National Sales Manager,Mumbai (Pharma and Distribution Management) in Mumbai, India at Beckman Coulter Life Sciences

Date Posted: 7/6/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Mumbai, India
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    7/6/2019

Job Description

Job ID: BEC015106

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

JOB SUMMARY:   

1.Provide overall leadership to drive above market growth in the Pharma segment through Distribution management and direct channels. 
2.The individual will drive profitable revenue with both a direct presence and distributors in India and the South West Asia region. 
3.S/he has the autonomy to drive goals and objectives, measuring and monitoring performance and critically contributing to the customer segment’s strategic and business planning process.      4.S/he drives results through exceptional leadership skills, consistently championing and supporting a culture of continuous improvement, with an eye on reaching optimum performance on an individual, team and distributor Management basis.
5.The successful person in this position will also enjoy a substantial opportunity for career development and growth within BEC LS and/or the parent company.

Purpose of the role :

The primary purpose of this role is to manage and grow our market share within the India and Bangladesh region for the Pharma segment and total Particle counting product line through effective Distribution management and direct sales.
The role will have distribution management for particle, currently Particle counting and characterization for India while covering all product lines in Bangladesh region. There will also be teams directly reporting into, for driving the sales in the pharma customer segment which currently comprises of hardware sales of TOC and characterization focusing on Key accounts and OEM while supporting a hybrid Go to market strategy for TOC sales through direct and distribution. The role will also need close co-ordination with the Service functions to support the demanding Pharma customer segment. The role will also need to work in collaboration with Marketing and other product line/vertical managers so as to get the focus on leads generation and business development support.
The successful candidate will have good knowledge of the pharma market, Particle product line  and its varied applications and strong distribution management and team management skills. The ability to manage large pharma Key accounts, drive project business and manage OEM’s will be key ingredients to succeed in market share gain. Distribution management and driving strong discipline to manage them using standard work from DBS play book will be a key deliverable.    
The role will require significant travel within the region.



Duties & Responsibilities:


Sales Process execution & improvement:

1.Participate to the development of annual budgets based on achieving above market growth for the product line. Deliver budgeted performance;
2.Drive rigorous business processes across a matrix and hybrid go to market structure.
3.Brings in the pharma segment expertise, key needs and uses this to drive the teams, drive growth strategy and develop new markets/business
4.Collaborate with the marketing teams to define the strategy for the sales function with short-and long-term plans to execute on the company strategy
5.Contribute to sustainable best in class commercial process by consistently driving funnel management, metrics and compensation programs with effective use of DBS tools to drive performance.
6.Manage distributors through standard distribution management playbook, comprising of SFDC funnel management discipline, monthly and quarterly reviews, use of action plans to drive continuous improvement.
7.Proactively present, minimize and manage business risks
8.Ensure adherence to policies and procedures that enforce strict compliance with all legal, regulatory and company requirements.
9.Drive successful external relationships with distributors, large key account and OEM’s.
10.Drive an effective hybrid sales channel strategy (distributors, OEM’s and direct teams) to support superior growth rate and increase market share
11.Implement and execute problem solving process should performance gaps vs forecasted results exist
12.Adapt and follow the company standard work for driving business through funnel management , KPI bowlers, forecasting through SFDC and Daily management.

Talent Management:

1.Build and develop a high performance team that is “best in class”. Constantly maintains a mind-set focused on recruiting, engaging and retaining top talent. “The Best Team Wins”.
2.Responsible for the development of direct reports with an active succession plan in place and oversees the performance for growth process with the whole team
3.Lead, energize and engage individuals to achieve  personal development and business goals
4.Coach and mentor sales associates by providing regular performance feedback and  ensure that the team managers  are equipped with essential tools, resources and information as applicable and are using the same  in daily operations.

Distribution management :

•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. 
•Focus on enabling and developing distributors to make them effective channel partners.
•Continuous channel partner engagement through structured funnel and business management process using distribution management standard work
•Meets assigned targets for profitable sales volume and strategic objectives in assigned markets through channel partners
•Proactively assesses, clarifies and validates customer needs on an ongoing basis.
•Sells through partner organizations and directly to end users where required in coordination with partner sales resources.
•Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
•Ensures partner compliance with partner agreements while adhering to the CPTK guidelines
•Drives adoption of company programs among assigned partners.
•Monitor competitor activity in assigned markets
•Achieves assigned sales quota in designated TPP accounts, markets and end user accounts
•Meets assigned expectations for profitability.
•Updates and maintains Salesforce.com database of contacts, accounts, leads and opportunities on a daily basis
•Completes partner account plans that meet company standards.
•Completes required training and development objectives within the assigned time frame.
•Conducts monthly funnel reviews
•Conducts quarterly business reviews

ORGANIZATIONAL ALIGNMENT
•Reports to the Life Science Commercial Leader
•Enlists the support of sales specialists, application support resources, marketing teams, 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

Key competencies

Overall 10-14 years of strong selling experience , experience in managing business through channel partners, experience in the pharma segment , FDA requirements and its various applications will be preferred
A proven track record of strategy development and execution within a global, multi-cultural, matrix organization.

  • A business qualification MBA or equivalent
  • Applications experience
  • Independent problem solver
  • Strong distribution management skills
  • Strong negotiation and key account management skills
  • Develop strong process within teams and Chanel to drive growth
  • Adaptable and pedagogue
  • Microsoft tools user
  • Autonomous
  • Likes travelling
  • Strong Business acumen


Critical Skills

Sales Leadership: 
•Proven successful record in sales as well as in staff management, while functioning in a demanding, action-oriented environment. 
•Must have proven credentials of building a results-focused, high-performance team that has driven strong, profitable revenue growth on a consistent basis in a highly competitive environment.
•Excellent negotiation skills 

Distribution Management Skills :
•Demonstrated ability to successfully manage and grow business through effective and structured distribution management standard work. 
•The candidate should be able to overcome any resistance from partners to adopt to company standard work. Shall constantly drive and manage this party sales keeping compliance above all.
Collaborative Skills:
•Demonstrated ability to work collaboratively across the organization, including sales, service, technical support, marketing and business management functions. The ideal candidate will have successfully overcome obstacles, either structural or interpersonal, that have prevented collaboration in prior roles. 
•Experience of working within an international company with a matrix organization

Business Acumen:
1. The successful candidate will have the ability to leverage strong tactical and analytical capabilities to develop and implement activities that balance the desire for growth with the need to do so profitably. 





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.

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