Danaher Corporation Sales Manager in Caguas, Puerto Rico
Manage and close complex sales, interacting closely with Finance, Legal and Marketing areas of the company.
Facilitate sales activities and measure sales performance against the plan and timely executes countermeasures, through proper execution of the standard work and growth room initiatives.
Prepare and execute accurate sales forecasts and analysis; create action plans that maximize sales opportunities and growth from competitive accounts. Provide weekly analysis of the sales funnel and assure opportunities are properly updated and valued.
Determine sales quota goals for the field sales organization for each market segment and distribution channel.
Drive lead generation qualification and funnel conversion to achieve sales targets through inside sales, outside sales and channel partners.
Drive continuous improvement of lead generation and funnel execution processes.
Successfully drive the expansion of our customer base relative to industry and geography.
Develop "best team" in sales through talent acquisition and development
Routine and effective customer visits (Gemba work) that build strong relationships, prospect new customers and generate insight about market needs and competitive activity
Seek new opportunities to grow the business in assigned territory, which need to be reflected properly in the sales funnel
Maintain and utilize sales tools/CRM Management to report daily SFDC updates, Funnel Management and customers contact information, feed Daily Management, Visual Management and Growth Room dashboards with corresponding, updated information.
Lead the sales organization in the building and execution of the sales funnel, focused on key accounts and large opportunities that will drive long-term revenue growth in focus market segments.
Bids management, preparing quotations and/or conducting instrument demonstrations; escalate to Finance Manager and General Manager proposals for financial analysis and business retention and gain.
Propose promotions and special sales initiatives to Marketing Manager and General Manager, in order to drive/accelerate growth of specific platforms and products.
Participate in team meetings and special projects as defined by management to address specific tactical and/or strategic business needs
Coordinating and supporting marketing activities, prepare tactical plans of action for successful sales promotions and product launches.
Master basic features and benefits of all our primary products, and effectively engage product experts as Applications Specialist in the sales process.
Use and promote usage of marketing materials as sales aids and collateral.
Collect, organize, analyze, interpret and communicate market and competitor’s information to corporate management team on a frequent basis
Manage operating expenses within budget
Manage forecasting, pricing, and contract negotiations.
Conduct quarterly business reviews with distributors in coordination with Channel Partner Manager.
Lead and hold sales team accountable for meeting sales plan and identify opportunities.
Collaborate with functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the regional, product and business unit levels, to provide high-level customer service & customer satisfaction
Assure proper training and execution of Ethics Code, Compliance and related trainings from her/his team
Develop in coordination with local Legal department and General Manager customer contracts and related commercial documents.
Responsible for sales, and commercial organization only , but need to work closely with marketing and customer Support (no Marketing, no customer support) Marketing is Dolores and customer Support is Frances.
Delete all info related with marketing, as brochure, and other things
Need to Focus, track and keep on good shape Commercial Tools (SFDC) and reports –
Generate and report visibility of the market, priorize opportunities to maximize resourses and reach the target.
· Work closely with members of the marketing team to co-ordinate marketing activities
· Product Specialists and Service Engineers for customer demonstrations, installations and training
· Customer Service team
· Legal (internal and external lawyers)
· Sales Management peers in BCI (Florida, rest of US)
· Customers in the Diagnostics Industry, laboratories, hospitals, medical devices etc.
The essential requirements of the job include:
Bachelor's degree in Business, Marketing, Engineering or related is required
MBA is preferred
Advanced English skills - mandatory
5+ years of sales experience is required
B2B Experience in Industrial Companies
Broad experience and expertise in sales management in a global company
Experience managing direct sales channel - equipments
Having led a Sales Team in Puerto Rico
Experience in the use of SFDC is preferred
Global customer experience is preferred
Strong listening and communications skills (verbal, written, presentation, VOC)
Knowledge and experience in developing and implementing sales processes
Danaher Corporation designs, manufactures, and markets professional, medical, industrial, and consumer products, which all generate approximately $13 Billon in revenue. Danaher’s business activities encompass four reporting segments and are comprised of six strategic platforms: Medical Technologies, Professional Instrumentation (Environmental, Electronic Test), Industrial Technologies (Motion, Product ID, and Focused Niche Businesses) and Tools & Components (Mechanic’s Hand Tools). Danaher operates globally with about 50% of its revenues derived from outside the United States. The Company has significant operating businesses headquartered in Europe and has greatly expanded its operating presence in Asia over the past several years. Danaher is a well-capitalized business, which has historically used available cash flow to fund acquisition activity. Culturally, the company operates in a highly de-centralized model with an extremely lean corporate structure. Danaher has a proven system for achieving performance: the Danaher Business System (DBS). It drives every aspect of the group’s culture and performance. DBS is a system of continuous improvement and is used to guide and measure everyday activities, which has enabled it to double in size about every 5-years with impressive financial performance.
Organization: Beckman Coulter Puerto Rico
Caguas Puerto Rico
When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll 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.
Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable 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 firstname.lastname@example.org to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.