Territory Sales Manager - Industrial W. PA, WV, OH in Pittsburgh, Pennsylvania at Pall

Date Posted: 6/6/2019

Job Snapshot

Job Description

Job ID: IND000850

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 https://www.pall.com/en/about-pall.html.


Pall is seeking a highly motivated, Territory Manager  with a proven track record for meeting/exceeding business development goals to join our outstanding Fluid Technologies and Asset Protection sales team.   In this key business development role you will work in the assigned territory 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.  
  • Develop/implement a customer account plan to achieve orders, revenue and margin 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 develop/implement account plans that drive results
  • Leverage knowledge of competition to influence business plans

Job Requirements


  • Bachelor’s degree is required
  • 3+ years in a technical Account Management role with demonstrated success in achieving sales goals and objectives
  • 3+ years of experience in direct sales role with direct selling to customers required.
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
  • Experience coaching others on leading effective dialogue with customers to address needs is desirable
  • 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 
  • Collaborative - consensus builder
  • Able to exert impact and influence
  • Action-oriented – drives execution and follow-through
  • Accountability
  • Strong negotiation and Listening skills
  • Innovative and Analytical – creative problem solver – thinks “out of the box”
  • Financial Acumen
  • Able to anticipate/overcome/mitigate objections
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.


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