Danaher Corporation Country Manager, International Life Sciences, India in India, India
Danaher Company Description
IDBS is a leading global provider of advanced software for research and development (R&D) organizations to securely capture, manage, share and exploit structured and unstructured data.
Our customers around the globe trust us with their data, their business and their success and we enable them to get back to what they do best: science.
*Summary: *The focus of this role is on expanding the existing pipeline of new business opportunities in the Life Science market within the country of responsibility to achieve or exceed quota annually. In the role you will be responsible for creating and executing a three-year business plan, aligned with the company vision of delivering the best in class R&D data management platform in the cloud. The aim will be to develop the appropriate channels to market, and to build a pipeline deals for maximum value and accelerate new business growth across the Life Science mid-market.
Duties and Responsibilities:
The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.
Build and grow new accounts and prospective clients to full potential and deliver profitable, on target and recurring revenue growth
Develop and implement a rolling 3 year strategic sales plan for the territory with objectives and strategies to increase revenue and aggressively acquire new accounts in line with IDBS’ corporate and regional strategy
Develop and execute a commercial strategy for the region including
Identifying and working with partners to maximize growth
Build a team to manage multiple market segments
Maintain and grow profitability
Develop and execute marketing strategy for region
Build and train a team to grow market presence and customer base in a sustainable and profitable way.
Build brand in region and develop marketing and awareness strategies and monitor progress
Develop account plans [for the top 5 target clients] that articulate
the client’s strategy, culture, existing product portfolio, competitive position, financial state, investment plan, organization structure and key stakeholders
the relevant unique and valuable perspectives on the market that will resonate with each key stakeholder to leverage IDBS’ solutions and win business
Negotiate complex contracts and work orders in line with IDBS agreed parameters
Utilize IDBS CRM (Salesforce) to track activities, customer communications, forecast, and onsite events with prospective customers ensuring data is accurate and current to enable accurate forecasting
Maintain and develop client relations for new as well as existing clients, assuring all existing clients are contacted regularly to ensure customer satisfaction within assigned territory
Leverage appropriate IDBS functions in furthering account development including Global Professional Services, Marketing, Product Management, Product Development, Solutions Consulting and Help Desk.
Develop and execute a marketing plan appropriate for the target markets and pipeline development needs
Perform other duties as assigned by manager
Strong track record of consistent on or above target performance, selling solutions into the life science market across region
Experience in successfully selling across different cultures (domestic and international)
Expertise in developing C-suite relationships with mid-sized organizations
Demonstrable understanding of the business planning and forecasting process
High energy individual with strong business acumen and first-class presentation skills
Well-developed negotiation, project and account management skills with the ability to make timely and sound commercial decisions
Ability to adapt and use the Challenger Selling Model to deliver on target performance
Ability to leverage internal relationships to achieve goals
Required Skills & Experience
Versatility, resilience, flexibility, and a willingness to work at pace and with enthusiasm within constantly changing priorities
Desired Competencies· Experience in enterprise software sales · Scientific background in Biology, Biochemistry, Molecular Biology, Chemistry or Engineering
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years. At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team. Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.
Job Function: Sales
Primary Location: Asia Pacific-India-India
Req ID: IDB000043