Application Development Manager - Chemistry

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Responsible for revenue growth of Hach Consumables portfolio in customers across Thailand, Myanmar, Cambodia & Laos.
• Partner with Thailand Sales Managers and Service Manager on existing and prospective customer visits to provide Hach products knowledge, and expert advice on how Hach solutions/reagents provides tangible benefits to customers.
• Conduct demos educate customers about new applications for reagents and focus to convert non active IB customers to active IB customer.
• Provide regular training and enablement to the Sales team on commercial updates, application knowledge and enhancements for Hach products for various applications.
• Facilitate Sales funnel discussions and report data and metrics on competitive activity, business opportunities, sales trends, and results within assigned responsibilities.
• Collaborate with customers and local sales contact to support complex or new applications of Hach’s solution/consumables and consult customers to progress existing opportunities.
• Collaborate with business units and marketing team on product planning, commercial planning, marketing campaign, commercial learning activities, and KPI teams as sales representative
• Conduct analysis of customer processes and data to estimate potential benefits and savings that may result from the usage of Hach reagents and solutions.
• Assist the front-line sales team with the preparation of proposals, including but not limited to Test method/procedures and detailed technical specifications.
• Support Sales Directors and Sales Managers to identify potential areas for new opportunities utilizing existing solutions, and target growth potential for consumables/reagents sales growth.
• Prepare and deliver Hach- presentations at industry conferences, trade shows, customer offices, and web meetings with articulation of key benefits associated with Hach chemistries.
• Coordinate with management to provide detailed forecasts and action plans for the growth of the reagent/consumable business in assigned region.
• Support financial objectives set forth by senior management through collaboration with multiple teams in the Hach organization by representing the best interest of Sales, owning awareness of actual vs. budgeted performance, implementing corrective measures as appropriate, and reporting accomplishment and variance analysis on a monthly and quarterly basis.
• Establish and foster relationships with internal and external customers by making periodic visits, exploring specific needs, and resolving obstacles.
• Leads competitive analysis and research of competitors; understands key opportunities and threats and develops/executes tactics accordingly
• Leads the development of solution and value selling approaches that creatively leverage competitive advantage and customer habits
• Commands the fundamental DBS tools, including VOC, Problem Solving, 5S, Standard Work, Value Stream Mapping; initiates and champions meaningful and sustainable process improvements that improve long-term performance

CRITICAL COMPETENCIES / SUCCESS FACTORS

• Knowledge of Hach’s primary portfolio for various Industrial applications.
• Detailed understanding of Hach chemistries and applications along with Hach’s sophisticated instrumentation.
• Strong commercial acumen and communication skills required for consultative selling situations, value selling against competition in intense work environment.
• Ability to quickly establish significant credibility, trust, and support with all levels of the organization
• Ability to manage relationships, deliverables, and expectations cross functionally
• Positive, “we will win” attitude
• Approaches work with a strong sense of ownership, commitment, and urgency
• Customer and commercial orientation
• Continuous improvement mindset
• Team player
• Self-motivated and self-driven
• Confident

Qualifications

• Bachelor's degree in a technical or master’s degree in chemistry, MBA Preferred
• 5-8+/years relevant experience in the water industry, either in sales of chemistries or Technical support to customers in Instrumentation Industry. Understanding of the customer segments and product applications is a plus.
• Formal sales training with experience in value selling.
• Exposure to complex sales processes and strategic account selling.
• Ability to travel up to 50% within assigned geographies.
• Strong critical thinking skills; the ability to synthesize a collection of facts into logical and actionable conclusions
• Strong written and oral communication skills for direct communication with customers, co-workers and partners at all levels, all functions and all regions of the organization
• Able to elicit and understand customer needs and translate customer needs into product requirements
• Able to identify and prioritize the tasks necessary to meet long- and short-term objectives, and effective time management and multi-tasking abilities to achieve these objectives
• Understanding of the trends impacting the company and its product portfolio is a plus