Danaher Corporation Global Commercial DBSL in Westborough, Massachusetts
Global Commercial DBSL
Would you like to be a part of a team that helps realize life’s potential for associates by giving them an opportunity to grow, develop and be a part of the best team? Do you feel courageous to challenge the status quo and look for opportunities for continuous improvement? If challenge excites you then join us as a part of the Sales and Marketing Operations Team, empowering your commercial colleagues and help them Win more. With more than 10,000 associates in 80 locations worldwide, Pall Corporation enables customers to advance health, safety and environmentally responsible technologies. Our industry-leading position is built on innovative technologies and solutions that protect critical operating assets, improve product quality, safeguard health, and minimize emissions and waste.
The Global Commercial DBSL is responsible for promoting and facilitating the successful implementation of the Danaher Business System (DBS) with the commercial teams at Pall to meet Policy Deployment (PD) and Key Performance Indicator (KPI) targets. The Global Commercial DBSL will focus on commercial execution by partnering with regional/functional DBSL’s throughout Pall. DBSL will also be accountable to champion HVC across Pan Pall and focus on facilitation and installation of standard work and best practices across commercial enablement functions.
This position will have an emphasis on Commercial Growth tools in the area of Sales and Marketing.
Your essential duties and responsibilities include:
Lead the creation, improvement, and deployment of sales continuous improvement processes, standard methodologies and tools. Key priority areas are:
New Product Launch Excellence
Growth War Room
Drive improvement using the identified tools above through monthly PSP and Kaizen work. Work with commercial and marketing leadership to drive/maintain installation and sustainment of results from the use of the processes and tools.
Collaborate on sales effectiveness priorities and initiatives to ensure the commercial engine/system is producing the greatest results for the business.
Educate Pall on current innovative standard methodologies in sales effectiveness. Provide real time assessments/guidance on how to maximize/optimize programs and results by incorporating these standard methodologies and processes.
Determine metrics to supervise and chart Pall’s performance in sales, establish cadence for review, improvement.
Identify, establish, and manage partnerships with external vendors to execute strategies and improvement initiatives.
Be the center of knowledge (brain trust) for sales process, approaches, and standard methodologies, build library of best courses of action and share across the corporation. Engage sales leaders and resources through webinars and outbound communication plans and other activities to push and inspire their thinking and results.
Work with Sales & Sales Enablement organizations to develop and manage a funnel of growth initiatives to achieve key organizational strategic projects and goals.
Assist commercial leaders to create a Danaher Business System (DBS) Project Roadmap (how to use DBS tools to drive sustainable results).
Train and install foundational capabilities in Policy Deployment (PD), Action Planning, Key Performance Indicator (KPI) management. Work with central and regional organizations to create KPI bowlers and Visual Management to sustain commercial process improvement.
Work with North American regional sales and sales enablement teams to install and drive good daily management (DM) and problem-solving processes (PSP) to find root cause and countermeasure for driving/delivering growth plans.
Support sales management to deploy, improve, and sustain sales standard work for the management of sales funnels, account plans, weekly sales pod calls, customer business reviews, etc.
Identify standard methodologies, standardize cascade with all of North American sales regions. Benchmark and incorporate standard methodologies.
Schedule, charter, and facilitate kaizen projects. Ensure effective continuation of results and support problem solving as needed to close gaps to targets.
Directly provide formal and informal DBS training and coaching. Augment with other sources of training and coaching (DBSO, DHR DBSO, outside sources). Improve DBS training and facilitation by pursuing certification in DBS tools for yourself and others.
Support the creation of daily management and visual management across the Sales Enablement organization.
Scope and Impact of Position Responsibilities
The Global Commercial DBSL reports to the VP, Global Sales and Marketing Operations and has a direct impact on the success of Pall with respect to both top and bottom-line growth by facilitating the successful implementation and sustainability of DBS. The Global Commercial DBSL shapes strategy, focuses execution and creates new value for customers and shareholders alike.
Hands-on approach with attention to detail, but also able to see the big picture.
Strategic problem solver and view the business from a general management standpoint. Should be able to connect on a meaningful level with customers and have strong interpersonal and communications skills. Will need to be a quick study who can rapidly adapt to Pall’s values and gain the confidence of the Pall organization. We are looking for high energy can effectively handle resistance.
Be an independent worker, capable of operating in a fast paced, fluid environment and able to effectively deal with difficult situations.
Have a strong Gemba-orientation (spend time and inspire change at the ‘real place’ – where the ‘value happens’).
Some travel is required (up to 50%).
Your education and/or experience will include
Bachelor’s degree, MBA preferred
7+ years of experience in sales & marketing and/or commercial positions, including at least two years in outbound (demand generation) or sales leadership
3+ years’ experience at Danaher
Experience influencing others and developing capabilities in others/teams
Experience working in global environments, particularly in high growth markets
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 (http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf) .