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Danaher Corporation Sales Specialist - Victoria / Tasmania in Cheltenham, VIC, Australia

Pall Corporation's Food & Beverage business is seeking a highly motivated Sales Representative to lead growth and expansion of direct sales and profit margins within a defined territory. The position will establish professional relationships with key personnel in A & B customer accounts and meet assigned targets for profitable sales volume and margin dollars. The candidate must have strong filtration knowledge with good experience/understanding of food and beverage process in such industry focused on spirits, beer, AFB, food, and dairy.

Does developing and encouraging strong customer relationships for one of the largest filtration companies in the industrial market with a stellar reputation for partnering with customers and delivering outstanding products, application knowledge and service appeal to you? If so, we invite you to explore this opportunity!

Find what drives 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 excel with 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, you’ll find a life-changing role here. For the exponentially curious, Pall is a place for people to excel and amplify their impact on the world. Pall is proud to work alongside a community of nine fellow Danaher Life Sciences companies. Together, we’re ground-breaking the future of science and medicine, developing products that enable researchers in the fight to save lives.

Key responsibilities:

  • Develop/implement an A/B customer account plan to achieve orders and revenue projections. Cultivate productive long-term relationships with customer senior management and decision-makers.

  • Expand customer base (networking, lead follow-up and conversion). Drive sales of new products and applications.

  • Identify new opportunities to build profitable market share and competitive advantage, crafting new value for new and existing customers who operate in the Food and Beverage markets.

  • Partner with customers, building ongoing relationships and using customer insights and decision criteria to drive solutions to address current and future needs.

  • Build and maintain customer profile and SWOT including sales potential, operating structure, sites, contacts, and other relevant information.

  • Develop in-depth knowledge of customer preferences, needs and anticipated needs/trends (to develop and implement commercial strategy).

  • Stay ahead of competitive activity at existing customers and actively direct field sales personnel to customer accounts as needed.

  • Work with sales management and services team to ensure ongoing sales of aftermarket and service-based products.

  • Establish and lead all aspects of account performance metrics.

  • Provide business analysis including data trends, customer retention, funnel success and addressable/attainable markets.

  • Maintain appropriate databases and Sales Funnel Management in CRM (such as Salesforce), RFQ, Project/Quote Tracking.

  • Utilize product and application sales tools (including success stories, customer presentations, installation lists, return on investment calculations and sample proposals). Support distributor activities and provide technical and commercial support to distributors.

  • Stay abreast of industry trends - enabling positioning of products for maximum advantage. Use knowledge of competition to influence business plans.

  • Apply knowledge of business climate, market dynamics and trends as well as market potential to develop/implement account plans that get results.

  • Drive growth using DBS tools eg. funnel management, growth room, VM/DM, PSP.

Requirements:

  • Minimum of three (3) years of demonstrated experience in a sales, business development, and/or account management role within a business-to-business environment.

  • Bachelor’s degree required – preferably in food science, food technology, or other related fields such as biology, chemistry, chemical engineering, or business management.

  • Food and beverage industry proven experience

  • Proficiency understanding customer needs and buying behaviors.

  • Outstanding presentation, negotiation, troubleshooting and communication skills (both written and verbal) are strongly preferred.

  • Experience with strategic selling to large regional or global companies.

  • Willingness to travel over 50% of the time, primarily domestic travel. Will be conducting face-to-face selling with customers.

  • Proficiency in English and local language

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.At Danaher, 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.If you’ve ever wondered what’s within you, there’s no better time to find out.

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