Danaher Corporation Regional Sales Manager –Trojan MEA in Dubai, United Arab Emirates
Danaher Corporation (http://www.danaher.com/) is an $20 billion company that designs, manufactures, and markets products and services with strong brand names, proprietary technologies, and major market positions. Driven by strong core values and a foundation provided by the Danaher Business System, Danaher's associates are pursuing a focused strategy aimed at creating a Premier Global Enterprise.
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. Our consistent success is the direct result of our people and the Danaher Business System (DBS). DBS has evolved from a collection of manufacturing improvement tools into a philosophy, set of values, and series of management processes that collectively define who we are and how we do what we do. Today, our DBS tools are designed to help us excel in areas of GROWTH, LEADERSHIP, and LEAN.
WATER QUALITY PLATFORM (https://www.dhwaterquality.com/)
Danaher's Water Quality (‘WQ”) Platform is part of the Environmental & Applied Solutions reporting segment and is a global leader in water quality analysis and treatment, providing instrumentation and disinfection systems to help analyze and manage the quality of ultra-pure water, portable water, wastewater, groundwater and ocean water in residential, commercial, industrial, and natural resource applications. Our water quality business provides products under a variety of brands, including Hach (https://www.hach.com/) , Trojan Technologies (https://www.trojantechnologies.com/) , McCrometer (https://www.mccrometer.com/about-us) , and ChemTreat (http://www.chemtreat.com/) . WQ MEA has sales offices in Dubai, Egypt, and South Africa.
DIVERSITY & INCLUSION (https://www.danaher.com/who-we-are/diversity-inclusion) : At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity, and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
PURPOSE OF THE ROLE
The Regional Sales Manager (RSM) creates and executes on a growth strategy for their region, relationship building and channel management to originate and close opportunities. The role is to drive opportunity funnel management, key account planning, negotiation, channel management and team management.
The role is responsible for strategic sales targeting large customer accounts with multiple influencers in their assigned geographic region.
Develop sales action plans identifying sales objectives, opportunities, major customers, and regional shows to be attended during the following fiscal year
Manage, coach and develop the existing sales & service associates acting in the assigned region
Participate in sales activities including customer site visits, telephone contacts, email correspondence, trade seminars and shows, product demonstrations/evaluations, customer seminars and channel management
Provides specifications and product selection from customers to Quotation team and/or Project Managers
Lead project activities and contact stakeholders like contractors, consultants and end users
Follows up on quotations submitted to customers
Renders technical advice or service on product applications and conducts training and service programs in the operation and maintenance of products
Cooperate with other Water Quality Group Operating Companies in identifying key projects benefiting to all in the countries assign
Identify right market strategy for projects, either through Distributors, System Integrator or EPC thus protecting the interest of the company
Manage, coach and develop Trojan distribution’s network in in the assigned region
Set up action plan to drive and expand distributor ’s reach on the market (by geographies, product lines and sectors): Set KPIs for visits at existing/new customers & product demonstrations, plan for seminars & tradeshows, improve service capabilities through organization of trainings
Collect forecast on orders and sales through data on monthly basis
Define along with distributors, minimum stock for fast moving items – reagents and instruments
Implement Salesforce Communities/lead method for distributors and get visibility on their business to improve coaching through active funnel management
Implement the Authorized Service Partnership with our current channel partner or identifying new partnerships
Develop strong funnel management skills and proactively manage all commercial activities through Salesforce (opportunities, sales visits, etc.)
Collect and report information on all competitive activity within the assigned territory • Meet or exceed monthly and annual targets
Participate fully in training sessions, meetings, skill building and professional development classes
Respond to routine enquiries, prioritize service calls and tasks, escalate service calls and provide appropriate response and advice to customers when handling enquiries
Maintains good will of customers and acts as liaison between customers and company ilar field will serve as an advantage
Maintains a commitment to teamwork and a positive, supportive attitude to all personnel.
Actively involved and give feedback for regional strategic planning
Performs other duties as required
Observes and complies with all safety regulations and company policies
The role reports to the Director of Sales, WQ MEA
Internal Sales and Marketing Associates
Field Sales Associates
Field Service Associates
MEASURES OF PERFORMANCE
Revenue generation and sales growth for distributors
Assessment of the staff training records within the department
Assessment of the staff and distributor performance
Assessment of the Danaher compliance documentation
Successful integration of new products in the region
Adherence to the Danaher Core Competencies
Bachelor's degree in Environmental Science, Biology, Chemistry, related field, or equivalent experience.
5-10 years’ experience in international sales operations and distributor management.
In-depth knowledge of sales processes and funnel management and distributor management practices.
Enthusiasm and dedication to assure successful sales operations.
Demonstrated vision for change and continuous improvement.
Ability to accurately assess key business metrics and situations.
French & English languages are required, Arabic is a plus
SKILLS AND COMPETENCIES
Willingness to travel up to 50% of time
Must have a valid driver’s license, and acceptable driving record
Knowledge and use of common business software (MS Office)
Prior use of a CRM tool to manage relationships and opportunities, use of salesforce.com a plus
Excellent organizational skills
Ability to present complex or difficult messages clearly and persuasively
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.