In order to accelerate the growth of company sales, the Director of Sales will establish and direct our inside sales, marketing and customer service teams responsible for selling and supporting our Certified Reference Material products globally. Products will include the company's comprehensive range of Inorganic, Organic and Industrial Hygiene standards used in a wide range of scientific disciplines and laboratory analysis techniques. The successful candidate will be energetic, persuasive, well organized and able to demonstrate the ability to sell.
Essential Duties and Responsibilities
Define and execute appropriate sales strategies; business development, marketing, technical, ad operations and sales support programs to maximize sales and profitability
Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results
Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors; instituting changes to sales programs when necessary
In conjunction with Senior Management, establishes and adjusts selling prices by monitoring costs, competition, and supply and demand
Grow and support our global distribution channels
Create and advertise weekly, monthly and quarterly sales goals and keep the executives apprised of progress
Maintains and directs sales staff by recruiting, selecting, orienting, and training employees
Maintains sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results
Motivate and energize the sales and customer service staff to make proactive decisions in all their communication with clients
Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Contributes to team effort by accomplishing related results as needed
Respond to technical customer inquiries as needed
Adhere to all ISO 9001 policies and procedures
The position may require up to 30% travel
Other duties assigned by the President
This description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
Position Requirements
Bachelor's degree, preferably in Chemistry/Biology
5+ years’ experience in sales management preferably in the laboratory or science sector
10+ years’ experience in direct or outside sales (B2B) with a proven track record of exceeding sales targets and strong negotiation skills
Strong prospecting skills and excellent closing skills
Ability to communicate technical product information to both technical and non-technical professionals
Exceptional verbal and written communication skills
Proficient with Microsoft Word, Excel and Power Point and preferably ACT CRM program
About High Purity Standards
High-Purity Standards has proudly served the scientific community for the past twenty years with high quality spectrometric standards and reference materials for AAS, ICP, ICP-MS, GC, GC-MS and IC, and has now expanded our stocked reference materials to include ISO 17034 multi-component organic reference materials.Approximately one-half of High-Purity Standards business is in the preparation of custom blends and difficult to prepare special mixtures.
In addition, we've expanded our Organics lab.New products of note include expanded spiked filter products in addition to organic reference materials designed to meet EPA testing requirements and additional products from customer requests.
Company Background
High-Purity Standards, Inc. (HPS) was founded in 1990 by internationally known chemist, Dr. Theodore Rains, after retiring from twenty-five years at the National Institute of Standards and Technology (NIST).
Dr. Rains started HPS to continue his commitment to high quality spectrometric standards and certified reference materials. This passion was fueled by an understanding that the scientific community continues to demand more of their reference materials.
In 2001, Conn...ie Hayes joined her father, Ted Rains, as vice-president of finance. In 2008, Connie took over the operation of the company as CEO. She holds a MS in analytical chemistry from Purdue University. Her background includes extensive management and quality systems experience at IBM and Computer Sciences Corp. Her chemical lab experience includes time at Monsanto Research Corp.
High-Purity Standards Today
In April 2011, the company moved into a new headquarters in Charleston after an extensive planning and remodeling project. This represented a major milestone for the company with its expansion into an 18,000 square foot facility, nearly doubling its former lab space. The move enabled HPS to design labs to meet the specific needs of the many production lines and to support an ever-expanding quality system.
Today, the company employs over 40 chemists, sales and shipping specialists. HPS is an internationally recognized manufacturer of analytical standards and certified reference materials sold to municipalities, research labs, colleges, mining operations, chemical and pharmaceutical producers around the globe.
Quality Certifications
High-Purity Standards has an on-going comprehensive product testing and quality certification program that has resulted in our meeting and exceeding a wide variety of industry quality standards created by the International Organization for Standardization: ISO 9001:2015, ISO/IEC 17025:2005 and ISO 17034:2016.
