Danaher Corporation Senior Manager, Service Business Development EMEA F/M in Florence,, Italy
At Cepheid, we are passionate about improving healthcare through faster, more accurate diagnostic tests. With our GeneXpert® System, we’ve taken the most sophisticated molecular technology and packaged it into an automated, easy-to-use format that has quickly become the platform of choice worldwide. From the largest laboratories to small physician offices, our game-changing solution delivers critical answers when clinicians and patients need them most.
Our service business is a fundamental to ensuring that once a warranty expires customers have sufficient maintenance cover to ensure the safe and reliable operation of their Cepheid GeneXpert systems.
Ensuring the maintenance cover of our customer instrument base in EMEA through providing a diverse portfolio of products that address the market need in all geographies will be an essential component of the Service Business Development Senior Manager responsibility. Close collaboration with regional Cepheid Territory Managers to develop business will be essential.
This role includes the management of Service Sales team but also the pricing and marketing strategy for service products in EMEA.
Focus will be needed to oversee the revenue targets are achieved, the Pipeline/Funnel is maintained, and profitability of programs is monitored.
In this role you will have the opportunity to:
Create and manage an effective compensation strategy to ensure that associates accountable for sales are compensated on revenue achievement according to channel.
Use research, experience and voice of customer to understand unique market needs.
Address needs with innovative service programs and products tuned to the market.
Construct value proposition/perception/branding/offerings for instrument Pre-Sale/Point Of Sale/Post Sale purchasing cycle, Out Of Warranty, Multi-Year, Consumption-based Model.
Manage Opportunity pipeline/funnel. AOP management.
Collaborate with Territory Managers. Develop and lead training for regional service sales programs for Territory Managers and other Sales Channels.
Develop and mentor Inside Service Sales teams to achieve solid contract attachment.
Manage KPI for example Warranty Conversion Rate, Contract Attachment Rate, Billable Rate, PM-only, Growth Bridge, Discount Matrix/Workflow
Segmentation strategy: sales channel and/or customer market
Connectivity dollarization strategy
Maintain Install Base accuracy
Support programs for any New Product Introductions (NPI) and ensure service product readiness for the region
Advance initiatives (validation IQOQ, Customer Care Lifecycle – cradle to grave)
This role will involve some travel for business and as such you must be able to travel accordingly.
We are looking for a professional with the following skills and experience:
- Bachelor’s degree with 9+ years of experience OR Master’s degree with 7+ years of experience
Knowledge and skills:
Solid communication skills
Customer oriented and team builder
Proficient in Microsoft Office applications
Demonstrated ability to develop expertise in ERP and CRM systems. Experience with SAP, SalesForce.com preferred.
Fluent in English, French would be preferred
You will be part of a dynamic team in which there is a high focus on delivering results and continuous improvement, but also where having fun and teamwork is very important.
You will work in a leading global company, with a leader who cares about you, your strengths and will help you to develop the best possible version of yourself.
We hope you’ll see yourself here, too.
What you find at Danaher—and within yourself— might just change the world.
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified 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. The “EEO is the Law” poster is available here (http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf) .
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 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.
Operating Company: Cepheid