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Director of Sales, Lab - Food & Beverage – N. America in Westborough, Massachusetts at Pall

Date Posted: 4/9/2019

Job Snapshot

Job Description

Job ID: LIF004153

About Us

Pall Corporation is a global leader in high-tech filtration, separation, and purification, serving the diverse needs of customers across the broad spectrum of life sciences and industry.
Pall Life Sciences provides cutting-edge products and services to meet the demanding needs of customers discovering, developing and producing biotech drugs, vaccines, cell therapies and classic pharmaceuticals. Pall offers advanced medical technologies, which are often a patient’s last line of defense from dangerous pathogens. Pall’s food and beverage products provide critical protection from contaminants during various manufacturing steps.
Pall Industrial serves a diverse range of customers in the microelectronics, aerospace, fuels, petrochemical, chemical, automotive, and power generation industries. Pall is a key supplier to the innovative and demanding semiconductor and consumer electronics industries, and provides filtration products used in critical applications on commercial and military aerospace vehicles. Pall products are key to the reliability of industrial equipment. Pall’s engineered solutions help municipal and industrial customers address mounting water quality, scarcity and demand issues, and help energy companies maximize production and develop commercially successful next generation fuels.
Headquartered in Port Washington, New York, Pall has offices and plants throughout the world.
To learn more about Pall, please visit https://www.pall.com/en/about-pall.html.


Description

Provide strategic business direction and drive tactical business execution for the business unit Food & Beverage in North America to expand market share and increase business unit profitability with accountability for bookings, sales, margin, new product sales, market specific growth initiatives, and business unit related selling costs and profitability.
  • Drive revenue, pricing, margin improvement, new product sales while minimizing cost to serve and maximizing BU profitability.  Develop and implement tactical sales action plan for the business unit in the Region (40%)
  • Coach and develop country/sub-regional BU  commercial teams to execute business plan and increase market share Provide monthly qualified input to demand planning and product forecasting (20%)
  • Team Development Including Training, Technical Marketing Position, Personnel Advancement, Employee Retention (20%)
  • Ensure execution of quotation and contract reviews including risk assessments in accordance with the Pall Delegation of Authority and EMEA Commercial Contract Review & Approval Matrix
  • Measure business performance of Business unit in the Region: Orders, Sales,, Pricing, and Gross Margin vs AOP (budget) and prior fiscal year by mini-market, customer & technology 
  • Perform other duties as required
  • Gather Voice of Customer (VOC) and provide active input to new product development requirements Apply Goal Development methodology to target and deliver on BU specific stretch goals supporting global BU objectives. 
  • Lead regional key account and strategic account management activities  and visit regularly senior management at selected strategic and/or regional key accounts.                                                                           
  • Strategic Customer Revenue Growth  
  • New Product and Application Revenue
  • Revenue and Margin Actual Versus Projection for Special Initiatives 
  • Develop Aftermarket Business Retention strategies
  • Knowledge Sharing via Personal Communication, Participation in Team Based Projects, Workshops, and Training Programs
  • Contribution to and Use of CRM and appropriate Databases and Information/ Sales Management Tools
  • Define annual goals in Success Factor and measure progress Versus Personal Development Goals
  • Communicate annual regional BU goals to all direct reports and to line manager
  • Drive and measure performance of existing Sales Channel partners (distributors, agents), identify and select new business partners as needed. Partner with local HR in the Country  relative to recruitment, talent development and compensation 
  • Provide Input to global Strategic Plan for the Business unit 
  • Provide suggestions for potential alliances and Acquisitions Prepare regularly  business and market analysis Including trend data and compare these with Pall and direct competitor (peer) results
  • Measure customer retention as well as development and other activities as required
  • Generate field communications as necessary to ensure Field Sales Personnel are informed and motivated to sell the assigned product
  • Contribute Best Practice concepts from Customers and Counterparts within Pall

Job Requirements



Qualifications

  • BS degree in engineering or related discipline 
  • Minimum 10 years’ experience in related field
  • Strong VOC processing skills and ability to persuade managers and teams to act.
  • Strong people leader capable of setting department priorities and allocating resources to align with business objectives, vision and purpose.
  • Demonstrated success in aligning organizational goals and people strategies, with the ability to create an environment in which people want to do their best.
  • Demonstrated success in sales and start to finish execution of sales strategies.
  • Excellent interpersonal and communications skills required; experience working in a matrix environment and managing multiple priorities and projects with dynamic timelines to execution.
  • Focused and results oriented with a change management and growth mindset.
  • Experience working in a highly technical organization, requiring a comprehensive understanding of complex concepts and principles. 
  • Ability to apply global business knowledge of key business drivers and factors that maximize performance.
  • Ability to Identify and solve complex, operational and organizational problems leveraging the appropriate resources in or outside the department.
  • Seasoned experience using Microsoft PowerPoint, Word and Excel.
Leadership capabilities: 
Senior Leader / Expert Professional level for DHR Leadership Anchors - Charts the course, Growth and Innovation, Builds People, Teams and Organisations, Leads through DBS and Models Humility, Transparency and Integrity

Other Requirements 
  • Up to 50% travel including domestic and international travel to customers, meetings, and technical conferences/exhibits.
General Health and Safety:
  • To follow relevant legal requirements and the Company Health and Safety Policy
  • To keep your work area tidy and free from hazards
  • To make a positive contribution to housekeeping
  • To report and address any safety defects
Equalities:
  • To comply with relevant legal requirements and the Company Equal Opportunities Policy.
General:
The list of duties in the job description should not be regarded as exclusive or exhaustive.  There will be other duties and requirements associated with your job and, in addition, as a term of your employment you may be required to undertake various other duties as may reasonably be required.  Your duties will be as set out in the above job description but please note that Pall reserves the right to update your job description, from time to time, to reflect changes in, or to, your job.  You will be consulted about any proposed changes.

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, dental, 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.