System Sales Specialist – Eastern Region, Lab F&B in Philadelphia, Pennsylvania at Pall

Date Posted: 7/10/2019

Job Snapshot

Job Description

Job ID: LIF004246

About Us

Find what drives you on a team with a 70+ year history of being recognized for discovery, determination, and innovation.   As a global leader in high-tech filtration, separation, and purification, Pall Corporation thrives on helping our customers protect people. Whether your interests lie in Life Sciences, Aerospace, Microelectronics or Food & Beverage, you’ll find a rewarding role here.  Our career opportunities are as diverse as our products and they are all focused on creating better lives and a better planet.  At Pall, we believe that innovation is our legacy, our privilege, and our destiny. If that resonates with you, join us!

To learn more about Pall, please visit https://www.pall.com/en/about-pall.html.


Description

Responsible for commercial sales activities, initiatives and strategies to grow revenue and market penetration of our system technologies throughout the Food and Beverage industry in the Eastern US/Eastern Canada.

The job requires coordination of activities with the Regional Sales Managers in North America.
Provide strategic business direction for the F&B system segment to expand market share in NA with accountability for bookings, sales, margin, new product sales (systems) and market specific growth initiatives.
Essential Job Functions:
  • Achieving of agreed targets and KPIs in the assigned sales territory and markets 40%
  • Develop and implement regional strategic plan for systems to include; revenue, price, margin and new product sales (10%)
  • Input to new products (systems) and application development requirements (10%)
  • Drive system sales and market specific initiatives detailing regional marcom support and training requirements (10%)
  • Coach and support regional sales teams to execute business plan and increase market share for systems (10%)
  • Input to demand planning (pre-manufacturing), quarterly system projections and project and POC forecasting for systems (5%)
  • Ensure execution of contract review and risk assessment in accordance with the Pall Delegation of Authority contract review matrix for all systems projects in the assigned sales territory (15%)
Secondary duties and responsibilities which are also marginal parts of this position.
  • Systems revenue and margin vs budget by mini-market, customer & technology
  • Strategic system customer revenue growth
  • New Product Sales and application revenue for system technologies
  • Revenue and margin actual versus projection for special systems sales initiatives
  • Participate to develop aftermarket sales and service business retention strategies
  • Knowledge sharing via personal communication, participation in team based projects, workshops, and training programs
  • Contribution to and use of appropriate databases and information/ Sales Management Tools
  • Progress versus personal development goals (P4G/ Workday)
  • Contribute, develop and implement a strategic plan for systems that link to Sales Action Plans designed to achieve order, revenue, and margin projections and implement Total Fluid Management (TFM) in assigned region, markets, products, or accounts.
  • Provide input to strategic planning and market segment team management on new systems requirements, application development and recommendations for alliances and acquisitions and other aspects of the strategic plan related to systems
  • Generate field communications as necessary to ensure system sales personnel are informed and motivated to sell the assigned product
  • Draw on available resources as needed to achieve regional, market, product or account specific objectives
  • Perform other duties as required
  • Contribute Best Practice concepts from customers and counterparts within Pall
  • Acts always with Integrity

Job Requirements



Qualifications

  • Bachelor Degree is Science, Biotech or related field.
  • Food and beverage market and application knowledge
  • Food & beverage processing and technology background
  • Fluent in verbal and written English, additional language skills are beneficial
  • Strong relationship building, commercial and technical skills
  • Travel requirement = ~60%
Diversity & Inclusion
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.