Agilent Technologies
Vice President, Americas Sales
Agilent Technologies, Los Angeles, California, United States,
Job Description
The Americas Sales Leader will provide the strategic and operational direction for the Life Sciences and Applied Markets comprised of over 600 sales professionals with revenue exceeding $1.7 billion. This leader will continue to drive the commercial transformation of these businesses as the company moves from a product driven organization to one that is customer focused. The Americas Sales Leader will have responsibility for leading customer engagement teams to deliver Agilent brand promise. This individual will play a critical role in the future success of the company and will be visible both inside and outside of the organization.
Key ResponsibilitiesIn conjunction with the global sales leader, define the overall strategy to transform the sales function from product orientation to customer orientation, with short- and long-term plans in place to execute the strategy.Develop annual budgets based on achieving above-market growth by product line and by geography. Deliver or exceed budgeted performance.Define and develop specific market opportunities and input into Agilent's product portfolio strategy.Interface and collaborate with business unit and functional leaders to define and drive new business opportunities, strategic growth programs and platforms.Build and develop a high-performance team. Constantly maintain a mindset focused on recruiting and retaining talent at all levels.Establish processes, metrics and compensation programs to effectively drive the sales team's performance.Continuously drive Voice of the Customer back into all parts of the business to ensure customers' interests are prominently positioned.Ensure a strong understanding of the marketplace dynamics, including competitive and customer trends.Monitor the scientific and related industry trends, and work with the rest of the executive team to identify new opportunities and enhance the business.Stay abreast of legal, social, and economic conditions that may affect company operations on a global basis.Specific Responsibilities:Grow the market sector for the Americas region above market growth, ensuring that Agilent remains the leader in each of its business segments and achieves a leadership position in those areas where not the recognized leader.Ensure that Agilent continues to develop sales and marketing industry leadership and that Agilent remains recognized as both the market and marketing leader in its business segments. Continue to develop a culture of innovation and excellence within the Agilent organization.Develop, in conjunction with the Agilent Senior Leadership Team, appropriate short, medium, and long-term tactics/strategies to reinforce Agilent as the global leader in Life Science and Applied Markets.Achieve or exceed the financial goals established for AFO. Work closely with Finance leadership to establish and monitor these goals, with refinements made as necessary throughout each fiscal year.Develop, with the Human Resources function, an organization that is designed and staffed to meet the goals of the business unit, while simultaneously seen as the employer of choice throughout the industry and by Agilent's own employees. Carry out a thorough team review to assess and strengthen the talent bench.Manage and utilize Agilent global expertise to further improve business performance where those skills are not present within the core business.Participate and assist in any opportunities to find operational synergies between Life Science & Chemical Analysis group and other business groups in region.Represent the Life Science & Chemical Analysis organization in a positive and proactive matter within the Agilent regional leadership structure.Ensure compliance of regulations/policies – ultimate accountability for organizational compliance.Critical Leadership CapabilitiesDriving ResultsMakes process changes to existing ways of working to continually accelerate results.Proactively seeks to improve processes, raising quality and productivity through efficiencies or by implementing best-in-class solutions.Enables higher performance by incrementally improving approaches based on calculated risks.Benchmarks performance of business or function against industry best practices and deliver results that exceed our peer group.Acting StrategicallyCreates a two-to-three-year roadmap or blueprint to implement the enterprise strategy in own area.Identifies and prioritizes the most critical future factors to consider in making decisions.Makes plans to address changes or trends in the external landscape (i.e., competitors, clients, and market segments) that affect own business or area.Develops plans that consider the impact beyond own area, location, function, or market.Demonstrating Commercial AcumenEnables higher profitability, revenue, and market share by making calculated changes in processes, expanding, or reducing the portfolio of businesses, or growing the business organically.Identifies profitable new business opportunities, describing the financial benefits and risks.Evaluates the wider commercial impact of decisions beyond selling function while assessing both short/long term impact.Evaluates own commercial performance against industry benchmarks.Leadership ExpectationsDemonstrates 'One Agilent' mindset and proactively joins efforts with different functions and teams to achieve results that are greater than the sum of separate efforts.Develops clear, open, and engaging communication style, ensures free flow of perspectives and encourages constructive debate.Creates winning teams - builds a team with the right set of diverse skills and talent to achieve results.Self-Awareness - Demonstrates awareness of how style and approach impacts others; adjusts appropriately and effectively.Change