Danaher Corporation Regional Sales Manager in Mumbai, India
Danaher Company Description
Leica Microsystems is a world leader in microscopes and scientific instruments. Founded as a family business in the nineteenth century, the company’s history was marked by unparalleled innovation on its way to becoming a global enterprise. Its historically close cooperation with the scientific community is the key to Leica Microsystems’ tradition of innovation, which draws on users’ ideas and creates solutions tailored to their requirements. At the global level, Leica Microsystems is organized in three divisions, all of which are among the leaders in their respective fields: the Life Science Division, Industry Division, and Medical Division. Leica Microsystems has seven major plants and product development sites around the world. The company is represented in over 100 countries, has sales and service organizations in 20 countries, and an international network of distribution partners. Its headquarters are located in Wetzlar, Germany.
Leica Microsystems, Inc offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job.
Leica Microsystems, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
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TITLE: * Regional Manager- INDUSTRY- Materials Science- Industry DIVISION *REPORTS TO:__ Divisional Manager-Industry INDIRECT REPORTS: Country Manager-Industry PEERS: Compound & Stereomicroscopy, Digital Cameras with Imaging Software, Digital Video Microscopy, Industrial Confocal Microscopy sales OTHER KEY RELATIONSHIPS: Market mapping & coverage, New Customer generation, Market data, Market share analysis, sales, execution, payment realization. _ _ _ _ SUMMARY OF POSITION
He/she plans sales strategies and activities required to drive the regional team for placement order target and sales target within the division. The ultimate objective is to grow sales and margin and to increase market share though effective promotion, demonstration and sales efforts and by aggressively defending achieved market share against competition within the industry/materials Science field. Focused on the 4P’s of Marketing (Product, Price, Promotion and Place) is responsible for providing marketing leadership and for developing and executing market attack plans, identifying growth opportunities and launching marketing promotions with the scope of creating market demand and accelerating new products growth. Responsible for product sales activities for divisional products, including new product launches, competitive data gathering, VOC, creation of sales tools and monitoring of business results (product mix, volumes, prices, customer profitability)
CAREER PROGRESSION Ability to progress career within the Danaher Career portal system both in the proper region (North, South , East & West) in India.
*KEY RESPONSIBILITIES:* · Drive Industrial-materials science Microscopy Systems sales in his/her region · Knowledge Industry customer organization and purchasing process & sales methodology in capital equipment sales to public field i.e. Scientific Institutes, Educational Teaching (College, University) , Regional laboratories, Forensic, Microtechnology Labs, Manufacturing & Processing Industries, Auto and Auto Ancillary Units, NITs/IITs, Govt. Laboratories, OEM , etc. · Knowledge of named people within the territory (i.e. Scientists, Professors, Metallurgists, Geologists , purchasing contacts across the territory) · Ability to draw up own action plan to deliver a target within an agreed time scale · Ability to liaise effectively with all levels of personnel within customers: Scientific Institutes, Educational Teaching (College, University) , Regional laboratories, Forensic, Microtechnology Labs, Manufacturing & Processing Industries, Auto and Auto Ancillary Units, NITs/IITs, Govt. Laboratories, OEM , etc · Ability to ‘Value Sell’, i.e. probe to find real needs/wants and then sell our Leica Industrial Microscopy Systems products (Hw & Sw) benefits which meet these needs. · Ability to handle more than one demo at a time & desire to hunt for new prospects – maintain an active pipeline · Key account management experience. · Pipeline management through SFDC and sales focus · Culture DBS its Standard of work, Compliance Policy, Kaizen for continuous improvement, PSP for short & long term PD. · Apply advanced marketing skills to develop a thorough understanding of customer requirements and purchase behavior. Monitor the evolution of materials Science/Industry market within the Industry field and competition working closely with BU specialists and sales & service teams. · Define the right product & price to sell in each market working closely with sales and marketing managers, trying to address the customer needs and leveraging the maximum profitability and market share for the company. Cooperate to design specific bundled solutions among & within the different BUs and have the capability to choose the correct portfolio, building a clear strategy for the price & product positioning. · Identify growth opportunities in the assigned geography, guiding and attracting the support from appropriate marketing services resources and working closely and synergistically with BUs and local teams · Responsible for collecting VOC from the Industrial Customer segments, working closely with BUs to ensure feature sets are prioritized and business plans are justified. · Provide information & analysis of price trends of the key products within the Industry portfolio and competitive price information. · Cooperate to build the indirect sales channel having the capability to build a network of dealers & agents and to develop new agreements with other OEMs or providers in the industry field. · Provide leadership, supporting in setting channel goals, optimization, mobilization and management in respective area where our direct contact is poor for more visibility and growth in extra dimension.
FIRST SIX MONTHS EXPECTATIONS IF FOR A PROBATIONER (List in order of importance the position objectives & measurements associate will be expected to deliver within the first six months of employment. Be as specific and concrete as possible in describing these tasks)
Acquire and maintain a comprehensive knowledge of the product lines and applications within the Industry field Close significant number of orders within Leica pipeline currently Develop and maintain relationships to his/her team of Sales Associates. Develop and maintain relationships with internal, Sales, Marketing, Technical Services, Shared Services and Business Unit and direct key accounts. Enhance existing pipeline related to open opportunities through SFDC and maintain a solid Dashboards in Forecast management, Sales Management and Financial Management. Drive DBS culture in his team Develop new pipelines within the key strategic areas .
POSITION QUALIFICATIONS (List “Musts” & “Wants”. Weigh wants on relative scale from 1- 10) Attribute/Skill/Experience Weight Scale: 1- 10 10 = Must Have Proven knowledge of Industrial Microscopy and its applications within the Industry market Segment 10 Whilst a M.Sc/M.Tech Degree in Physics/Mechanical Engg, or equivalent, is nice to have, of equal value is a strong technical knowledge of the Industrial-materials science Market for Optical microscopy. 10 Proven knowledge of software systems and their application within Industry/materials Science field. 10 Proven knowledge of digital microscopes & imaging for surface structure evaluation & quantification. 10 Past experience in similar field 8 At least 3/4 years experience selling within the Material Science-Industry Market 8
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 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 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.
Organization: Leica Microsystems
Job Function: Sales
Primary Location: Asia Pacific-India-India-Maharashtra-Mumbai
Req ID: LEI003966