Marine Senior Business Development Manager in Albany, New York at X-Ray Optical Systems (XOS)

Date Posted: 3/9/2018

Job Snapshot

Job Description

Job ID: X-R000837

About Us

XOS is a leading manufacturer of application-specific X-ray analyzers, offering elemental analysis solutions that improve public safety and customer efficiency in industries like petroleum, consumer products, and environmental compliance. For petroleum applications, XOS offers portable, lab, and process analyzers with unrivalled precision at the push of a button. XOS also offers High Definition XRF (HDXRF©) analyzers for the detection of toxic elements in consumer products, such as toys and apparel and areas of environmental regulation, like soil and water. XOS’s advanced optics and OEM sub-systems can increase precision, speed, and spatial resolution, while decreasing the size, complexity, and cost of the instrument. XOS: Better Analysis Counts.



  • Develop full go to market
    strategy to win in Marine testing.  This
    includes; size of market, identification of key customers and competitors, sales
    channel strategy, and clear understanding of necessary product specifications and
    critical differentiators required to win

  • Gather essential VOC from Key
    Opinion Leaders (KOLs) and distributors. 
    Work closely with XOS core teams, including Marketing, Engineering  and R&D to develop a winning offering

  • Fully understand competitive
    landscape and develop strategy to win

  • Develop and bring on board
    sales channel needed to win in Marine industry

  • Using knowledge of the market
    and competitors, identify and develop the company’s unique selling propositions
    and differentiators

  • Be on the forefront of new
    opportunities in the marine space through extensive understanding of the market
    and relationships with key opinion leaders

  • Build relationships with new
    clients and KOL’s in order to execute first time sales (first time for customer
    or first time for product)

  • Once market is quantified and
    channel developed, own sales number in Marine industry

  • Demonstrate
    leadership with customers by conducting sales presentations, directing sales
    calls, managing contract negotiations, and overseeing the execution of sales

  • Partner
    with customers to develop long term relationships, generate additional sales,
    and guide problem resolution discussions

  • Ensure
    completion of customer projects through the coordination of engineering,
    manufacturing, installation, and customer service activities

Job Requirements


Critical Success Factors:

  • A true go getter with a hunter

  • Highly competitive and wants to win

  • Ability to negotiate and run point
    on complex sales

  • Ability to think strategically and
    develop clear and concise plans for growth

  • Ability to lead and gain

  • Ability to work independently and
    with limited managerial oversight

  • Entrepreneurial mindset and
    ability to drive actions as a remote employee

  • Excellent time management and
    organization skills. Overall ability to get things done


  • Experience in the Marine Industry

  • Knowledge of testing for fuels, lubes and additives in Marine space

  • Experience developing strategy and driving execution

  • Experience working and managing key strategic account relationships


  • Strategic
    account sales experience

  • Proven track record of success growing a product line from scratch and
    gaining widespread adoption

  • Engineering
    degree with chemical specialization

  • Engineering
    degree with deep understanding of engine mechanics

  • Experience
    working on board Marine vessels

  • Deep
    understanding of current Marine regulations around Catfines and Sulfur

  • Desire
    to grow in role and take on additional responsibility/reports



  • BS with degree in
    chemistry or engineering strongly preferred

  • MBA a plus

Travel Requirements:

  • 50%

Key Relationships:

  • Business
    Unit Management

  • Sales

  • Marketing

  • Engineering

  • Service/Support

Danaher Corporation Overview

Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life around the world. Our family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries, including health care, environmental and communications. We are a globally diverse team of 66,000 associates united by a common culture and operating system, the Danaher Business System, which serves as our ultimate competitive advantage. In 2013, we generated $19.7 billion in revenue and our market capitalization exceeded $52 billion. We are ranked #152 on the Fortune 500 and, during the past 20 years, our stock has outperformed the S&P 500 Index by nearly 2,800 percent.


  1. Sales Jobs
  2. Sales Manager Jobs