Vice President Sales and Marketing Operations in Westborough, Massachusetts at Pall

Date Posted: 9/13/2018

Job Snapshot

Job Description

Job ID: LIF003814

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

Position Summary:

Reporting to the Sr. Vice President Pall Marketing, the Vice President of Sales and Marketing Operations (VP of Sales Ops) is a pivotal pan Pall management role responsible for the continuous improvement of lead to quotation to sales processes specifically installed to drive growth and efficient commercial operations.  VP of Sales Ops will interface with business unit commercial leaders to further develop standard work and to reach their full revenue-driving potential.  Utilization of DBS growth tools, daily management, and reporting to L1 team on aggregated Pall growth KPIs will be foundational responsibilities of this role.  Management ownership includes the selection/design and implementation of sales funnel management tools, processes and analytics; accountability to ensure proper utilization of them; and driving continuous improvement for everything related to them. Success for this position is the sustained and efficient operation of the commercial processes and strong working relationship with business unit leaders, VP of Digital Solutions and eCommerce, and VP of Digital Marketing. In addition to the above responsibilities, the VP of Sales Ops will lead the development and delivery of a business case supporting the installation of a central lead qualification and outbound telemarketing team.  Location, processes, headcount, and KPIs for lead qualification will be outlined in the business case.

Primary Responsibilities:

Core responsibilities, the VP of Sales Ops manages these functions:  
  • Sales Funnel Management: Leads through DBS. Responsible for creating the right dashboards for sales leaders to make informed decisions and improve funnel metrics.  Partnership with marketing to implement automation tools and other platforms to fit the needs of our sales team.  Monthly reporting on funnel metrics, wins, and gap to AOP target on a pan Pall level primarily. 
  • Sales KPI Reports, Data, and Analytics: Responsible for processes which maximize the value of our sales data.  Leads in the development and implementation of information strategy, architecture and governance, get the most value from business intelligence and analytics, and implement enterprise content and data management solutions to enable business insights, reduce cost and complexity, increase trust and integrity, and improve sales ops effectiveness.
  • CRM & Customer Data Management: Continuous optimization of CRM process for sales as time goes on.  Responsibility for lead lists that are correctly updated without duplicate leads, management of custom fields, and the API, handle lead assignment rules, automation, and more.  Driving utilization in sales and marketing. 
  • Sales Incentive Plan: Partnering with business unit sales leadership on sales optimization and Corporate Compensation on commission plan development and processes. Manage sales compensation plans and special incentives that drive intended sales behavior. Additionally, responsible for coordinating recognition events such as annual sales achiever club. Manages sales performance analytics and commission expense KPIs. Responsible for the reporting, analytics, and forecasting of sales commission expenses for the supported business channels.
  • Price: Owns price maximization tools and ensures globally/BU aligned price management and achievement processes. Sets and maintains standard work for annual price implementation, contract renewal processes, and discount approval. 
  • Growth Bridge development, communication, and progress tracking: Responsible for coordination and developing Pall growth bridge with BU and operational leaders.  Establishing metrics to track growth initiatives and tie in to annual operations plan and strategy.
Pending business case approval:
  • Lead Qualification Management: Responsible for qualification of high scoring leads.  Qualification manager and team will ensure high scoring leads are addressed in timely manner and delivered to sales upon completion of qualification.  High conversion to opportunity expected (>90%). Qualification managers will work across BUs.
  • Inside Sales/Telemarketing:  Team of associates responsible for execute outbound telemarketing initiatives as directed by Lead Qualification Manager.  Outbound telemarketing initiatives will be strategic in nature and focused on specified application or customer segments.

Key objectives of the role:
  • The productivity and effectiveness of Pall’s commercial organization, continuous improvement to enable the commercial teams tackle new strategic challenges, and definition and execution business analysis and monitoring functions to support fact-based decision making across various levels of Sales and Marketing BU’s
  • The efficient allocation of commercial operations resources 
  • Accurate and on-time reporting essential for commercial organization effectiveness
  • Achievement of strategic objectives

Organizational Alignment
  • Reports to the Sr Vice President of Central Marketing 
  • Supports the BU sales leaders and their leadership teams
  • Supports head of Digital Marketing 
  • Fosters cooperative relationships with peer leaders and other functional stakeholders

The successful candidate will: 
  • Be a trusted partner to Business Units 
  • Serve as a thought leader to identify and install the best tools processes and analytics.
  •  Rapidly identify and communicate the business levers that define winning and losing
  • Ensure Sales and Marketing leaders consistently and appropriately leverage the tools, process, and analytics implemented by this group
Skills and Knowledge:
  • Experience successfully managing analytically rigorous corporate initiatives
  • Working knowledge of DBS tools or the equivalent
  • SFDC or other platform proficiency

Job Requirements



Qualifications

Qualifications:
  • Bachelor's degree from an accredited institution
  • 5+ years of sales or marketing experience in a business-to-business environment
  • 5+ years in commercial operations, business planning, or business analysis

Preferred Qualifications:
  • MBA or equivalent preferred

Pall 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.





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.