Management - Proven track record of successful change management initiatives. Experience managing a high degree of change and complexity across the organization and portfolio.Personal principles, words, and actions are aligned with the Agilent values.Qualifications10+ years of life sciences, medical device or diagnostic experience within a capital equipment and consumables intensive business.Understand go-to-customer and go-to-market strategy.Track record of navigating a cross-functional large scale, enterprise level teams.Deep understanding of Agilent product lines; particularly for LSAG and ACG.Understand key business metrics and possess business acumen.Track record of navigating partnerships with high level stakeholders.Working in positions of increasing leadership responsibility, leading teams in multiple countries, ideally, in one or more regions.Domestic and international/cross cultural exposure and experience, from a business and personal perspective. Experience in building and leading a multi-functional team.Appropriate undergraduate degree required; advanced business degree with emphasis on marketing/market management required. PhD or MBA a plus.Demonstrated track record of managing multi-functional responsibilities within a global company including profit and loss accountability required.Proven track record of profitable sales and market growth to be demonstrated over a sustained period of time.Demonstrated organizational development and collaboration skills are required.A strong, strategic thinker, who is process-oriented, obsessed with continuous improvement, manages by fact and has excellent conceptual skills demonstrated through focused, succinct communication.Outstanding communication skills (written and verbal) with an ability to clearly and crisply communicate such complex issues as Agilent's strategies, product plans, and its channel and brand management programs.Passion for talent development with the ability to select and grow high potential managers who will contribute to the growth of Agilent organization in the region.Strong drive for growth and success, highly driven with good maturity level.Compensation and BenefitsThe US pay range for this full-time position is $308,000.00 - $481,250.00/yr, plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum new hire pay for the position across the relevant US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location.
Equal Employment OpportunityAgilent Technologies, Inc. is an Equal Employment Opportunity and Affirmative Action employer. We value diversity at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases.
Accessibility SupportAgilent Technologies, Inc., is committed to diversity in the workplace and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email job_posting@agilent.com or contact +1-262-754-5030.
Work ArrangementOption to Work Remote: YesTravel Required50% of the TimeScheduleFull timeShiftDayDurationNo End DateJob FunctionSales
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The Americas Sales Leader will provide the strategic and operational direction for the Life Sciences and Applied Markets comprised of over 600 sales professionals with revenue exceeding $1.7 billion. This leader will continue to drive the commercial transformation of these businesses as the company moves from a product driven organization to one that is customer focused. The Americas Sales Leader will have responsibility for leading customer engagement teams to deliver Agilent brand promise. This individual will play a critical role in the future success of the company and will be visible both inside and outside of the organization.
Key ResponsibilitiesIn conjunction with the global sales leader, define the overall strategy to transform the sales function from product orientation to customer orientation, with short- and long-term plans in place to execute the strategy.Develop annual budgets based on achieving above-market growth by product line and by geography. Deliver or exceed budgeted performance.Define and develop specific market opportunities and input into Agilent's product portfolio strategy.Interface and collaborate with business unit and functional leaders to define and drive new business opportunities, strategic growth programs and platforms.Build and develop a high-performance team. Constantly maintain a mindset focused on recruiting and retaining talent at all levels.Establish processes, metrics and compensation programs to effectively drive the sales team's performance.Continuously drive Voice of the Customer back into all parts of the business to ensure customers' interests are prominently positioned.Ensure a strong understanding of the marketplace dynamics, including competitive and customer trends.Monitor the scientific and related industry trends, and work with the rest of the executive team to identify new opportunities and enhance the business.Stay abreast of legal, social, and economic conditions that may affect company operations on a global basis.Specific Responsibilities:Grow the market sector for the Americas region above market growth, ensuring that Agilent remains the leader in each of its business segments and achieves a leadership position in those areas where not the recognized leader.Ensure that Agilent continues to develop sales and marketing industry leadership and that Agilent remains recognized as both the market and marketing leader in its business segments. Continue to develop a culture of innovation and excellence within the Agilent organization.Develop, in conjunction with the Agilent Senior Leadership Team, appropriate short, medium, and long-term tactics/strategies to reinforce Agilent as the global leader in Life Science and Applied Markets.Achieve or exceed the financial goals established for AFO. Work closely with Finance leadership to establish and monitor these