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Danaher Corporation Sales Manager, ANZ in New South Wales, Australia

POSITION SUMMARY:

The Sales Manager is responsible for:

  • Growth and expansion of ANZ direct sales by managing the Australia and New Zealand sales team, providing dynamic leadership and motivating team to execute strategy that achieves profitable sales revenue ensuring growth of the business.

  • Maximise business opportunities and grow revenue across full product portfolio in Laboratory, Hospital, Clinic and Point of Care markets.

It is a Field and Office role with some international travel required.

ESSENTIAL JOB RESPONSIBILITIES:

  • Provide strong direction, leadership, and planning to achieve sales targets.

  • Lead the sales group to ensure optimum motivation, development and retention of associates and drive a culture of high performance.

  • Develop and manage effective customer relationships including key opinion leaders and liaise with other senior managers in the Healthcare industry in ANZ market as appropriate.

  • Identify and drive opportunity for change that will support continued improvements to sales process and performance.

  • Drive functional excellence of the sales team.

  • Implement strategies for new and existing products together with ANZ leadership to continue Cepheid’s success in ANZ.

  • Steer team to actively engage with clinicians, KOL’s, laboratory, buyer groups, policy makers and other stakeholders as required to drive product acceptance.

  • Lead team on demonstrating Cepheid value proposition via “solution selling”.

  • Competency: Maintain and demonstrate technical, application and clinical utility knowledge for the GeneXpert Systems and Assays in order to drive adoption within both the existing customer base and new opportunities.

  • Manage national and government accounts.

  • Develop and maintain a complete customer database in the company CRM and adherence to Cepheid SOP’s.

  • Overall management of contracts/tenders, contracts register and oversee all quotes are in accordance with sales policy.

  • Understand and know clinical environment.

  • Monitor and report on competitor activity and market trends.

  • Travel: Australia and New Zealand, up to 30-40% and some overseas travel

    TRAINING RESPONSIBILITIES:

  • Complete all assigned and required training satisfactorily and on time.

  • For people managers, ensure your associates attend and complete all required trainings satisfactorily and on time.

MINIMUM REQUIREMENTS:

Education and Experience (in years):

  • B.S. or M.S. degree or equivalent with a functional background that has included significant experience in the Healthcare & Diagnostics market with a minimum of 5 years successful sales and management experience.

  • Strong track record of success in sales positions with increasing levels of responsibility.

  • Strong management and team leadership experience.

KNOWLEDGE AND SKILLS:

  • Proven success in a sales role.

  • Ability to lead and manage a team of sales people to successfully achieve targets.

  • Proven knowledge of customer relationship management including assessing customer needs, meeting customer expectations and evaluation of customer satisfaction.

  • Ability and experience developing sales budgets/targets and monitoring their achievement.

  • Strong communication and analytical skills.

  • Proven ability to tailor communications to promote, influence and speak persuasively.

  • Ability to convey complex information or ideas and tailor one’s style to match the needs of a range of people.

  • Outstanding interpersonal, written, public speaking, presentation, influencing and negotiation skills.

  • High levels of creativity in problem solving and action plan development

  • High level of knowledge in consultative solution selling

  • Strong knowledge of Cepheid, molecular IVD/competitive products, and clinical application

  • Collaborative team player

  • Analytical thinking and in depth understanding of the current market environment is a requirement

  • Willingness to travel nationally across Australia and New Zealand.

KEY BEHAVIOURS:

  • Be focused on achieving results, both as an individual and within the team

  • Display leadership that is decisive, consultative, consistent and rational

  • Maintain the highest levels of integrity and ethics

  • Take ownership for solving problems and finding solutions

  • Lead by example with attention to detail

  • Be highly organised and self-guided

  • Customer-focused

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.

Operating Company: Cepheid

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