Danaher Corporation Account Manager in MORELOS, Mexico
The primary function of the Sales Manager is to provide sales leadership, management and direction to meet / exceed the annual sales / order budget and ensure long term sustained growth and profitability. Is responsible for implementing the Global Biotech Sales Strategy in conjunction with Global Product Managers, Regional Marketing, Scientific Laboratory Services (SLS), BioProcess Specialist (BPS) and Sales Specialist within the region.
Specific Duties & Responsibilities
Promote, Support and Sell all Pall Biotech products in Mexico through the distributor and directly when appropriate
Drive growth to customers through distribution channel in Mexico by deploying funnel management and DBS tools through distributor leadership, weekly daily management reviews, monthly funnel reviews and supporting customer visits
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).
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.
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.
Report growth progress through DBS tools to manager utilizing DBS; Funnel Reviews, Growth Rooms, Weekly Flight Path; Order/Shipment countermeasures
Provide weekly sales and order forecast updates, customers issue / needs including product OTD, Quality, etc. that is impacting Customer Satisfaction. Schedule quarterly 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 proficiencies to meet evolving business needs, while optimally handling change:
Use rewards and recognition to help nurture a customer mentality, leadership at every level, performance perfection, 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, supervise 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+ years in sales experience including a minimum of one year leading people and three years in technical sales in Biotech/Biopharm Development / Manufacturing market place
Experience in Mexico Biotech/Pharma B2B market; Experience in channel management
Requires in-depth understanding of concepts, theories and principles in own subject area and basic knowledge of other fields
Applies understanding of the business and how own area integrates with others to achieve departmental objectives
Handles 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; process oriented and comfortable with using DBS growth tools
Understanding of Biopharm development, manufacturing and industry requirements in Upstream and Downstream Processing.
Guided by policies and departmental plan, impacts the team’s ability to achieve service, quality and timeliness of objectives
Danaher Leadership Anchors and Behaviors
Charts the Course (Utilizes Critical Thinking, Moves Strategy to Action, Leads in a Global Environment)
Drives Innovation & Growth (Listens and responds to customer needs, Cultivates and enables breakthrough thinking to drive growth, Encourages balanced risk taking to advance innovation)
Leads through DBS (Champions continuous improvement, Solves problems, Drives for results)
Builds People, Teams & Organizations (Relentlessly attracts, engages and develops people, Build strong, effective and diverse teams, Creates followership through collaboration)
Acts with Integrity (Consistently uses sound judgment, Operates with transparency and is trusted, Demonstrates humility and self-awareness)
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) .