Director of Sales Americas
A sub $25M sales division of GERSTEL, GmbH, a sub $100M company that develops, produces, and markets scientific laboratory equipment across multiple industries.
Invited by the President to lead the division. Member of the executive team and Board of Directors. Led a 32-person team of 3 regional managers, 5 direct sales associates and 8 manufacturer’s representative groups in North America, and 16 distributor groups covering Mexico, Latin America, Central America and South America.
- Brought order to a chaotic sales organization; realigned sales operations; replaced 3 out of 5 direct sales associates; eliminated sales team attrition; and redirected the team to drive change and stimulate topline revenue at a time when the industry suffered an ~12% declin
- Created and implemented a new business development plan to secure new customers, go deeper and broader into existing accounts, and reinvigorate sales to dormant clients.
- Inspired the sales team to work with our customers as business partners, think strategically, and enhance their ability to qualify and close prospective opportunities. This increased the number of quotes to new customers by 130%, raised the average close ratio by 27%, and increased the company’s gross profit margin by 17%.
- Reduced the number of field service calls by 15%, and improved customer goodwill.
- Built a team-centric salesforce by instituting new training and coaching programs based on the RAIN Sales Methodology; and holding monthly web-based interactive meetings where internal chemists and product marketing personnel shared their knowledge of products and their market applicability with the sales group.
- Changed the sales culture to one based on expectations, accountability, transparency, and repeatable and scalable processes. Instilled a decision-making process and drove behavioral change based on data, analytics and metrics.
- Devised and implemented new protocols for use of the CRM: Increased the granularity and accuracy of sales forecasts by 100%; improved accuracy of ERP and an ~8% reduction in inventory; and a more proactive response to market demands.