This is a replacement position. A hands-on sales management role, this position is responsible for driving revenue numbers for the country, while providing guidance and direction to service and support teams. We are looking for a candidate with strong cross-functional collaboration skills, general management capabilities and the experience of having led a reasonably sized commercial function before.
+ Sales Strategy and Sales Process Management
+ Develop annual plans based on achieving above market growth by product line, segment and territory. Exceed planned performance.
+ Drive rigorous business processes using Danaher Business Systems (DBS); Develop and manage a robust sales funnel to drive customer retention and competitive wins.
+ Define overall sales strategy for the region, including long term and short-term plans, effective metrics (such as revenue growth, standard margin expansion and days of sales outstanding) to track progress and reward programs to drive sustainable growth.
+ Proactively present, minimize and manage business risks, third party stockist and compliance against all legal and statutory requirements locally.
+ Manage the Annual Travel and Expense budget for the sales organization, pushing for higher travel linked productivity, improving efficiency with planned travel and inculcating prudent spending practices.
+ Talent Management
+ Play an active role in assessing, defining and improving competency levels amongst the field team through customized trainings, on field Expert support and continuous assessment.
+ Re-fine and improve performance parameters, bringing in clear ownership and accountability.
+ Develop and re-skill direct reports with the ability to groom and grow them for larger, more complex opportunities within the region or the business.
+ Drive effective people management processes – Talent selection, deployment, development & coaching, performance management, succession planning and reward & recognition to create a high performance, highly motivated, client and business centric team.
+ Use organization design to create an agile and nimble, scalable functional structure with minimum layers between clients and top management.
+ Technical Support
+ Provide right level of technical support fully leveraging available tools and processes.
+ Analyze and track product-based performance trends and put in place standard work with proactive countermeasures to address significant deviations or product gaps.
+ Leverage SFDC and Sales Analytics for funnel management, customer segment/ product/ BU performance assessment
+ Drive Value Selling Culture at all levels through innovative solution selling approach along with a culture of Voice and Dignity, Candor and Transparency throughout the country.
+ + Client Engagement
+ Client engagement through direct as well as in-direct teams (such as service and marketing) using key tools such as ‘Voice of Customer’ to ensure client interests are prominently positioned to all parts of the business
+ Ensure strong understanding of the marketplace, including competitive accounts and client trends
+ Embrace Danaher Core Values and ensure all associates are actively engaged in driving profitable business growth
This is a key addition to the Beckman India leadership team and the talent pool at Danaher India. The incumbent will have the opportunity to rotate into various roles across Beckman and Danaher, based on performance and potential assessment. You will be joining a dynamic set of leaders within Asia Pacific.
+ Experience: 20 years of experience in service or sales roles, including at least 7 years or more of man management experience of at least a 20+ member team
+ Experience in the Medical Devices and diagnostics industry would be preferred
+ Education: A Master’s degree (technical/ management) holder from a reputed University is desirable.
+ Travel: this position requires extensive travel within the country for external client/ internal team meetings and outside the country for any strategic or functional meetings.
+ Ability to review, edit, simplify and lucidly convey complex and technical ideas and information clearly and effectively in all communication
+ Ability to effectively and seamlessly work in cross-functional teams and matrices.
+ A Strategic bent of mind with an ability to see around the corners.
+ A talent scout with the ability to spot, hire, motivate, retain & grow high-performing teams
+ Process focus and ability to analyze and develop new work processes to improve efficiency as per team/ client needs
+ Ability to delegate as well as take control depending on the on-ground situation
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified 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. The “EEO is the Law” poster is available here.