Company Description

About the Company

Brooks Instrument (www.brooksinstrument.com), an industry leader in flow measurement and flow control products for critical applications, and a division of ITW (A Fortune 200 Company) is seeking candidates for the Americas Industrial Sales Director position.  The company is headquartered in Hatfield, Pennsylvania (Suburban Philadelphia) with manufacturing locations in the U.S., Hungary, Korea and Malaysia.  The Company also operates sales and service centers across the U.S. and around the world. 

Our products are used in laboratory and process applications in end markets such as: life sciences, chemicals, oil & gas, semiconductor, analytical instruments, thin films & coatings, food & beverage, and solar cells.  The comprehensive Brooks product line includes a wide range of integrated technologies and models to solve most precision flow measurement and control challenges.  These include thermal mass flow, variable area (VA), pressure & vacuum, coriolis mass flow to measure, regulate, and control gas and liquid flow in a variety of laboratory and process applications.  These products are frequently mission critical and are often configured to address specific technical requirements of end use applications.  A range of accessories such as gas flow calibrators, pressure controllers, valves, and secondary instrumentation is also offered.  Brooks has a venerable brand driven by consistently delivering products that are unsurpassed for reliability, repeatability, accuracy, and performance.

Established in 1946, the company has established a dominant market share in variable area flow meters and thermal mass flow controllers, as well as unique capabilities in alternate instrumentation technology.  The business has consistently delivered steady and profitable returns on investment.  Strong end market expansion and a focus on organic growth have driven double digit growth at Brooks in recent years.  The company has a strategic agenda focused on customer backed new product innovation, service and operational leadership, emerging market penetration, and organic growth. 

Position Summary

Reporting to the Vice President of Industrial Sales, the Americas Industrial Sales Director is responsible for sales into the Americas industrial market.  The industrial market for Brooks includes a wide variety of applications found in the: petrochemical, biotech/pharmaceutical, analytical and alternative energy (solar cells, fuel cells, natural gas, nuclear) sectors.  The sales channel consists of a mix of a direct sales force along with a network of manufacturer’s representatives and distributors. This sales channel markets Brooks’ products both to end users and original equipment manufacturers (OEMs).  The goal is to continue growing Industrial sales in the coming years by optimizing the sales channel, developing business at new customers and applications, and exploring alternative sales channel opportunities. The AMERICAS Industrial Sales Director position represents an opportunity for the right person to position themself for higher levels in the organization through leveraging his/her leadership skills, functional expertise, and business acumen to contribute to a profitable, execution and market-focused organization. 

The successful candidate will ideally be based out of the Hatfield, Pennsylvania headquarters facility.  However, the Company is open to considering a candidate based in the Northeastern or Mid-Atlantic regions of the U.S. provided they have significant sales leadership experience with ITW or supporting customers and / or products in the same or similar industries

Job Description

Responsibilities

• Commercial Growth – Oversee Sales, Inside Sales and Account Management for the Industrial sector. Grow annual Industrial revenues and deliver quarterly revenue targets that are consistent with growth, gross margin, and customer satisfaction objectives.
• Customer Intimacy – Build strong executive level relationships with key OEM and end user customers to understand their long-term business and market requirements. Identify, prepare, and position appropriate Company technical, marketing, and quality expertise with customers in order to root these relationships deep in the customer organization.
• Channel Partners – Develop strong relationships and growth strategies with owners/leaders of channel partners and distributors. Leverage metrics to monitor performance and guide corrective actions.
• Strategic Positioning – Maintain constant knowledge of market and industry trends, competitors, and customer strategies. Leverage this understanding to build customer confidence in Brooks Instrument’s ability to be the partner-of-choice.
• Team Building – Identify and recruit talent, implement initiatives to develop and mentor key leaders in the organization to support growth initiatives.  Maintain a cohesive, cooperative and competitive work environment through team building, training, and motivation.
• Internal Collaboration – Collaborate with Business Unit Management to establish programs and capabilities that drive higher revenues, margins, and brand awareness.
• Planning – Work with the Global VP of Sales to develop and deliver on Company strategic and tactical goals for revenue growth. Deliver an annual Sales plan that defines monthly and annual sales objectives for all sales personnel.
• Reporting – Provide regular updates, revisions, and modifications to the Sales plan. Track weekly/monthly sales volume to goal and work with executive team to develop strategies to meet or beat period sales hurdles and adjust sales forecast on as-needed basis.

