Danaher Corporation Sales Manager, Canada West in London, Ontario
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The Manager-Canada West is responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.
Key Functions and General Responsibilities
Achieve and exceed region’s quarterly and annual sales quota, strategic and unit sales mix objectives, profit goal and market share goals while implementing strategies and goals through management of sales representative and technical specialist staff.
Develop sales plans and strategies to increase market penetration. Participate in annual sales strategy and OPEX planning. Develop annual sales quotas for sales representatives. Manage and control department expenses at or below budgeted levels.
Provide leadership, coaching and mentoring for sales representatives and technical specialists. Advance the professional development, professional conduct, sales effectiveness and efficiency of staff.
Recruit, develop, and train new sales representatives and technical specialists with clearly communicated sales and overall performance standards.
Forecast monthly revenue projections utilizing the company CRM (Salesforce.com).
Drive standard work, funnel review process in Salesforce.com. Follow and implement account management through Salesforce.com.
Perform monthly funnel reviews with each report and as directed by Country Manager.
Approve pricing and discounts, within the authority, for new and demonstration instrument, consumables and service sales.
Maintain strategy, support and pricing consistency between sales territories for National/Regional Accounts and National contracts.
Participate in all new product introductions and coordinate the sell-off of all discontinued/obsolete models and equipment.
Plan and coordinate semi-annual Area Sales Meetings. Attend and staff national or local sales meetings.
Travel with sales representatives and technical specialists providing individual coaching and professional development to each member of the regional selling team (target three days per week or 60% of the available time).
Complete Field Sales Management Reports and distribute report for each field visit.
Develop, solidify and maintain, high-level relationships within key accounts (including Top 10) in assigned geography. These relationships should include Senior Hospital Management (C-Suite), Laboratory Administration, Department of Pathology, Purchasing and Materials Management, Contracts Administration and other key departments and/or personnel.
Maintain a working knowledge of products, customer applications, and key customer needs and requirements for the pathology market.
Maintain a working knowledge of competitor product and their methods of selling as a means to assist direct sales representatives and specialists in competitive selling situations.
Maintain a working knowledge of the Demo Management System to assist and direct sales representatives and technical specialists in the coordination of demo instrumentation and the functionality of DMS.
Develop strong working partnerships with Service Management.
Coordinate and collaborate effective resource management with Manager, Canada East and communicate on the prioritization of customer needs.
Coordinate and collaborate with Pathology Imaging team to meet the sales and business objectives of that Pathology Imaging as a core growth business.
Communicate and support initiatives driven by the Commercial Development Leader, Canada.
Provide suggestions for process or product improvements, new products, and promotion of sales/support methods.
Maintain competent working knowledge of Danaher Business System tools and utilize such knowledge in all interactions with internal and external customers.
Collaboration with colleagues on the investigation and potential escalation of difficult technical applications situations with customers.
Required Education, Experience, Skills
Education: Bachelors degree Life Sciences or equivalent, B. Comm or MBA or equivalent
10+ years Field Sales experience
3+ years Sales Management experience
Experience in clinical, research, or industrial laboratory setting with a focus on both capital and consumables businesses
Desired Histology/Cytology/Immunohistochemistry/Digital Pathology market knowledge
Required estimated 60% of time – must possess a valid driver’s license and be in good standing. Must possess a valid passport.
English--written and spoken. French also preferred.
Management of Personnel Resources – Motivating, developing and directing people as they work. Identifying the best people for the job.
Complex Problem Solving – Identifying complex problems and reviewing related information and facts to evaluate and develop options and implement solutions.
Judgement and Decision-making – Considering the relative costs and benefits of potential actions and options and to choose the most appropriate one.
Critical and Analytical Thinking – Using logic and reasoning to identify strengths and weaknesses of alternate solutions, conclusions and approaches to problems.
Commitment to building a team that works together to exceed business goals.
Leadership by example.
Articulates a clear vision and strategy for his/her team.
Recruit, develop, and maintain top sales talent.
Embraces change and proactively looks for ways to improve strategy.
Strong customer orientation / Voice of the Customer Driven.
Excellent interpersonal and communication skills, both verbal and written, and the ability to effectively communicate throughout all levels of the organization.
Proficient in Microsoft Office suite including Excel, Word, PowerPoint, SFDC.
Ability to analyze situations, solve practical problems and deal with a variety of variables in situations where only limited standardization exists.
Must demonstrate time management skills.
Strong written and communication skills.
Business/financial management comprehension preferred.
Scope of the Role
Supervisory Responsibility: Yes
Approximate Direct Reports:
Approximate Indirect Reports:
Canada Leadership Team (Country Manager, East Manager, Commercial Development, Service Manager)
Account Managers and Technical Specialists
Sales and Applications Specialists in Pathology Imaging
Regional Field Service Manager and service team
Customer Service, Tech Support, Commercial Operations, Finance and HR teams.
Business Unit teams
- Customer Accounts
Physical Demands & Working Environment
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical Demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.
The employee must occasionally lift and/or move up to 50 pounds.
Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
This position will require frequent travel by car and flying in and out of airports with possible long wait times.
Employee must be able to work in hospital and laboratory environments, near fumes or airborne particles, toxic or caustic chemicals, risk of electrical shock, and around moderate noise.
May be requested to work overtime and weekends for special program events.
This job description in no way states or implies that these are the only duties to be performed by this employee. The incumbent is expected to perform other duties necessary for the effective operation of the department or unit. This job description may be changed at any time.
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.