Global Sales Leader

The Global Sales Leader will provide the strategic and operational direction for the integrated commercial sales organization comprised of over 3,000 sales professionals with revenue exceeding $6 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 Global Sales Leader will have responsibility for leading customer engagement teams globally to deliver Agilent's 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 RESPONSIBILITIES

• In conjunction with the chief commercial officer, 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 end-market 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.

DESIRED OUTCOMES

• Transition from product orientation to customer orientation.

• Enhanced top line growth, particularly in high-growth market/customer segments and drive increased market share/customer life-time-value

• High-performing team that aligns with Agilent's values & culture.

IDEAL EXPERIENCE

The Global Sales Leader will have led global commercial teams for a company within the life sciences, diagnostics, or medical technology sectors. The successful candidate will have operated across and be familiar with business practices across regions on a global basis. Experience managing a commercial P&L and a track record of driving growth and profitability is essential. The Global Sales Leader will have a deep understanding of customer needs in the context of a rapidly changing global market and will have experience incorporating competitive analysis, pricing, and promotional programs into commercial strategies. This leader will also have demonstrated the ability to attract, develop and retain high performing talent.

• 15+ years of life sciences, medical device or diagnostic experience within a capital equipment and consumables intensive business.

• Global Sales Management Experience.

• Working in positions of increasing sales management responsibility, leading teams in multiple countries, ideally, in the U.S.A., EMEA and Asia Pacific.

• A proven track record of driving profitable growth.

• Undergraduate degree is required; Ph.D. or M.B.A. preferred.

CRITICAL LEADERSHIP CAPABILITIES

Driving Results

In an organization that seeks to continue its track record of delivering growth and maintaining a strong market share position, this leader:

• Makes 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 Strategically

In the context of enhancing best practices for creating a differentiated sales strategy and driving continuous improvement, this leader:

• Creates 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 Acumen

With a focus on the customer, this executive:

• Enables 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 Expectations

• Demonstrates "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.

• Create 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.

OTHER PERSONAL CHARACTERISTICS

• Excellent written and verbal communication skills.

• High level of integrity and trustworthiness.

• Commitment to excellence.

• Thrives in a culture of collaboration and respect.

The full-time equivalent pay range for this position is $412,000 - $643,750.00/yr plus eligibility for bonus, stock and benefits. Our pay ranges are determined by role, level, and location. 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. Pay and benefit information by country are available at: https://careers.agilent.com/locations

Additional Details