International Operations Manager

Primary Work Location

Lincoln, NE

Overview

Manage regional Environmental distribution and Direct International Sales (DIS).  Organize distributor visits and related support activities. In conjunction with our distributor business partners, develop sales and support strategies and operating plans with metrics to ensure performance of established revenue targets and associated technical training.  Manage daily sales activities within the International Group and make decisions for technical sales issues. 

Professional Qualifications

Education

• B.S. or equivalent in environmental, agricultural, biological, or earth sciences, or related field.
• M.S. in science or MBA preferred, but not mandatory.

Experience

• Minimum four years experience in sales, product support and/or product management of environmental or life science products.
• Experience in selling skills and sales accomplishments in competitive environments.
• Knowledge of LI-COR Environmental instruments is preferred, but not required.

General

• High problem solving ability, creative, high curiosity, good attention to detail, self starter.
• Highly developed sense of integrity, ethics, self-motivation, and loyalty.
• Ability to manage projects and multiple priorities, well organized.
• Demonstrated proficiency in sales management, business relationship management, market analysis, team building, and leadership.
• Demonstrated ability to handle critical sales activities, customer interaction, and distributor relationships.
• Awareness of global current events and geopolitics, and their effect on the markets we serve.
• Well-developed sense of adventure, and a curiosity about the world.
• Excellent communications skills (written and oral), as well as interpersonal and motivational skills.
• Ability to prepare and give presentations in one-on-one settings or small groups.
• Team Player. Enjoys and works well with other people in a team environment.
• Dependable, positive attitude and good attendance.
• Able to travel to challenging International locations.

Position Responsibilities

Regional Distribution Management:

• Establish and maintain solid distributor relationships to ensure focus, performance, and consistent loyalty to LI-COR and our customers.
• Manage distributor performance in assigned territories. Maintain regular contact with distributors. Coordinate routine distributor visits.
• Develop annual distributor management and operating plans.
• Help to coordinate regular distributor meetings (regional and worldwide).
• Plan and implement product demonstrations, seminars, exhibitions, equipment installation, and customer training.
• Oversee distributor sales and technical training.
• Evaluate and recommend selection or termination of distributors.
• Review problem accounts with respect to on-time payment.

Manage Direct International Sales (DIS) efforts in assigned territories:

• Lead the technical sales process and development/implementation of sales strategies and objectives.
• Qualify and follow-up sales leads generated from promotional efforts.
• Implement an effective follow-up system for inquiries and sales, and nurture leads to the point of sales closure.

Market Assessment:

• Monitor trends in DIS sales to see where there are opportunities for us to invest resources and further develop markets.
• Prepare market analyses on request. Develop metrics to quantify and predict market potential by geography and customer segment.

Daily Sales Operations - in the office, make autonomous decisions for distributor and customer support, including:

• Handling or delegating technical support issues.
• Make pricing and discount decisions.
• Work closely with Sales Order Supervisor and Sales Correspondents to facilitate shipping and customs clearance logistics.
• Facilitate sales and support activities with our colleagues at LI-COR subsidiary offices.

Export Compliance:

• Carry out LI-COR’s Export Compliance program to assure ongoing export privileges.
• Gather DIS end-user and reseller information to comply with US Export regulations.
• Train distribution partners on screening techniques to confirm compliance through our global distribution network.

Technical Support:

• Coordinate technical support and service requests from overseas markets with the LI-COR Science and Support team and instrument Technicians.
• Ensure a high degree of customer support and satisfaction for international customers (served directly and through distributors).
• Improve distribution partners’ ability to support customers by arranging technical training – application support and instrument service – at LI-COR and in distributor territories.

Marketing:

• Work with Distribution partners who prepare local-language marketing collateral.
• Provide input for the LI-COR marketing program based on the unique needs of markets with different geographies, languages, business cultures, and procurement processes.
• Advise on needs for literature, mailings, advertising, seminars, exhibitions, and technical documents.
• Closely work with Product Managers to implement product launch and sales strategies in foreign markets.
• Actively review competitors’ products, sales channels, and strategies and formulate strategies to maximize market share.