Senior Sales Manager Middle East in Dubai, United Arab Emirates at Beckman Coulter Life Sciences

Date Posted: 10/29/2019

Job Snapshot

Job Description

Job ID: BEC016302

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Description

MENA region includes but not limited to: Afghanistan, Algeria, Bahrain, Egypt, Iran (sanctioned), Iraq, Ivory Coast, Jordan, Kuwait, Lebanon, Libya, Morocco, Oman, Pakistan, Palestine, Qatar, Saudi Arabia, Sudan, Syria, Tunisia, UAE, Yemen

POSITION OVERVIEW

The position is primarily responsible for driving profitable revenue and bookings growth as well as building a robust, engaged funnel of channel partners, managing agreed existing focus partners.  Develop and grow the business of Beckman Life Sciences within the specified territory of the Middle East by managing a team of qualified application and sales specialists.

NATURE AND SCOPE

Sales & Profitability Management
• Develop and execute MENA strategic business plan
• Ensure the appropriate use of the Danaher Business System tools and identify and implement continuous improvements.
• Lead and manage the Sales & Profits for Beckman Coulter in his specific territory, aligned with the company strategic goals, to drive growth and achieve the Business Plan targets.
• Setting and reviewing sales objectives of the sales team
• Collaborate with Business Units and field marketing to define strategy for tor the sales function to execute on the company strategy.
• Ensuring a healthy and updated Sales funnel to drive an accurate monthly forecast
• Support the budget planning process in collaboration with the Beckman Coulter Life Sciences company and commercial leader.
• Identify product, market segment and customer growth opportunities and develop appropriate growth plans.
• Working closely within the cross-OpCo teams to identify opportunities with the Life Sciences Platform
• Establishes productive, professional relationships with key personnel in assigned Channel Partner and end user customer accounts.
• Identify and select Channel Partners in country and onboard as required
• Coordinates the involvement of company personnel including support, service, applications, finance and internal sales resources in order to meet performance objectives and sales targets.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned markets.
• Sells through partner organizations and directly to end users where required in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Oversees the implementation of policies and procedures that ensures strict compliance with all legal, regulatory and company requirements.


Resources Management

• Managing wise placement of hardware in potential accounts to ensure high ROI
• Assisting in recruiting and selection of Clinical application and product specialists.
• Leading , coaching and motivating the sales force
• Conducting Performance appraisals.
• Implementing Beckman Coulter Life Sciences Distribution Management techniques and processes
• Responsible for the development of direct reports with an active succession plan in place and oversees the performance of growth processes for the whole team
 

Communication & Relationship Management

• Assisting in launching new products and ensuring dissemination of marketing messages
• Attending local and international industry activities and tradeshows.
• Spend substantial time within the market to build strong, effective relationships with the Key Opinion Leaders, Lab directors, national procurement bodies and hospital procurement departments.
• Ensure the tactical growth bridges and territory plans for each product and market segment are clearly implemented
• Manage expenses to agreed budget 


ORGANIZATIONAL ALIGNMENT

• Reports to the Life Science Commercial Leader METAM.
• Enlists the support of sales specialists, implementation resources, service resources and other sales and management resources as needed.
• Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Job Requirements



Qualifications

REQUIRED BEHAVIOURAL COMPETENCIES

• Work closely with the distributor sales force to achieve complete market visibility, setting sales targets & activity plan for each account. Perform joint visits with the sales team and focus on evaluating their performance and keeping them motivated to achieve the market plans.
• Be a leadership sponsor for ‘people development’ by building and developing a team of High Potential calibers and a potential successor within 2 years.
• Be a leadership sponsor and role model for the company compliance & integrity guidelines.



Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate 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.


Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
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.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

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