Job Title - Sales Director - Municipal

Job Location – Dandenong South – Hach Pacific Pty Ltd

Mode of work – Onsite

Type of employment- Full time

Shift time - Regular

About Us

Veralto

Veralto launched in October 2023 as a $5 billion global leader in essential technologies with a bold vision for creating an enduring positive impact for the world. Our opening companies (https://www.veralto.com/our-companies/) are building on a long-standing legacy of success, innovation, and deep customer trust as they work to create a safer, cleaner, more vibrant future. Veralto is headquartered in Waltham, Massachusetts with 13 operating companies and 300+ locations worldwide. Our global team of 16,000 associates is committed to making an enduring positive impact on the world united by a powerful purpose. Safeguarding the World’s Most Vital Resources™

Verlato's Water Quality Companies' – Hach, Chemtreat, Trojan Technologies, OTT Hydromet, Sea-Bird Scientific, McCrometer, XOS & Aquatic Informatics- helps to manage, treat, purity & protect the global water supply from municipal & wastewater treatment facilities to lakes, rivers, watersheds, and oceans

Our Product Identification companies – Videojet, Esko, X-rite, Linx, and Pantone help package and protect the world’s food, medicine, and essentials by tracing and authenticating billions of goods that travel the global supply chain daily.

Please login to our site - https://www.veralto.com/

WATER QUALITY PLATFORM

Water Quality (‘WQ”) Platform is part of the Environmental & Applied Solutions reporting segment and is a global leader in water quality analysis and treatment, providing instrumentation and disinfection systems to help analyze and manage the quality of ultra-pure water, portable water, wastewater, groundwater, and ocean water in residential, commercial, industrial, and natural resource applications. Our water quality business provides products under a variety of brands, including Hach (https://www.hach.com/) , Trojan Technologies (https://www.trojantechnologies.com/) , McCrometer (https://www.mccrometer.com/about-us) and ChemTreat (http://www.chemtreat.com/) . WQ Asia has sales offices in India, Australia, New Zealand, Singapore, South Korea, Thailand, Malaysia, Indonesia, Vietnam, and the Philippines.

About Role

ROLE DESCRIPTION

Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.

What You'll Be Doing (Job Responsibilities)

The Sales Director – Municipal Markets is accountable for sales growth through new, existing, and regain Municipal Water Quality accounts. His/her initial focus will be to strengthen sales, customer support, and management teams, while providing strategic vision, support, and most of all on-the-ground leadership for the Municipal sales team.

He/she will keep ANZ leadership abreast of municipal market opportunities, competitive issues, and market/regulatory conditions, and drive total sales and profit growth, balanced against the necessary investment to strengthen and maintain a first-class market-leading business organization.

Core Responsibilities:

• Provide vision and guidance to the organization to address competitive and changing market dynamics.

• Responsible for all commercial functions of given region and drive Organizational Objectives around 3 broad objectives:

• Shareholder Focused Metrics – Core growth and Operating margin expansion

• People – Demonstrate ability to attract, coach, retain and develop talent

• Customers – Drive customer satisfaction related metrics (e.g. OTD, NPS, Quality)

• Evaluate the current sales activities to identify areas of strength and assess those activities that must be improved to meet the demands of current sales, as well as future aggressive growth.

• Monitor technological changes, market trends, competitive products/pricing, and be a key participant in identifying and analyzing the products to be developed for and channeled to the marketplace.

• Responsible for obtaining customer & influencer VOC and verifying market data (growth rates, regulatory activity, competitive environment, etc.

• Achieve revenue objectives set forth by senior management by disseminating the budgeted performance goals and implementing value selling philosophy, sales funnels and action plans.

• Coordinate, prepare and implement sales and expenditure budgets; monitor actual vs. budgeted performance, implement corrective measures as appropriate; report goal accomplishment and variance analysis monthly.

• Lead and develop team by establishing annual goals; hiring and training new associates; and coaching, monitoring and appraising individual performance through the use of policy deployment tools and improving processes with a focus on kaizen and continuous improvement.

• Implement standards of accountability for others in the organization that can be used to focus, guide and set high standards of performance for others to achieve business results

• Promote and support corporate initiatives, plans, policies, by example and through direct action.

What We Are Looking For (Skills & Qualifications)

Team Size: Direct reports include 4 Direct Reports (Sales Managers) with a total team size of 20+.

Revenue Responsibility: Topline of US $20M with expectation of 50% growth in the next 3 years.