goals, with refinements made as necessary throughout each fiscal year.Develop, with the Human Resources function, an organization that is designed and staffed to meet the goals of the business unit, while simultaneously seen as the employer of choice throughout the industry and by Agilent's own employees. Carry out a thorough team review to assess and strengthen the talent bench.Manage and utilize Agilent global expertise to further improve business performance where those skills are not present within the core business.Participate and assist in any opportunities to find operational synergies between Life Science & Chemical Analysis group and other business groups in region.Represent the Life Science & Chemical Analysis organization in a positive and proactive matter within the Agilent regional leadership structure.Ensure compliance of regulations/policies – ultimate accountability for organizational compliance.Critical Leadership CapabilitiesDriving ResultsMakes process changes to existing ways of working to continually accelerate results.Proactively seeks to improve processes, raising quality and productivity through efficiencies or by implementing best-in-class solutions.Enables higher performance by incrementally improving approaches based on calculated risks.Benchmarks performance of business or function against industry best practices and deliver results that exceed our peer group.Acting StrategicallyCreates a two-to-three-year roadmap or blueprint to implement the enterprise strategy in own area.Identifies and prioritizes the most critical future factors to consider in making decisions.Makes plans to address changes or trends in the external landscape (i.e., competitors, clients, and market segments) that affect own business or area.Develops plans that consider the impact beyond own area, location, function, or market.Demonstrating Commercial AcumenEnables higher profitability, revenue, and market share by making calculated changes in processes, expanding, or reducing the portfolio of businesses, or growing the business organically.Identifies profitable new business opportunities, describing the financial benefits and risks.Evaluates the wider commercial impact of decisions beyond selling function while assessing both short/long term impact.Evaluates own commercial performance against industry benchmarks.Leadership ExpectationsDemonstrates 'One Agilent' mindset and proactively joins efforts with different functions and teams to achieve results that are greater than the sum of separate efforts.Develops clear, open, and engaging communication style, ensures free flow of perspectives and encourages constructive debate.Creates winning teams - builds a team with the right set of diverse skills and talent to achieve results.Self-Awareness - Demonstrates awareness of how style and approach impacts others; adjusts appropriately and effectively.Change Management - Proven track record of successful change management initiatives. Experience managing a high degree of change and complexity across the organization and portfolio.Personal principles, words, and actions are aligned with the Agilent values.Qualifications10+ years of life sciences, medical device or diagnostic experience within a capital equipment and consumables intensive business.Understand go-to-customer and go-to-market strategy.Track record of navigating a cross-functional large scale, enterprise level teams.Deep understanding of Agilent product lines; particularly for LSAG and ACG.Understand key business metrics and possess business acumen.Track record of navigating partnerships with high level stakeholders.Working in positions of increasing leadership responsibility, leading teams in multiple countries, ideally, in one or more regions.Domestic and international/cross cultural exposure and experience, from a business and personal perspective. Experience in building and leading a multi-functional team.Appropriate undergraduate degree required; advanced business degree with emphasis on marketing/market management required. PhD or MBA a plus.Demonstrated track record of managing multi-functional responsibilities within a global company including profit and loss accountability required.Proven track record of profitable sales and market growth to be demonstrated over a sustained period of time.Demonstrated organizational development and collaboration skills are required.A strong, strategic thinker, who is process-oriented, obsessed with continuous improvement, manages by fact and has excellent conceptual skills demonstrated through focused, succinct communication.Outstanding communication skills (written and verbal) with an ability to clearly and crisply communicate such complex issues as Agilent's strategies, product plans, and its channel and brand management programs.Passion for talent development with the ability to select and grow high potential managers who will contribute to the growth of Agilent organization in the region.Strong drive for growth and success, highly driven with good maturity level.Compensation and BenefitsThe US pay range for this full-time position is $308,000.00 - $481,250.00/yr, plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum new hire pay for the position across the relevant US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location.
Equal Employment OpportunityAgilent Technologies, Inc. is an Equal Employment Opportunity and Affirmative Action employer. We value diversity at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases.
Accessibility SupportAgilent Technologies, Inc., is committed to diversity in the workplace and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email job_posting@agilent.com or contact +1-262-754-5030.
Work ArrangementOption to Work Remote: YesTravel Required50% of the TimeScheduleFull timeShiftDayDurationNo End DateJob FunctionSales
#J-18808-Ljbffr