Director, Sales (Aerospace/Defense) in New Port Richey, Florida at Pall

Date Posted: 7/11/2018

Job Snapshot

Job Description

Job ID: AER000329

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 www.pall.com/green.



Description

Drive continuous improvement within the Sales team and processes to grow our business with a focus on legacy budget business execution.



STAFF MANAGEMENT  

•    Coordinate resources to present “One Face to the Customer”

•    Provide coaching and leadership to the 12 Direct Reports Sales Team. 


  • Act as escalation level for other members of staff

•    Organize staff and motivate their teams to effectively and efficiently build

     customer relationships to achieve  budget requirements (orders, shipments

     and backlog) expectations in support of the Account Management team.

•    Hire and coach personnel to ensure a knowledgeable, motivated and

     competent team. Ensure they meet their business and personal development

     objectives

•    Ensure full compliance with export control, legal requirements, and ethical rules.



ACCOUNT MANAGEMENT


  • Participate in contract negotiations


  • Participate in customer meetings


  • Identify new opportunities to build profitable market share and sustainable competitive advantage; creating value for new and existing customers


  • Manage and develop relationships at all levels with customers


  • Account manage designated customers in respect to growth and long term retention



    • Accountable for strategy in regards to Legacy Business activities


    • Develop pricing strategy


    • Secure opportunities to quote on customer requirements and follow up on quotations to secure orders


    • Provide technical service when appropriate to solve customer problems and ensure customer satisfaction with Pall products. Liaise with Engineering, SLS and Legal departments as required for technical support on product and order queries


    • Accountable for the preparation, submission and negotiation of all legacy quotes to include LTA & TINA business pricing activities



    • Accountable for the review and submittal of proposals in accordance with the Contract Review and local Delegation of Authority Policies.


  • Keep abreast of competitive activity at existing customers and proactively create WIN strategies in coordination with the Account managers


  • Understand the Customer’s business and priorities



    • Conduct internal account planning sessions with the respective team members


    • Engage the Customer in the planning process


    • Interface frequently with other department managers and their subordinates on contractual obligations, organizational projects and operational decisions.


    • Interface with assigned customers as required related to cost proposal activities, contractual obligations or proposed pricing.


    • Close the sale


SALES FUNNEL ADMINISTRATION 




  • Develop/maintain Sales Funnel management and discipline within the CRM system for opportunities that are in scope of the Funnel Management guidelines



    • Create and maintain customer profile and SWOT including sales potential, operating structure sites, contacts and relevant information within CRM


  • Establish and track account performance metrics


  • Draw on available resources to achieve regional/market/product/account specific objectives

Job Requirements



Qualifications



  • Business Degree or Technical Degree preferred. 


  • MBA  Degree an asset


  • Broad knowledge of the Aerospace market as well as experience selling high technology products into the Aerospace and/or Defense sector


  • Should have a strong technical aptitude and fully understand the product line and its application.


  • 10-15 years of Sales experience within the Aerospace and Defense industry


  • 5 years of management experience – talent acquisition through managing performance


  • Experience executing at each stage of the sales process and adept at guiding others in developing selling skills


  • Experience coaching others on leading effective dialogue with customers to address needs is preferred.


  • Experience in working with cross functional teams within large multinational customers and/or governmental military organizations


  • Knowledgeable of cost elements associated with the preparation of cost proposals.


  • Extensive experience in negotiating contract price and terms.


  • Experience with sales funnel management (i.e. salesforce.com or equivalent)


  • Maintains a high degree of technical expertise of the product and its application


  • Knowledge of Federal Acquisition Regulations and typical commercial PO terms and conditions, ability to handle numerous customers, POs or contracts and quotes at once


  • Must possess excellent verbal and written communication skills.  Must have the following proficiencies as it relates to MS Office.


  • Selling high technology products to Aerospace customers


  • Collaborative – consensus builder

  • Able to exert impact and influence

  • Action-oriented – drives execution and follow- through - motivated

  • Accountability

  • Strong negotiation and listening skills

  • Innovative and analytical – creative problem solver – thinks ‘out of the box’

  • Financial acumen.  Understand financial reports and tools.

  • Business acumen

  • High level of self-confidence, drive and determination

  • Ability to work independently

  • Ability to prioritize actions, delegate effectively and work to agreed deadlines

  • Able to anticipate/overcome/mitigate objections

  • Outstanding presentation and communication (both written and verbal skills are strongly preferred

  • Ability to develop business relationships with customers

  • Ability to travel as required within territory and to various US/Canada regions when required

  • Competent PC skill sets (Microsoft Office, CRM, etc.)

 

US Citizenship or Resident Alien status required to support government programs and projects.




  • Professional and highly motivated/driven individual who can self-manage territory and accounts utilizing DBS to drive growth.

  • Must be able to travel domestically as well as internationally (20-25%)



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 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 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.