Danaher Corporation Sr Manager Key Accounts-Pune in Maharashtra, India
Find what drives you on 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 thrives on 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 rewarding role here. For the exponentially curious, Pall is a place you can thrive and amplify your impact on the world.
Pall is proud to work alongside a community of nine fellow Danaher Life Sciences operating companies. Together, we’re pioneering the future of science and medicine, developing products that enable researchers in the fight to save lives.
Pall Corporation - Associate Experience
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Position: Senior Key Accounts Manager
Reporting to: Hub Leader
Works with: Commercial teams, Customers, internal stake holders, cross functional teams, Account Managers and team across India
Expertise: Commercial Management, Team management, Negotiations & Strategy to action
Summary of the Role
The primary function of the Senior Manager Sales - KAM is to provide sales leadership, management and direction to meet / exceed the annual sales / order budget and ensure long term sustained growth and profitability. The Manager is responsible for implementing the Global Biotech Sales Strategy in conjunction with Global Product Managers, Regional Marketing, Scientific Laboratory Services (SLS), Bio Process Specialist (BPS), Biotech Sales Specialist & BIS Managers with the region.
Specific Responsibilities that you would own:
Lead team to meet or exceed regional sales targets assigned by Pall Biotech management via direct sales activities with customers.
Through critical insight on customer biotech/biopharmaceutical manufacturing processes, support team to formulate strategies to develop and support solutions that meet or exceed customers’ needs and expectations and simultaneously expand Biotech’s business by gaining market share in existing and new accounts.
Work with Operations, Customer Service, Supply Chain and other teams in Pall to ensure full execution of our sales strategies in the region (including orders, shipments, AR collections, contracts including renewals).
Lead sales funnel reviews and ensure reporting of all business opportunities, solution concepts and strategies to Pall management through the use of CRM and provide voice of customer and applications feedback to product development teams.
Communicate business strategy and tactics clearly to your team and provide
feedback to colleagues, the management team and other Pall teams on progress, opportunities and challenges in the region.
Manage and direct Account Managers and Biotech specialists to ensure focus on key selling activities: Supporting spec wins, maintaining existing business, identifying new opportunities in existing and new customers through Sales Funnel Mgmt.
Collaborate with Regional Marketing to identify Key, Strategic and New Accounts to position PALL technology, products, service and support as the first choice in upstream and downstream processes.
Effectively utilize Total Funnel Management (TFM) Selling.
Support the Product Rationalization Program down to the Account Mgr. / Account level.
Provide weekly sales and order forecast updates, customers issue / needs including product OTD, Quality, etc. that is impacting Customer Satisfaction. Schedule sales reviews with Sales, Regional Marketing, BPS, SLS and Customer Service to review previous quarter results, update fiscal year forecast and quarter performance.
Acquire and develop talent and adapt workforce competencies to meet evolving business needs, while effectively managing change:
Use rewards and recognition to help cultivate a customer mindset, leadership at every level, performance excellence, teamwork and compliance with Danaher’s Code of Conduct.
Hold self and other leaders within the BU accountable for completing people processes (goal setting, development plans, performance reviews, compensation planning, talent assessments, career plan nominations and succession planning) in a timely and quality manner.
Develop talent and take timely, corrective action to improve performance that doesn’t meet expectations.
Schedule, monitor and confirm sales and technical training programs are completed and employees are fully trained and capable of positioning all products and technologies practicing TFM. 15%
Education: Bachelor of Science Degree in Biology, Chemistry, Biochemistry or Engineering.
Work Experience: 8-10 years in sales experience with preferably one year managing people and 6 years in technical sales in Biotech/Biopharm Development / Manufacturing market place
Requires in-depth understanding of concepts, theories and principles in own discipline and basic knowledge of other disciplines
Must have process selling experience in Biopharmaceuticals Industry
Applies understanding of the business and how own area integrates with others to achieve departmental objectives
Manages one or more generally homogeneous teams; adapts departmental plans and priorities to meet short-term service and/or operational challenges
Identifies and solves technical and operational problems; understands and recognizes broader impact across the department
Guided by policies and departmental plan, impacts the team’s ability to achieve service, quality and timeliness of objectives
Other Requirements (include culture, fit and values)
Technical Knowledge: Complete working knowledge of BioPharm development, manufacturing and industry requirements in Upstream and Downstream Processing
Availability to travel 50% (required to travel in assigned territory and, where necessary, overseas in for training, conference, seminars etc.)
Does this position deal with restricted technology?
Yes ☒ No ☐
When you join us, you’ll also be joining Danaher’s global organization, where 68,000 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.
Danaher is committed to a diverse and inclusive culture where everyone feels they belong, and all voices are heard. We believe in our associates and the unique perspectives they bring to every challenge, which is why we’ll empower you to push the boundaries of what’s possible. 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.
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.