Territory Sales Manager - Industrial

Radiometer Seattle , WA 98113

Posted 2 months ago

Pall is seeking a highly motivated, Territory Manager with a consistent 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.

Key Responsibilities:

  • Develop/implement a customer account plan to achieve orders and revenue 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 new value for new and existing customers

  • Partner with customers, building sustainable relationships and using 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 actively direct field sales personnel to customer accounts as needed

  • Work with sales management and services team to ensure ongoing sales of aftermarket and service based products

  • Establish and track account performance metrics

  • Provide business analysis including data trends, customer retention, funnel success and addressable/attainable market

  • Maintain appropriate databases and Sales Funnel Management in CRM, RFQ alert, SOA's, Site/Plant list, Project/Quote Tracking

  • Utilize product and application sales tools (including success stories, customer presentations, installation lists, return on investment calculations and sample proposals) to support distributor activities and provide technical and commercial support to distributors

  • 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 get results

  • Use knowledge of competition to influence business plans


Basic Qualifications:

  • Bachelor degree 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 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 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

  • Understanding of Pall products

  • 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

  • Proficiency understanding customer needs and buying behaviors

Competencies:

  • Collaborative - consensus builder

  • Able to exert impact and influence

  • 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.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Territory Sales Manager Industrial

Cepheid

Posted 2 months ago

VIEW JOBS 10/15/2019 12:00:00 AM 2020-01-13T00:00 Pall is seeking a highly motivated, Territory Manager with a consistent 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. Key Responsibilities: * Develop/implement a customer account plan to achieve orders and revenue 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 new value for new and existing customers * Partner with customers, building sustainable relationships and using 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 actively direct field sales personnel to customer accounts as needed * Work with sales management and services team to ensure ongoing sales of aftermarket and service based products * Establish and track account performance metrics * Provide business analysis including data trends, customer retention, funnel success and addressable/attainable market * Maintain appropriate databases and Sales Funnel Management in CRM, RFQ alert, SOA's, Site/Plant list, Project/Quote Tracking * Utilize product and application sales tools (including success stories, customer presentations, installation lists, return on investment calculations and sample proposals) to support distributor activities and provide technical and commercial support to distributors * 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 get results * Use knowledge of competition to influence business plans * Basic Qualifications: * Bachelor degree 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 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 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 * Understanding of Pall products * 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 * Proficiency understanding customer needs and buying behaviors Competencies: * Collaborative - consensus builder * Able to exert impact and influence * 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. Cepheid Seattle WA

Territory Sales Manager - Industrial

Radiometer