Experience:

The ideal candidate will have in-depth knowledge of and experience in an appropriate mixture of some the following areas:

Experience as national representative of an appropriate size Western multinational office or sales subsidiary, including managing to revenue and margin goals, with P/L experience and international reporting. Must have demonstrated leadership skills. Able to set and pursue a goal of sales revenue and profit maximization. Experience in B2B industry is highly preferred Business strategy creation and commercial sales experience. Familiar with and capable of leading a business focused high-quality products and services. Must be a capable and effective communicator. Adept at influencing people with diverse interests, objectives, agendas. Sense of ownership - a strong desire to make a personal contribution to the success of the overall company. Ability to gain respect through stature, presence and strong leadership skills. Tertiary Qualifications in Chemistry, Chemical Engineering, Instrumentation or other relevant scientific/engineering discipline. MBA preferred but not essential. Minimum of 5 years’ sales management in a scientific and/or capital instrument environment. Must have excellent communications skills, both oral and written

Additional experience:

Entrepreneurial evangelistic leader who is driven to create success stories in a highly competitive local environment. Behavioral traits should include: strong and well-developed leadership skills, team player, open frank to-the-point communicator, passion for both work and fun, apolitical, enough self-confidence to hire the very best talent without feeling threatened, people-oriented coaching management style, and agile thinker with high native intelligence. Independent personal traits – integrity, charisma, judgment, decision-making capability. Mental agility. Bright, flexible, thoughtful, creative. Ability to grasp and analyze situations quickly and at the same time to create and implement innovative ideas to build strategies for implementation in a structured way. Maturity, positive approach to problem solving, seasoned judgment, good business instincts, well developed sense of personal accountability. Personal attitude and way of looking at problem solving allowing him to be successful in a highly competitive market: adaptable, self-motivated and goal oriented. Comfortable with both Western and Asian business practices and work cultures, and able to bridge them seamlessly. Stature and presence to deal effectively with senior executives in customer, business partners, and regulatory organizations.

Leadership Skills and Personal Trait Profile

• Ability to build and maintain the confidence of senior management peers and to build relationships necessary to work in a complex, cross-functional organization

• Excellent organizational skills and attention to detail

• Ability to handle a mix of short-term urgent projects while also driving critically-important and sometimes complex long-term projects

• Thrives in a fast paced, high demand environment

• Accomplishes by doing

• Excellent judgment and strong business acumen; able to rapidly learn the businesses’ competitive drivers

• Kaizen mentality—stays on top of daily work but always strives to find better ways of accomplishing more

• Unquestioned integrity—adheres to the highest values in decisions, conduct, and work with others

Why this is a Great Opportunity

• You will play an integral part in shaping the Operation Company and the whole platform’s business in ANZ, one of Hach’s strongest and highly visible regions with many untapped opportunities

• You will work with a team where the goal is to create an environment of continuous-improvement, wellness, and open, honest, two-way communication

Position Status: Full Time

Travel Required: As per job requirements, typically 30 – 40%

Relationships

This role reports directly to the General Manager of Hach Pacific.

Internal Relationships:

• Field and Internal Sales Team

• Service Director/Supervisor.

• Marketing Communications Manager

• Applications and Projects Team

• Global and Regional BU Teams.

External Relationships:

• End Users Engineers

• Contractors

• Government Entities

• OEM’s

• Systems Integrators

Detailed Responsibilities

Manage Sales

• Achieve territory revenue and profit objectives for sales set forth by the company, through direct management of sales teams.

• Execute given region’s business strategic plans, through commercial execution.

• Develop and maintain annual sales budget and resource plan.

• Provide pricing direction to best accomplish sales objectives set forth by senior management.

• Collect and report information on all competitive activity, business opportunities, sales trends and results within the assigned region and vertical markets.

• Gather and verify market data including, but not limited to: market growth rates, regulatory activity, competitive environment, product gaps and pricing issues.

• Define and maintain an organizational structure to provide necessary resources to meet annual sales objectives.

• Coordinate training (product/sales/application) of sales teams and customer base to achieve corporate objectives.

• Implement and maintain high levels of discipline in value selling, funnel management and other DBS growth tools into the assigned region.

• Regularly review performance of the team member/s, sets direction and provides feedback to the performance shortfalls in a positive manner and takes actions to bring about improvement and growth.

• Acts according to Danaher Standards of Conduct and ensures front line Sales to act in the same way Perform other duties as assigned.

Provide good working environment.

• Help build an environment that encourages creativity, operates with honesty and fairness, and is open to new ideas, and encourages and solicits contribution of ideas.

• Support and Assist Management in identifying where change will be beneficial to the company/department promote change; be supportive of change and help accomplish change.

• Promote concept of serving internal and external customers with quality service in a timely manner.

• Support learning; Be a mentor in the areas that you have strengths and create opportunities for learning to occur with others.

• Performance management (results and behaviors) and coaching for top talent and poor performing associates that ensures top talent is awarded and poorest performing talent have accountability; all associates are afforded an opportunity for coaching & development

Provide good communication

• Provide high and open communication; to all Hach customers and distributors and Hach personnel in a timely manner.

• Communicate regularly and effectively corporate plans, initiatives and performance to local team.

Continuous learning:

• Keep abreast of new technology and activities in industry.

• Keep abreast of industry sales trends.

Hach Familiarization

• Successfully demonstrates a thorough understanding of the HACH business model, business systems, organization, and culture.

• Successfully demonstrates a thorough understanding of the Hach business environment, including customers, competitors and markets.

• Demonstrates understanding of Hach core competencies and key capabilities.

DIVERSITY & INCLUSION (https://www.danaher.com/who-we-are/diversity-inclusion) : At Verlato, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Verlato and all Verlato Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

If you’ve ever wondered what’s within you, there’s no better time to find out.

Veralto and all Veralto Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.