Danaher Corporation Key Account Manager - Municipal in Nashville, Tennessee
Ideal candidates are based in South Central US: Texas, Louisiana, Mississippi, Alabama, Tennessee, Kentucky, or West Virginia. Other areas may be considered but must live near a major airport.
Works directly with customers and internal Regional Sales Managers (RSMs) to advance opportunities through the sales process workflow at target accounts, deploys coaching and training (sales methodology/skills, technical, product) to RSMs, and plays the role of domain expert in customer facing situations with engineers. The KAM plays a key role in Hach equipment specification, seller productivity improvement within projects, new seller onboarding within projects and the sharing of knowledge across the community of front-line sellers within a sales Division.This is a high impact, seasoned sales position critical to the successful deployment of Hach’s corporate strategy and will have a specific focus on municipal projects in the territory. Customers will be influential System Integrators, Engineers, Consultants, and End-users in the Municipal space to include Drinking Water, Waste Water and Reuse.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Strong partnership with Regional Managers to develop target accounts who align closely with Hach’s project pursuits.
Qualify, advance and close complex sales opportunities within assigned division and target accounts; including performing site evaluations to uncover unmet needs and drive funnel growth at target accounts
Drive growth of lab and process equipment sales in support of strategic projects strategy
Jointly shares sales productivity KPIs including close-won and funnel additions.
Training and on-boarding of new RSMs to rapidly assimilate new associates.
Act as the new product expert who works closely with new product commercialization teams to ensure rapid deployment of technical and commercial content to the field. Act as a Player Coach to ensure rapid adoption.
Organizing and lead lunch and learns with end-users, system integrators and E&C firms
CRITICAL COMPETENCIES / LEADERSHIP ANCHORS
Knowledge of Hach’s primary applications in Waste Water and Drinking Water Markets
Detailed understanding of Hach’s sophisticated instrumentation, control, software products and service solutions
Strong commercial acumen and communication skills required to navigate complex sales and consultative selling situations
Strong project management skills – key member of account and opportunity teams
BA, BS or MS degree in a technical subject area
5+ years’ experience in technical customer facing roles i.e. field applications, service or sales, preferably in account development roles. Municipal Project experience is highly preferred
Knowledge of instrumentation and control technologies; ideally capital / semi-capital equipment
Familiarity with municipal water processes-technology and buying
Formal sales training with experience value selling and leading value sellers
Experienced and accomplished with complex sales processes, large account selling and working with System Integrator and E&C organizations.
Ability to travel up to 60% across territor
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.