Danaher Corporation Sales and Marketing Manager in South Africa
DANAHER CORPORATE SUMMARY:
Danaher (NYSE: DHR), headquartered in Washington, DC, is a global science and technology innovator committed to helping customers solve complex challenges and improve quality of life around the world. Its family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries. Danaher’s team of 62,000 associates around the globe is united by a powerful business system which serves as its ultimate competitive advantage. In 2019 the company generated revenues of $18B and during the past 20 years Danaher’s stock has outperformed the S&P 500 Index by nearly 2,000%.
In its early days, Danaher consisted of a group of discrete, manufacturing businesses. In the mid-1990s this fragmented structure was transformed into one built around strategic platforms, each with sustainable competitive advantages in sizeable global markets. Over the next decade the company’s business activities evolved, and now encompass four reporting segments: Diagnostics, Life Sciences, Dental, and Environmental and Applied Sciences.
Driven by strong core values of the Danaher Business System (DBS), associates pursue a focused strategy that drives every aspect of the company’s culture and performance. The DBS engine, which drives the company through the never-ending cycle of change and improvement, is focused on the tenet that exceptional PEOPLE develop outstanding PLANS and execute them using world-class tools to construct sustainable PROCESSES, resulting in superior PERFORMANCE. Superior performance and high expectations attract exceptional people, who continue the cycle. Guiding all efforts is a simple philosophy rooted in four customer-facing priorities: quality, delivery, cost, and innovation. With a strong M&A track record of over 15 deals per year, over $3B in annual free cash flow and a strong balance sheet, Danaher is poised to invest to win.
Danaher's Water Quality (‘WQ”) Platform is part of the Environmental & Applied Solutions reporting segment and is a global leader in water quality analysis and treatment, providing instrumentation and disinfection systems to help analyze and manage the quality of ultra-pure water, portable water, wastewater, groundwater and ocean water in residential, commercial, industrial, and natural resource applications. Key operating companies include:
Real experts, real results for industry-leading industrial water treatment.
Ensuring water quality worldwide through simple, accurate testing solutions.
Industry-leading expertise in global flow instrumentation.
Ensuring greater water confidence and environmental stewardship for people, industries and municipalities.
At WQ and 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.
POSITION SUMMARY: The Sales and Marketing Manager is accountable for the Commercial aspects of the company’s operations in the region. His/her focus will be to lead a team of Sales and Marketing associates including but not limited to Field Sales Engineers, Channel Sales Engineers, Digital Marketing Specialists and Sales Administrators. The role will be instrumental in the execution, support and monitoring of the Organizations strategic goals and maximize market share gain with a sustained growth trajectory year on year.
ROLE AND RESPONSIBILITIES
Comply with Danaher’s Standards of Conduct and Compliance.
Deliver monthly and annual bookings and revenue targets. Timely and accurate monthly sales and expense forecasts.
Meet and/or exceed sales key performance indicators
Hire, train and develop associates as outlined in the Strategic plan or as needs require in the future in order to migrate toward value/solutions competencies
Identify and prioritize top customer segments; contribute to and execute Go-to-Market Strategies that will maximize our sales and share gain potential.
Manage pricing and discount strategies and seek appropriate approvals
Partner with Regional and Local Marketing teams to drive marketing campaigns and lead generation
Develop, maintain, and improve our channel strategy by selecting new channel partners and working with existing partners to ensure expand our reach to new customers, expand our share of business with existing customers, and provide the necessary service and support.
Identify product gaps and coordinate those product needs with the global Business Units while maximizing revenue from our existing product portfolio.
Segment the market and penetrate new verticals as outlined in the Hach strategic plans.
Participate in industry trade functions to keep abreast of changes and opportunities
Manage a sales opportunity funnel and ensure that the funnel represents all key opportunities available to the Hach business
Develop sales action plans identifying: sales objectives, sales opportunities, major customers, and regional shows to be attended during the following fiscal year
Manage, coach and develop the existing sales & service associates acting in the assigned region
Maintains good will of customers and acts as liaison between customers and company
Maintains a commitment to teamwork and a positive, supportive attitude to all personnel.
Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market.
Other duties as assigned.
EDUCATION, BACKGROUND & SKILL REQUIREMENTS:
Results oriented - has track record for delivering results, takes ownership and is accountable
Stretch oriented - embraces and thrives on challenge
Possesses strong business acumen and learning agility
Consistently uses sound judgment and possesses high integrity and ethics
Has a high degree of humility and self-awareness
Possess excellent interpersonal, written and oral communication skills, and understand the implications their actions and the HR function will have on the organizational demands of a rapidly evolving company
Is trusted by associates at all levels and operates with a high degree of transparency
Is approachable by his/her associates and is willing to listen to thoughts and suggestions and to consider other approaches
Can move strategy to action and lead in a global environment
Listens and responds to customer needs with a high sense of urgency
Champions continuous improvement, can work across boundaries and has a “Go to Gemba” mentality
Relentlessly attracts, engages and develops people and can aspire this in others
Builds strong, effective and diverse teams
Creates followership through collaboration
Proven ability to flourish in a lean, hand on, practical environment.
Able to dig into the details as needed while focusing on the key strategic priorities.
Able to work across a number of Operating companies and to manage when he/she has both direct and indirect responsibilities.
Proven track record of integrity and compliance in all business dealings
5+ years in a Commercial management role (Sales and Marketing), min. 5 years in an appropriate size Western Multi-National-Corporation, including managing revenue goals
Experience with Water Quality products a plus
Significant experience building up teams
Good network of relationships within the SSA is strongly preferred.
Strong track record in building and implementing account strategies; experience developing and implementing effective traditional and alternative distribution channels.
Proven track record of profitable sales and profit growth and an excellent reputation for management of value-based selling process.
Strong financial acumen, able to set budgetary and profitability objectives with ability to realize these objectives while still winning share in the market
Ability to lead a sales organization with track record for identifying, attracting and developing the best people
Strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths & weaknesses while devising winning strategies
Strong track record of driving continuous improvement.
BS Degree in Business, Engineering, or similar discipline.
A Master’s Degree is a plus.
LOCATION: Will be located in Johannesburg, South Africa
TRAVEL : E stimated to be at 60% of the time. No constraints on travel within Africa, the USA and Europe.
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.