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Strategic Sales Account Manager (Commerical Power Integrators)

Company: Danaher Corporation
Location: New York
Posted on: November 23, 2021

Job Description:

Find what drives you on a team with a more than 70-year history of discovery, determination, and innovation. As a global leader in high-tech filtration, separation, and purification, Pall Corporation thrives on helping our customers protect people. Our products serve a wide range of markets, so if your interests lie along the spectrum of Life Sciences to Industrial, youll find a rewarding role here. For the exponentially curious, Pall is a place you can thrive and amplify your impact on the world.
Pall is proud to work alongside a community of nine fellow Danaher Life Sciences companies. Together, were pioneering the future of science and medicine, developing products that enable researchers in the fight to save lives.
Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.
Responsible for formulating and implementing the overall business strategy for the assigned Accounts.
ACCOUNT MANAGEMENT (70%)
Organize account teams to effectively and efficiently build customer relationships to achieve desired budget requirements (Orders, Sales, New Program capture targets, Pricing) expectations.

Identify new opportunities to build profitable market share and sustainable competitive advantage; creating value for new and existing customers

Manage and develop relationships at all levels with customers

Develop strategy, direction and monitor performance of their account teams

Account manage designated customers in respect to growth and long term retention

Accountable to collaborate with Commercial Operations on strategies to negotiate, conclude and manage contracts with customers NDA\PSA\LTA\TINA\License Agreements\Terms and Conditions

Secure opportunities to quote on customer requirements and follow up on quotations to secure orders

Provide technical service when appropriate to solve customer problems and ensure customer satisfaction with Pall products. Liaise with Engineering, SLS and Legal departments as required for technical support on product and order queries

Accountable for the preparation, submission and negotiation of all legacy and new business pricing activities

Accountable for the review and submittal of proposals in accordance with the Contract Review and local Delegation of Authority Policies.

Keep abreast of competitive activity at existing customers and proactively direct field sales to customer accounts as needed

Understand the Customers business and priorities

Conduct internal account planning sessions with the Account Team

Engage the Customer in the planning process

Interface frequently with other department managers and their subordinates on contractual obligations, organizational projects and operational decisions.

Interface with assigned customers as required related to cost proposal activities, contractual obligations or proposed pricing.

Close the sale

FINANCIAL PERFORMANCE (10%)
Ensure designated sales territory achieves key KPI targets (Orders/Sales/Pricing/Program awards, etc.)

Monitor and regularly report progress against the projections

Work with extended Account teams preparing projections in line with the targets of the business plan

Provide monthly, quarterly and annual KPI plans/projections to achieve desired targets

SALES FUNNEL ADMINISTRATION (10%)
Develop/maintain Sales Funnel management and discipline within the CRM system

Create and maintain customer profile and SWOT including sales potential, operating structure sites, contacts and relevant information within CRM

Establish and track account performance metrics

Draw on available resources to achieve regional/market/product/account specific objectives

ACCOUNT MANAGEMENT (10%)
Coordinate resources to present One Face to the Customer

Provide coaching and leadership to the Account and Commercial Sales Team.

Organize account teams to effectively and efficiently build customer relationships to achieve desired budget requirements (Orders, Sales, New Program capture targets, Pricing) expectations

Ensure full compliance with export control, legal requirements, and ethical rules

Minimum Qualifications:
Bachelor Degree (ME or EE preferred).

Broad knowledge of the Aerospace market would be preferred.

Experience selling high technology products with a preference for experience selling into the Aerospace and/or military sector

Should have a strong technical aptitude and ability to fully understand the product line and its application.

5+ years of Sales experience. Aerospace and Defense industry sales experience preferred

Experience executing at each stage of the sales process and adept at guiding others in developing selling skills

Solid sales management experience (remote management). Experience coaching others on leading effective dialogue with customers to address needs is preferred.

Experience in working with cross functional teams within large multinational customers and/or governmental military organizations

Understanding of cost elements associated with the preparation of cost proposals.

Experience in negotiating contract price and terms.

Experience with sales funnel management (i.e. salesforce.com or equivalent)

Maintains a high degree of technical expertise of the product and its application

Knowledge of Federal Acquisition Regulations and typical commercial PO terms and conditions would be a plus

Must possess excellent verbal and written communication skills. Must have the following proficiencies as it relates to MS Office.

When you join us, youll also be joining Danahers global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, youll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.
Danaher Corporation and all Danaher Companies require all US and Puerto Rico employees to be vaccinated against COVID19 as a condition of employment, subject to reasonable accommodation as required by law.
Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation. If youve ever wondered whats within you, theres no better time to find out.

Keywords: Danaher Corporation, New York , Strategic Sales Account Manager (Commerical Power Integrators), Sales , New York, New York

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