VP, Sales-- Americas, FTAP in Deland, Florida at Pall

Date Posted: 7/9/2019

Job Snapshot

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Job Description

Job ID: IND000891

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. Our portfolio is broad, so if your interests lie along the spectrum of Life Sciences to Industrial, 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!


Key Responsibilities

Reporting to the Vice President & General Manager of the FTAP Business Unit ($600M Revenue). This position is responsible for leading a best-in-class sales workforce to drive top-line growth/improved profitability, driving regional market share gain, and strong utilization of DBS tools and processes. The role has seven (7) direct reports, six (6) in the U.S., and one (1) in Canada with dotted line responsibilities for Sales in Mexico/Latin America.

The Vice President of Sales will be accountable for:

  • Leading all aspects of FTAP sales for the Americas region, including strategic accounts, key accounts, geographic accounts and distributors. It is important that incumbents in this role lead by personal example and develop a high caliber, customer-focused sales team that reliably achieves or exceeds AOP targets and satisfies customers.
  • Executing tactical business plans to achieve or exceed monthly and quarterly revenue targets, operating margins and new product sales
  • Assuring an exceptional sales team is in place for the region through:
    • timely recruiting, hiring and training
    • regular communications with team and individuals to share information and provide performance feedback
    • coaching and developing of sales team
  • Maintaining high level direct customer contact with the top 5 accounts in the region, through regular customer visits and participation in related sales activities.
  • Promoting, managing and optimizing Sales Funnels for the region. Driving success by fostering and embedding, throughout the sales organization, a pricing and value selling strategy.
  • Utilizing other DBS tools such as Daily Management, Problem Solving Process, and Standard Work to drive sales behavior
  • Assuring appropriate and timely reviews and approvals of all Contracts and T&Cs, and assure business is conducted in an ethical and compliant manner
  • Establishing a process to collect and maintain content for structured business reviews in a manner that enables presentation of current sales, orders and SG&A forecasts with relatively little notice
  • Assessing price increases
  • Selling planned or improved product mix, including new products to increase share of customer spend
  • Optimizing cost to serve
  • Developing incentive compensation plans to drive appropriate behavior
  • Maintaining appropriate level of People turnover
  • DSO

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 Professional Experience and Qualifications 

Job Requirements


The ideal candidate has experience leading Regional Sales at the senior executive level and must be an experienced, hands-on, strategic thinker and doer with a demonstrated track record of sales success, preferably within the Process or Fluid Power fields.  
Sales Experience  
-10 years of progressive experience in selling business to business in technical markets preferably in international (Americas region) markets 
-5+ years of management experience in a leadership role  
- Candidates must have proven sales strategy, P&L, and line management experience. 
-Exceptional ability to build sales management and representative teams serving these market spaces.  
- Proven ability to make data-driven analyses and decisions.  
-Experience working with technical teams.  
-Strong organizational leader with ability to influence at all levels in the company  
- Flexible and able to adapt to changing situations.  
-High standard of verbal and written communication with internal and external audiences.  
-Very hands-on and able to dive into and manage the details, as well as provide overall strategic thinking and leadership.  
-Ability to educate as well as demonstrate the value of DBS processes (Funnel Management, Standard Work, Daily Management, PSP, etc.)  
Making Complex Decisions - Can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution, given the situation; uses multiple problem-solving tools and techniques. 
Keeping on Point - Can quickly separate the mission-critical from the nice-to-dos and the trivial; quickly senses what's the next most useful thing to work on; focuses on the critical few tasks that really add value and puts aside or delays the rest.  
Getting Organized - Is well organized, resourceful, and effective and efficient at marshalling multiple resources to get things done; lays out tasks in sufficient detail to mark the trail; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles.  
Evaluating and Deploying People Accurately - Reads people accurately; can diagnose strengths, weaknesses, and potential; knows what skills are required to fill a job or role; hires the best.  

Focusing on Action and Outcomes - Attacks everything with drive and energy with an eye on the bottom line; not afraid to initiate action before all the facts are known; drives to finish everything he/she  
Communicating Effectively - Writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across.  
Managing Diverse Relationships - Relates well to a wide variety of diverse styles, types, and classes; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably; treats everyone as a preferred customer.  
EDUCATION  A Bachelor’s degree in Business, Marketing or technical field is required and an M.B.A. is desirable. 

Danaher Corporation Overview

Pall Corporation is proud to be part of the Danaher global family of more than 20 operating companies, driving meaningful innovation in some of today’s most dynamic, growing industries. 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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