Danaher Corporation Business Development Manager - Protein in York, United Kingdom
This is a global, remote position.
Continuous Customer Discovery
Map regional Customer ecosystem and identify key stakeholders with a focus on partnering for innovative, value-adding and scalable solutions for emerging alternative protein production facilities
Establish Important Customer Sites to help local sales penetrate and discover new opportunities
Work directly with customer to define winning specifications that allow for scalable reference solutions
Negotiate commercial terms and contracts with global customers together with other Sales functions
Understand their key integration partners and the work that is part of the collaboration
Have a strong pulse on the customer’s strategic initiatives, future acquisitions, and develop key relationships
Champion breakthrough thinking; emphasizes the importance of exploring unique paths even when they run contrary to current thinking
Discovery with Customer Focus
Articulate Pall F&B’s value proposition for customers seeking partners in the alternative proteins space
Bring a strong understanding of the Pall product portfolio, the processes where Pall has strong solutions, and the synergies between Pall & the Customer
Understand existing relationships, business to date, competitive landscape
Define potential with account (immediate, midterm, and long term) for all product lines & services
Incorporate Account in VOC to Pall Product Leadership to be channeled into NPD and OI projects
Establish Early Adopters & Reference Sites for new product launches
Align with Internal and External Stakeholders on All Strategic Initiatives (System Sales Strategy, Contracts Negotiations, Service, etc)
- Participate in senior leadership cross organization governance meetings (including Global Growth Rooms)
Build Account Strategies, Playbook, and Growth Bridge
Build an Account Strategy in collaboration with Local Teams, Direct Sales, Marketing, and Strategic Partners
Translate strategies to local tactics and actions (long term and short term)
Drive account strategy and partnership mentality to all participating internal stakeholders at every level
Provide Business Analysis Including Trend Data, Customer Retention and Development and other Activities as Required
Monitor Competitive Activity and direct Field Sales Personnel to Account as Needed
Bachelor’s degree, MBA preferred
+5 years in a Business Development role or Key/strategic/global Account Management role
Preference towards global accounts in the Food & Beverage Industry
Alternative protein industry experience required – direct experience with applications in these spaces highly desirable
Process engineering knowledge and ability to have external and internal technical discussions.
Good verbal and written communication skills
Fluent written and spoken English
Proficiency in Microsoft Suite Applications (Word, Excel, Access, and PowerPoint) as well as Internet software and E-mail
Demonstrates ability to “wow” the customer by being knowledgeable about applications, pain points and solutions, having pride in themselves, and giving the customer their best to create loyalty and stand out among the rest
Demonstrates ability for strategic selling to large global companies with complex multi plant footprint, complex matrix of Financial and User buyers.
Demonstrates expertise in partnering with customers, building sustainable relationships and leveraging customer insights and decision criteria to drive solutions and strategies across the organization which address previously unmet and evolving needs
Demonstrates ability to understand complex account interdependencies in order to develop both short- and long-term account plans in conjunction with a wide array of stakeholders, and lead account team’s execution to deliver on the account plan
Demonstrates ability to develop annual portfolio-wide account strategy, business plan with corresponding business case, and portfolio-wide value offerings
Uses in-depth knowledge of customer preferences, needs and future trends to develop and implement the commercial strategy
Listens to peers and the team attentively; asks questions to get to the essence of feedback and acts to improve.
Demonstrates ability to align objectives across stakeholders or networks of stakeholders to create successful solutions to satisfy all parties, to create a successful quantitative and qualitative solutions that satisfies all parties
Applies in-depth knowledge of the business climate, market dynamics and trends for assigned accounts as well as overall market potential based on unique opportunities and risks in the local markets in order to develop account plans and integrate them to drive business results
Proactively applies understanding of the industry issues and trends, to develop data and position products for maximum advantage
Demonstrates the ability to execute at each stage of the sales process with special focus on early stages
Coaches others on leading effective dialog with customers that proactively addresses customer needs and successfully positions brands with the ultimate goal
Unwavering role model in demonstrating integrity, ethics, values and is not swayed off course by business pressures.
When you join us, you’ll also be joining Danaher’s global organization, where 80,000 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.
Given the essential job duties of this position, the employee is required to be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and applicable law.
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 firstname.lastname@example.org to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.