Fortive Corporation Director, Sales- Key Accounts in Seattle, Washington
Director, Sales- Key Accounts
Veeder-Root ( www.veeder.com ) is the world's leading supplier of automatic tank gauging and fuel management systems. Veeder-Root presently has tank monitoring systems in more than 500,000 underground storage tanks around the globe; with products and services being used to meet the regulatory compliance and business management requirements of major oil companies, large truck fleets, car rental companies, airports, package delivery companies, federal, state and local governments, public utilities, industrial companies, and thousands of small underground and aboveground storage tank owners.
The candidate is ideally located in the Western US.
• Core Selling Skills
o Professional, aggressive and hungry sales manager
o Possesses excellent communication skills; oral, written and presentation
o Proven ability to grow the business and meet/exceed quota
o Able to monitor and track performance via salesforce.com
o Able to successfully call on and sell to all levels of an organization including the C-level
• Core Sales Management Responsibilities
o Responsible for sales of Veeder-Root Hardware and Software products with results measured
by increasing sales and gross margin
o Able to positively lead, motivate, manage and hold accountable field sales personnel
o Manages a group of Account Executives
o Builds and improves the sales team through top grading, talent retention and performance
o Recommend promotions and implement incentives to increase sales
o Key source of VOC to ensure company focus on customer and market needs.
o Ensure sales activities are aligned with Veeder-Root Policy Deployment and growth plan
o Demonstrated ability to prioritize sales activities to focus on the critical few high priority ones
and drive those to closure
o Meets financial commitments including sales growth, quota and manages period expenses
o Assists the business unit on the release of new products and sales training and utilizes the
Value Selling process to ensure achievement of targets.
o Has expertise in managing and reporting on the sales metrics of the business including:
sales prospecting, forecasting, tracking, updating, strategizing, analyzing and closing deals
along with employing countermeasures when targets are missed
• Core Sales Contract Duties
o Manages contract templates with legal team and business unit
o Works with field sales, legal, operations, product management and the customer to finalize
sales Agreements and successfully work through red-line changes in a timely manner
• Ability to build and maintain strong internal relationships with leadership, peers and field sales team in the organization and within other departments at Veeder-Root
• Ability to build and maintain relationships with the executives within the Veeder-Root distribution network and key accounts
Measures of Performance
• Performance to Sales quota
• Year over year growth
• Attainment of targets on strategic products
• Attainment of price and margin targets
Background and Skill
• Minimum of a Bachelor’s Degree required
• Minimum of 5 years sales management experience required
• Minimum of 10 years sales experience required
• Minimum of 5 years sales leadership experience required
• Minimum of 10 years industry or equivalent experience highly desired
• Team player with a strong motivation to win – “Best Team Wins” mindset required
• Tenacious and persistent in working all stages of the sales process and can overcome objections required
• Proven ability to lead and influence others required.
• Acts in a manner that Kaizen is a way of life required
• Logical and creative thinker required
• Willing to travel greater than 60% required
• Professional, confident and positive required
• Strategic thinker who can implement tactically required
Personal Trait Profile
Quality First: Plan & execute accurate, complete, timely and reliable work. Integrity never compromised.
Respect for People: Appreciates diversity in experience, heritage, education, organization level and gender.
Management by Fact: Gathers, analyzes and summarizes data to draw rational, fact-based conclusions.
Blameless: Seeks root-cause solutions and fixes processes rather than finding someone to blame.
Teamwork: Collaborative with customers, suppliers & associates at all levels towards mutual objectives.
Sense of Urgency: High energy, bias for taking action. Spontaneously recognizes and resolves issues.
Customer Focus: Makes customers a primary focus, develops and sustains loyal, productive relationships.
Continuous Improvement: Develops and implements creative solutions to systems and processes.
Deliver Results: Driven to deliver short and long-term results. Maintains focus on what is most important.
Adapting to Change: Able to effectively adapt an environment of change, uncertainty, and ambiguity.
Intellect: Understands the conceptual, strategic, tactical and technical aspects of an issue.
Innovative: Generates and implement creative solutions. Challenges current methods and seek alternatives.
Fortive Corporation Overview:
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow and make an impact. And we believe in giving you the opportunity, accountability and visibility to do just that.
At Fortive, we believe in us. We believe in the power of great people working together to innovate and solve problems no one could solve alone. We build enduring partnerships with our customers and take on their challenges and opportunities as our own.
At Fortive, we believe in growth. We are honest about what’s working and what isn’t, and we work hard to innovate and improve. With a passionate focus on our markets and our customers, we learn and grow together to make a difference in the world.
Fortive ( www.fortive.com NYSE: FTV) is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenue, Fortive’s well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution.
Primary Location: North America-United States-OR-Portland
Other Locations: North America-United States-NV-Las Vegas, North America-United States-CO-Denver, North America-United States-WA-Seattle, North America-United States-CA-San Francisco, North America-United States-TX-Austin, North America-United States-TX-Houston, North America-United States-UT-Salt Lake City, North America-United States-NM-Albuquerque, North America-United States-CA-San Diego, North America-United States-AZ-Tucson, North America-United States-AZ-Phoenix
Organization: Veeder Root
Req ID: VEE000918