Distribution Manager / Channel Manager- Industrial in Nationwide US at Pall

Date Posted: 7/23/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Nationwide US
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    7/23/2018

Job Description

Job ID: FTA000291

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

Pall is seeking
a highly motivated, Distribution Manager / Channel Manager with a proven track record for driving
sales growth at industrial distribution channels to join our outstanding Fluid
Technologies and Asset Protection sales team.  
In this key distribution management role you will work throughout the
United States with our current and new distribution channels to penetrate the
market – growing sales, developing new account strategies and maintaining/expanding
existing business.   The incumbent will
work remotely based out of his/her home office.



If developing
and cultivating strong customer relationships for one of the largest filtration
companies in the industrial market – with a stellar reputation for partnering
with customers and delivering outstanding products, application knowledge and
service appeals to you, we encourage you to explore this opportunity. 




Responsibilities include:  
 




•      
Directly
manage 3-4 regional sales managers and ~$30M of annual revenue




•      
Develop/implement
a distribution coverage plan to achieve orders and revenue projections




•      
Expand
customer base (networking, lead follow up and conversion)




•      
Drive
sales of new products and applications




•      
Develop
and cultivate productive long-term relationships with customer senior
management and decision-makers




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




•      
Partner
with customers, building sustainable relationships and leveraging customer
insights and decision criteria to drive solutions to address current and future
needs




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




•      
Develop
in-depth knowledge of customer preferences, needs and anticipated needs/trends
(to develop and implement commercial strategy)




•      
Keep
abreast of competitive activity at existing customers and proactively direct
field sales personnel to customer accounts as needed




•      
Interface
with sales management and services team to ensure capture of aftermarket and
service based products




•      
Develop
/maintain Sales Funnel management and discipline within our CRM system




•      
Establish
and track account performance metrics




•      
Provide
business analysis including data trends, customer retention, funnel success and
addressable/attainable market




•      
Maintain
appropriate databases (CRM, RFQ alert, SOA’s, Site/Plant list, Project/Quote
Tracking)




•      
Maintain
communication links (general & project specific) with colleagues in other
territories




•      
Utilize
product and application sales tools (including “success stories”, customer
presentations, installation lists, ROI calculations and sample proposals to
support distributor activities and provide technical and commercial support to
distributors




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




•      
Contribute
to “best practice” concepts from customers and counterparts within Pall




•      
Stay
abreast of industry trends - enabling positioning of products for maximum
advantage




•      
Apply
knowledge of business climate, market dynamics and trends as well as market
potential to to develop/implement account plans that drive results




•      
Leverage
knowledge of competition to influence business plans

Job Requirements



Qualifications

Basic Qualifications:




•      
Bachelor’s
degree is required




•      
5+
years in a technical account management role with demonstrated success in
achieving sales goals and objectives with industrial distribution.





Preferred Qualifications:




•      
Bachelor’s
degree in mechanical/chemical engineering or a technical degree is preferred




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




•      
Prior
experience with sales funnel management (salesforce.com or equivalent). 




•      
Outstanding
presentation, negotiation, troubleshooting and communication skills (both
written and verbal) are strongly preferred




•      
Experience
with strategic selling to large regional or global companies is a plus




•      
Understanding
of Pall products is a plus




•      
Understanding
of financial business drivers and their impact on business and market behavior




•      
Experience
uncovering, pursuing and guiding others on attaining new prospects via
networking




•      
Experience
with interpreting  sales reports and
applying insights to create territory plans




•      
Demonstrated
expertise in driving customer segmentation strategy and ensuring resources are
optimally allocated across segments




•      
Demonstrated
expertise in understanding customer needs and buying behaviors



Pall Corporation is an Equal Opportunity Employer who encourages
diversity in the workplace.  All qualified applicants will receive
consideration for employment without regard to gender, race, color, national
origin, ancestry, citizenship, religion, age, physical or mental disability,
medical condition, sexual orientation, gender identity or gender expression,
military or protected veteran status or marital status.



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.