Work with the Global VP of Sales to develop and deliver on Company strategic and tactical goals for revenue growth. Deliver an annual Sales plan that defines monthly and annual sales objectives for all sales personnel.

• Reporting

• Provide regular updates, revisions, and modifications to the Sales plan. Track weekly/monthly sales volume to goal and work with executive team to develop strategies to meet or beat period sales hurdles and adjust sales forecast on as-needed basis.