Danaher Corporation Strategic Sales Account Manager in New Port Richey, Florida
Job Description Summary
The Strategic Sales Account Manager will be responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.
ACCOUNT MANAGEMENT (70%)
Organize teams to build the strongest customer relationships that will position us to achieve strategic goals.
Identify new opportunities to build profitable market share and sustainable market segment advantage; creating customer value for new and existing customers
Lead the account management strategy for designated customers in respect to growth and long term retention
Collaborate with Commercial Operations on strategies to negotiate, close and execute contracts with customers NDA\PSA\LTA\TINA\License Agreements\Terms and Conditions
Secure opportunities to quote on customer requirements and follow up on quotations to secure orders
Provide technical customer support when appropriate and ensure customer satisfaction with Pall products. Liaise with Engineering, SLS and Legal departments as required for technical support on product and order queries
Prepare submit and negotiate all legacy and new business pricing activities
Review and submit proposals in accordance with the Contract Review and local Delegation of Authority Policies.
Understand the Customer's business, priorities and competitor activity. Guide direct field sales to customer accounts as needed
Conduct internal account planning sessions with the Account Team
Engage the Customer in the planning process
Collaborate frequently with other department managers and their teams on contractual obligations, projects and operational decisions.
Collaborate with customers as related to cost proposal activities, contractual obligations or proposed pricing.
Coordinate resources to present One Face to the Customer
Organize account teams to build customer relationships that are aligned to company and customer objectives and goals.
Ensure full compliance with export control, legal requirements, and ethical rules
Close the sale
FINANCIAL PERFORMANCE (10%)
Ensure your sales territory achieves key strategic targets (Orders/Sales/Pricing/Program awards, etc.)
Provide monthly, quarterly and annual strategic plans/projections to achieve desired targets
SALES FUNNEL ADMINISTRATION (10%)
Develop/maintain sales funnel management within the CRM system. Track account performance and analytics
Create and maintain customer profile and SWOT including sales potential, operating structure sites, contacts and relevant information within CRM
Bachelor Degree (ME or EE preferred).
MBA Degree an asset
5+ years of Sales experience. Aerospace and Defense industry sales experience preferred. Experience executing at each stage of the sales process and adept at guiding others in developing selling skills
Strong technical aptitude and ability to fully understand the product line and application.
Solid sales management experience (remote management). Experience coaching others on leading effective dialogue with customers to address needs is preferred.
Experience in working with cross functional teams within large multinational customers and/or governmental military organizations
Experience in negotiating contract price and terms and understand financial reports and tools.
Experience with sales funnel management (i.e. salesforce.com or equivalent)
Must possess excellent presentation skills as well as verbal and written communication skills.
Military Market Only
Knowledge of Federal Acquisition Regulations and typical Aerospace & Defense commercial PO terms and conditions would be preferred
Understanding of cost elements associated with the preparation of TINA/Cost proposals.
Military direct sales knowledge and able to navigate military procurement cycles for existing product and introduction of new products. Familiar with current military programs
Access to military bases/program offices; security clearance is preferred.
Able to influence outcomes
Strong negotiation and listening skills
Innovative and analytical creative problem solver
Ability to prioritize actions, delegate effectively and meet deadlines
Able to anticipate/overcome/mitigate objections
Ability to travel as required within region and to various US/Canada regions when required (60%)
US Citizenship or Resident Alien status required to support government programs and projects
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 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.