What are the responsibilities and job description for the US Sales Director, Automation position at Gilson Inc?
MISSION
The US Sales Director, Automation, leads the commercial success of Gilson’s automated liquid handling and laboratory automation products across the Americas.
This role is responsible for:
- Driving revenue growth and profitability
- Leading, coaching, and developing sales and service teams
- Executing sales strategies aligned with Gilson’s business goals
- Supporting customers with complex automation solutions
The Director works closely with senior leadership and cross functional partners to ensure strong market performance, customer satisfaction, and long term growth.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Sales Strategy & Execution
- Lead the execution of the annual sales plan for automation products and services
- Achieve or exceed revenue and margin targets
- Develop and maintain a clear annual sales strategy with defined actions and goals
- Prepare accurate sales forecasts and reports on time
- Set pricing strategies that balance volume, profitability, and competitiveness
- Regularly review progress with leadership and address risks early
- Partner with marketing to create sales campaigns and improve website visibility
- Maintain strong knowledge of key customers, competitors, and market trends
- Step in to support complex sales opportunities when the team needs assistance
Sales Team Leadership
- Lead and mentor sale team members through regular coaching and feedback
- Travel with team members to evaluate performance and support customer engagements
- Ensure timely execution of projects, issue resolution, and high customer satisfaction
- Hold team members accountable for performance, conduct, and policy compliance
- Ensure accurate and consistent use of Salesforce (CRM)
- Ensure team members receive appropriate product, technical, and sales training
- Improve field processes to increase efficiency, effectiveness, and customer value
Customer and Project Engagement
- Support lead qualification and gather customer technical requirements
- Assemble internal project teams based on expertise needs
- Coordinate feasibility studies and return on investment (ROI) analyses
- Make go/no go decisions on major automation projects
- Ensure clear communication, follow-up, and project execution for customers
- Engage directly with key customers, larger accounts and key distribution partners for successful early product implementation, large deals and channel success.
Business & Organizational Leadership
- Contribute to the overall Americas business strategy for automation
- Participate in leadership initiatives to improve execution and standardization
- Collaborate with global teams, product owners, and external partners in and outside of the category, business partners, operations, new product development, quality and others as appropriate
- Serve as a member of the Americas leadership team
JOB REQUIREMENTS
EDUCATION
- Master’s or PhD in Chemistry or Life Sciences OR
- Master’s degree in business, Commerce, or a related field
PROFESSIONAL EXPERIENCE
- 10 years of experience selling laboratory automation products in Life Sciences
- 5 years of experience managing sales and/or service teams
- 5 years of direct experience selling automated liquid handling or sample preparation systems
- Hands on laboratory or scientific research experience preferred
- Strong understanding of laboratory purchasing processes and customer decision making
SKILLS OR KNOWLEDGE
- Strong leadership and people management skills
- Results driven mindset with a focus on revenue growth
- Excellent communication and relationship building abilities
- Ability to quickly build trust and influence customers and teams
- Technical understanding of laboratory automation systems
- Familiarity with laboratory workflows and best practices
- Experience with automation technologies such as:
- Automated liquid handling
- HPLC, CPC, SPE, or related systems
- Comfortable using CRM systems and business tools
OTHER
- Valid driver's license and good driving record required
- Travel, on average, two-three nights a week throughout the different sales territories of the Americas
- Ability to work well in a team environment
- Ability to learn new skills and adapt to changes in the workplace
ADDITIONAL SKILLS/EXPERIENCE DESIRED
- Training or practical experience in the use of laboratory or research instruments
- Experience in capital equipment sales