Qualifications

Ideal Experience

• Professional Experience – Minimum 10 years of business experience of which 5 years have been in progressively responsible leadership roles.  Experienced in Global 200 companies as well as smaller organizations is desirable.
• Functional Experience – Sales leader with a track record of increasing revenue and successfully managing international direct and indirect sales channels.  Knowledge and experience in implementing sales, account management, and new business development strategies; managing product rationalization projects; system process improvement; metrics creation; and sales incentive compensation programs is required.   
• Industry Experience – skilled at selling into a variety of end-use applications, preferably including petrochemical, biotech/pharmaceutical, thin films & coatings, fiber optics, oil & gas, and/or alternative energy.  Ideal candidate will have experience working for a manufacturer’s representative / distributor of Brooks Instrument or other industrial business-to-business products.
• Education - A bachelor’s degree in a technical or business field of study is required.  An MBA or other advanced degree is preferred.

Critical Competencies for Success

• Commercial Acumen – In the context of gaining market share in an established market, the ideal candidate can deliver sales results by developing superior go-to-market strategies, building C-level relationships, delivering faultless execution, and building a high performing team.
• A relationship builder who inspires success and belief in customers, sales team members, employees, and partners. Demonstrates confidence in Brooks Instrument’s products, markets, and value proposition. Identifies new business opportunities, translates them into new sales and grows overall market share.
• Crafts account penetration strategies and identifies key decision makers, gatekeepers, and influencers.  Effectively communicates the Company’s vision and strategy with key contacts and sets forth a plan for partnering, growing and expanding Brooks Instrument’s market share.
• Delivers on promises to customers. Seamlessly manages through strategic initiatives that require OEM approval, e.g., product life cycle (introduction, phase-out, changes).
• Develops effective sales and marketing strategies specific to markets/regions.
• Executes relentlessly and constantly monitoring the pipeline for new opportunities.
• Constructive manager that leads by example and makes those around him/her better. Attributes include being inclusive, hands-on, strategic, articulate, energetic, accountable, decisive, and hard working.  A positive motivator who encourages and persuades, and a strong team builder who knows how to attract, train, manage and retain a world class team. 

Other Personal Characteristics

• Excellent Communication Skills – Maintains an open flow of two-way communication, exhibiting strong verbal, written and presentation skills, stating expectations clearly and being visible to all stakeholders.  Exhibits executive presence in front of both internal and external audiences. 
• Entrepreneurial – Able to work without substantial infrastructure.  Have the ability to “zoom-in and zoom-out,” to dive in to the trenches at one moment and focus on strategy the next.
• Impeccable Integrity – Embodies and practices unquestioned personal and business integrity.  Recognized as a highly credible leader.  Creates an environment of trust by acting with fairness and consistency, keeping commitments, and providing decision rationale.
• Team Player with Maturity – An aggressive, results-oriented individual who, at the same time, is the consummate team player.  He/She will be well respected by senior management, peers, and subordinates, and will be secure in his or her technical and managerial abilities.  In addition, he or she will be able to command loyalty and a sense of commitment from all those he or she works with. 
• Open Minded – A resilient and committed executive with a flexible and open operating style; non-political and non-bureaucratic; someone with a natural and effective consultative approach who will gain the trust and respect of individuals at all levels

Key Relationships

Direct Reports:           8 direct sales professionals, 2 Channel Sales Managers plus a                                             network of external manufacturer representatives / distributors                                               located across the AMERICAS region

Key Relationships:       Vice President, Industrial Sales                                                                                               Business Unit Managers for Industrial Thermal Mass Flow,                                                   Variable Area Industrial, and Service & Repair segments                                                       Director, Marketing                                                                                                                   Director Business Development                                                                                               AMERICAS Human Resources                                                                                               AMERICAS Financial Controller                                                                                      

Additional Information

Our employees enjoy competitive, merit-based salary plus excellent benefits including:

• Health and dental insurance
• Company Paid Life Insurance / Short and Long Term Disability
• 401K plan with generous company match
• Vacation, personal days and holidays
• Continuing education reimbursement program
• Flexible spending accounts

The opportunity to join a well-established (70 + years in business) yet dynamically changing organization that works together as a team to meet the challenges of satisfying customers’ needs and managing rapid growth to better compete in a global marketplace.

Please visit our website: http://www.brooksinstrument.com/

ITW Company Overview

ITW was built on innovation and the strength of new ideas. These values have helped us expand into multiple platforms in nearly 60 countries. But at each of our businesses, the independent entrepreneurial spirit and freedom to innovate remain strong. It’s the highly talented people at ITW businesses all over the world who drive our success through new products and customer driven solutions. Together, we are ITW—a Fortune 200 company that has prospered for 100 years, and changed the way people live and work, all over the world.

Brooks Instrument is an Equal Opportunity Employer / Affirmative Action employer.  All qualified applicants will receive consideration for employment without required to race, color, religion, sex, national origin, disability, or protected Veteran status.

All your information will be kept confidential according to EEO guidelines.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.