Danaher Corporation Territory Sales Manager - California in South San Francisco, California
Pall Corporation's Fluid Technologies and Asset Protection business is seeking a highly motivated, Territory Sales Manager with a consistent track record for meeting/exceeding business development and sales goals, to join our outstanding Fluid Technologies and Asset Protection sales team. In this key business development role, you will work and live in California growing sales, developing new account strategies and maintaining/expanding existing business to penetrate the General Industrial, Oil & Gas, Midstream/Refinery, Chemical and Ag-Chem markets, growing sales, developing new account strategies, and maintaining/expanding existing business. The incumbent will work remotely based out of his/her home office.
If developing and cultivating strong customer relationships for one of the largest filtration companies in the industrial market with a stellar reputation for partnering with customers and delivering outstanding products, application knowledge and service appeals to you, we encourage you to explore this opportunity.
Key Responsibilities: • Develop/implement a customer account plan to achieve orders and revenue projections.• Expand customer base (networking, lead follow-up and conversion).• Drive sales of new products and applications.• Develop and cultivate productive long-term relationships with customer senior management and decision-makers.• Identify new opportunities to build profitable market share and sustainable competitive advantage, creating new value for new and existing customers who operate in the Oil & Gas and Refinery, Chemical, Ag-Chem and General Industrial markets.• Partner with customers, building sustainable relationships and using customer insights and decision criteria to drive solutions to address current and future needs.• Create and maintain customer profile and SWOT including sales potential, operating structure, sites, contacts, and other relevant information.• Develop in-depth knowledge of customer preferences, needs and anticipated needs/trends (to develop and implement commercial strategy).• Keep abreast of competitive activity at existing customers and actively direct field sales personnel to customer accounts as needed.• Work with sales management and services team to ensure ongoing sales of aftermarket and service based products• Establish and track account performance metrics.• Provide business analysis including data trends, customer retention, funnel success and addressable/attainable market.• Maintain appropriate databases and Sales Funnel Management in CRM, RFQ alert, SOA’s, Site/Plant list, Project/Quote Tracking.• Utilize product and application sales tools (including success stories, customer presentations, installation lists, return on investment calculations and sample proposals) to support distributor activities and provide technical and commercial support to distributors.• Stay abreast of industry trends - enabling positioning of products for maximum advantage.• Apply knowledge of business climate, market dynamics and trends as well as market potential to develop/implement account plans that get results.• Use knowledge of competition to influence business plans.
3+ years’ experience in providing products and services to Refinery and Oil & Gas, Chemical, Ag-Chem or General Industrial industries. In exchange for sales experience we will consider experience as a process/project/maintenance engineer in an Oil & Gas, refining or petrochemical facility looking to start a career in technical sales.
Bachelor’s degree in mechanical/chemical engineering, chemistry, biological sciences or technical degree.
Proficiently understanding customer needs and buying behaviors
Experience executing at each stage of the sales process and adept at guiding others in developing selling skills
Prior experience with sales funnel management (salesforce.com or equivalent).
Outstanding presentation, negotiation, troubleshooting and communication skills (both written and verbal) are strongly preferred
Experience with strategic selling to large regional or global companies is a plus
Understanding of filtration products is a plus
Experience uncovering, pursuing and guiding others on attaining new prospects via networking
Competencies: • Collaborative - consensus builder• Able to exert impact and influence• Drives execution and follow-through • Accountability • Strong negotiation and listening skills• Innovative and analytical creative problem solver, thinks out of the box• Financial acumen• Able to anticipate/overcome/mitigate objections
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.Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. 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.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at 202.419.7762 or firstname.lastname@example.org to request accommodation.If you’ve ever wondered what’s within you, there’s no better time to find out.