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Danaher Corporation Regional Key Account Manager, Sales Manager in Singapore, Singapore

Beckman Coulter Life Sciences’ mission is to empower those seeking answers to life’s most important scientific and healthcare questions. With a legacy spanning 80+ years, we have long been a trusted partner to our customers, who are working to transform science and healthcare with the next groundbreaking discovery. As part of our team of more than 2,900 associates across 130 countries, you’ll help drive our vision of accelerating answers—and our commitment to excellence.

Beckman Coulter Life Sciences is proud to work alongside a community of nine fellow Danaher Life Sciences companies. Together, we’re pioneering the future of science and medicine, developing products that enable researchers in the fight to save lives.

Position: Regional Key Account Manager & Sales manager

Report to: General Manager, Beckman Coulter Life Sciences, SEA

The Regional Key Account Manager & Sales manager carries two roles:

1) Manage directly the defined big key accounts through high level business partnerships through a strong knowledge of the workflows relevant to the Beckman Life Science product portfolio. This position will manage cross-platform commercial operations for Beckman at said accounts in Singapore through revenue growth and commercial execution. This Manager will elevate Beckman’s perception in the account by penetrating key decision makers. The Manager will have responsibility of owning the account strategy and implement the strategy into an action plan. Collaboration with Cytiva, PALL and Life Sciences Instrument Group (LSIG) Operating Companies(OpCo) to maximize the business revenues from the selected Key Accounts. (30%)

2) Lead a sales team based in Singapore to drive sales & initiatives to meet or exceed the sales targets of assigned products & territories in Singapore and other South East Asia countries. Meanwhile, he/she would also be responsible of channel partner management as well. (70%)

1) Regional Key Account management

Continuous Customer Discovery & maximize business potential & revenues

  • The Manager is responsible to map the entire Customer ecosystem (Center of Innovation, Manufacturing, R&D) and discover new opportunities and projects through key account management

  • Establish Important Customer Sites to help local sales penetrate and discover new opportunities

  • Drive the biopharma workflow solutions of the Beckman Coulter Life Science Portfolio into potential and existing key accounts

  • Confidential - Company Proprietary

Builds Account Strategies, Playbook, and Growth Bridge

  • Build an Account Strategy in collaboration with Service, Field Marketing, Commercial Marketing, BU, Sales, and Distribution Partners

  • Translate strategies to local tactics and actions (long term and short term)

  • Strategic collaboration and alignment with Danaher Operating Companies

  • Build an Account Strategy in collaboration and alignment with Internal and External Stakeholders (including Cytiva, PALL and LSIG) on All Strategic Initiatives (Workflow Sales Strategy, Contracts Negotiations, Service, etc)

  • Leverage other Danaher Operating Companies resources to Maximize Sales & Service Revenue through Workflow Excellence and Key Account Management

2) Lead Singapore direct sales team and channel sales in defined products, territories and countries

  • Drive business growth in the new sales team in Singapore and channel management in defined products in Singapore, Indonesia, Malaysia & Philippines

  • Develops business plans with supporting market intelligence & sales / marketing strategies and market penetration

  • Lead Singapore direct sales team and channel partners in respective countries for defined products and ensure sales standard work is followed including use of account plans, business reviews, funnel management, SFDC updates and Forecast accuracy

  • Coach, train and develop sales representatives in building strong value selling skills and account management with high engagement and motivations

  • Have a weekly meeting with direct reports to follow up with sales productivity and results and provide guidance and resolve existing issues

  • Field travel average 3 half days/week to meet key accounts and coach sales associates on sales process and account management.

  • Have virtual monthly review with channel partners and coach responsible sales for funnel review and opportunities follow up. Prefers to have quarterly physical meeting with channel partners and key accounts in respective countries

  • Provide and support sales development plan and retention within the organization

  • Develop and Optimize effective channel partners for the respective countries

  • Participates in all region-based symposiums / events with sales

Requirements:

  • 10+ years experience in Life Sciences & biomedical industry

  • B.Sc. or above in biomedical or related degree & qualifications

  • High potential sales performer with demonstrated track record of sales growth, customer experience and market share growth.

  • Relentlessly attracts, engages and develops people; can cultivate teams quickly and build strong relationships by establishing significant credibility, trust and support within their team, customers, as well as being able to develop strong followership within the commercial organization.

  • Strong negotiation and commercial skills; can support team and work at high levels within customer decision making unit to negotiate complex deals which are profitable to the company

  • Outstanding interpersonal skills and executive presence with an ability to work with people at multiple levels both inside and outside of Danaher; can influence strongly cross functionally within the organization and at customer sites, gaining buy-in and engagement.

  • Excellent process orientation with a proven track record of leading sustainable change and continuous improvement.

  • Has both strategic and tactical capabilities, can analyze the market, competitors and company strengths and weaknesses, create winning sales strategies and be hands on and help execution at detailed level when targets missed.

  • Ability to collaborate and operate effectively in a Matrix environment including working with Cytiva, Pall and LSIG OpCo.

  • Results orientation and relentless customer focus.

  • Strong analytical skills; able to interpret data and use to identify opportunity

  • Advanced negotiation skills; able to negotiate global high value agreements

  • Ability to travel up to 30% if needed

  • Creative and independent thinker

  • Strong communication and presentation skills.

  • Strong people management skills

  • Excellent time and territory management habits with ability to make pragmatic decisions in a timely fashion.

  • Strong Proficiency with Microsoft Office programs and SFDC

  • Ability to adapt to work effectively in an environment of change, uncertainty, and ambiguity.

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.

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