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Director, Environmental Systems Business
Santa Clara, CA
Job Description
Title: Director, Environmental Systems Business
Location: Santa Clara, CA
Job Term: Full-Time
About the role:
Picarro is looking for a detail oriented, process driven, and high energy Environmental Systems Director to lead the team promoting Picarro's complete emissions management solutions targeted to comply with EPA test methods, performance specifications (PS), and permitting under the Clean Air Act (CAA). You will provide direction and leadership to a team focused on building and growing sales of our complete environmental monitoring tools for regulatory compliance (CEMS), workplace monitoring, and fenceline monitoring. The initial focus will be on the fast growing Ethylene Oxide market (medical sterilization, spice, packaging, transport and warehousing), and will grow to other markets as our offering expands.
You must have strong experience with managing sales teams, field engineers, product managers, and marketing focused on instrumentation and highly technical value driven sales. A history of working in the environmental services and regulatory compliance space would be extremely beneficial but not required. You will be responsible for the direction and management of all worldwide sales and business development and product management for Picarro's environmental systems business.
This is a hybrid role at our Headquarters in Santa Clara, CA.
What you will be doing:
- Reporting to the worldwide VP of the Environmental Business, you will directly manage sales, project management, product management, field engineers, and technical development, providing coaching, strategic direction, and career development for your team including hiring and staffing.
- As a player-coach, you will work directly with customers and your sales team to achieve Americas revenue goals
- Manage customer expectations and contribute to a high level of customer satisfaction
- Provide detailed and accurate sales forecasting
- Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions such as marketing and engineering
- Manage key customer relationships and participate in closing strategic opportunities
- Travel for in-person meetings with customers and partners and to develop key relationships
- Own the product direction roadmap in conjunction with technical and product leaders
To be successful in this role you will need:
- BA/BS degree and at least 10 years technical sales experience and 10 years of management experience. MBA preferred but not required
- Experience in environmental monitoring, regulatory compliance, and related hardware and services preferred but not required.
- Candidates with no sales experience will be considered if they have deep management experience and significant industry experience in a regulated industry (medical sterilization, petrochemical) or in a technical role at an environmental services company such as Certified Industrial Hygienist (CIH), Qualified Source Test Individual (QSTI), Professional Engineer (PE)
- Strong abilities as a coach and leader to provide direction and guidance to your team
- Strong understanding of sales process and working with a CRM (SalesForce, Dynamics, NetSuite)
- "Start-up" mentality and keen on working in a small, yet growing environment
- Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners
- Keen understanding and appreciation of selling into large enterprise customers with traditionally long sales cycles
- Experience in key markets a plus (Academia, Government Research Labs, Private Research Labs, Test and Measurement, Instrumentation)
- Selling hybrid (hardware and software) products a plus
- Willingness to travel as needed (>50%)
- Preferred location is Santa Clara, CA, but will consider any location in Continental United States with access to a major airport
Salary & Benefits:
The base salary range for this full-time position is $175 - $190. Your base salary range and title will be determined based on the location, experience, qualification, skills, knowledge, level, and pay of employees in similar positions.
We offer a comprehensive benefit package including:
- Medical, Dental, and Vision insurance
- Flexible Spending Account (FSA) and Health Savings Account (HSA) plans
- Life, Short-Term Disability, and Long-Term Disability Insurance
- Paid Time Off and Paid Holidays
- Employee Referral Program
- 401K
- Social events (summer picnic, holiday party, team lunches, etc.)
- On-site Health & Wellness programs (fitness challenges, outdoor bootcamp, flu-shots, etc.)
About Picarro:
Picarro, Inc. is the world's leading producer of greenhouse gas and optical stable isotope instruments, which are used in a wide variety of scientific and industrial applications, including: atmospheric science, air quality, greenhouse gas measurements, gas leak detection, food safety, hydrology, ecology and more. The company's products are all designed and manufactured at Picarro's Santa Clara, California headquarters and exported to countries worldwide. Picarro's products are based on dozens of patents related to cavity ring-down spectroscopy (CRDS) technology. Picarro's solutions are unparalleled in their precision, ease of use, portability, and reliability.
Honors awarded the Company include the World Economic Forum Technology Innovation Pioneer, IHS CERA Energy Innovation Pioneer, the U.S. Department of Energy Small Business of the Year, the TiE50 Winner and the Red Herring Global 100 Winner.
Key investors include Benchmark Capital Partners, Greylock Management Corporation, Duff, Ackerman & Goodrich, Stanford University, Focus Ventures, Mingxin China Growth Ltd., NTT Finance and Weston Presidio Capital.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, social orientation, nor on the basis of disability.
Posted positions are not open to third party recruiters/agencies and unsolicited resume submissions will be considered free referrals.
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Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
10 years
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