Commercial Sales Director - Environmental Focus

at  Battelle

Battelle delivers when others can’t. We conduct research and development, manage national laboratories, design and manufacture products and deliver critical services for our clients—whether they are a multi-national corporation, a small start-up or a government agency.
We recognize and appreciate the value and contributions of individuals with diverse backgrounds and experiences and welcome all qualified individuals to apply.

JOB SUMMARY

The Battelle Memorial Institute serves its philanthropic education mission through profits generated within its contract research organization. The Institute’s focus is on the development of science and technology that advances the state of industry while serving humanity. The current portfolio of technology within Battelle includes innovations in materials, physics, genomics, medicine, and many other exciting fields. The Sales Director will operate as a member of the Commercial team and will work closely with other team members, members of Battelle’s Contract Research Business Units and Executive Management to develop commercial opportunities, partnerships and to monetize the Battelle portfolio of IP for commercial purposes. In addition, they will support the effort to streamline and enable the selling process to support the growth of Battelle’s commercial business. This position reports to the Senior Vice President, Chief Commercial Officer and is key to helping Battelle grow its footprint in the commercial marketplace.
This role will focus on growing sales and partnerships in the Environment and Infrastructure Business Unit. Our Environment & Infrastructure Business Unit focuses on bringing ground-breaking, mission driven solutions to market to solve the world’s hardest challenges in areas like Agriculture, Climate Resilience, PFAS solutions, Carbon Storage, Ecological Tracking and Change and much more.
Location flexible, significant time will be spent at headquarters in Columbus OH.

KEY QUALIFICATIONS

• Bachelor’s degree in related field with a minimum of 10 years related in sales and marketing; or equivalent education and years of experience.
• Clear evidence of driving sales growth and meeting or exceeding goals with experience selling consulting/engineering services preferred over product sales experience.
• Existing network of client contacts in one or more target markets and the ability to leverage these into qualified business opportunities.
• Proven track record of leading, winning, and growing sales and managing customer relationships.
• Experience leading and winning opportunities >$1M.
• Familiarity with competitors in the target markets and experience in competitive assessment.
• Experience developing and managing a sales pipelines and using CRM for tracking.
• Demonstrated excellent interpersonal, communication and presentation skills.

• Creates and executes an effective business strategy for assigned sales region or market and initiate contacts with potential customers to broaden the client base.
• Serves as account management lead for current clients and ensures that project work meets client expectations. Monitors projects and assists project team in pursuing and winning follow-on work.
• Attending conferences and trade shows that focus on assigned markets.
• Builds a robust and growing pipeline of opportunities with current and new customers. Drives opportunities through the pipeline rapidly and converts opportunities to orders.
• Qualify viable leads and communicate them to appropriate technical team members for further evaluation and support. Work with proposal team to craft winning strategies. Build pricing strategy and work with contracts team to negotiate acceptable terms and conditions.
• Develops expert understanding of client needs and map those needs to Battelle’s offerings across all Business Units.
• Builds trust, communicates effectively, execute sales, focus on the customer, collaborate with others, and solve problems creatively while demonstrating high integrity.
• Responsible for delivering against personal and team financial targets, including sales and profitability. Meet or exceed agreed upon sales goals.
• Identifies and works with Marketing and Technical teams to champion appropriate internal investments to solve unmet market or client needs and grow business. Understand competitive activity and competitor strategies and communicate key information to the Marketing team.