Sales Manager, Nanotechnology - #19503106

Danaher


Date: Dec 25, 2020
City: New York, NY
Contract type: Full time
Danaher

The Sales Manager – Nanotechnology is responsible for the full Profit and Loss (P&L) of this $15M division of Leica Microsystems, North America (NA). This executive is responsible for growing product and service revenue, expanding margin through pricing, discount and product mix management, and cost management, including headcount, marketing expenses and inventory assets. This position manages the division's full Go-To-Market (GTM) actions in the region, including its direct sales team, applications support resources, channel partners (dealers) and sales agents.


See More. This executive works in partnership with their marketing counterpart and through their sales team to identify new customers and drive sales funnel growth to support the revenue expectations of the business.


Win More. This executive actively manages sales planning and enablement activities, including territory plans, value selling concepts, competitive pricing strategies and promotions, competitive positioning strategies and deal management actions to win share. The individual also sets and measures key performance indicators (KPIs) for the business, both with direct and indirect channels.


Excite More. This executive works in partnership with their service and customer service counterparts and their application team to ensure post-sale customer satisfaction from installation through proper use to imaging and analysis success. Further, they develop strategic partnerships with key customers and key organizations to increase brand recognition and build application-specific reference sites.


Leica Microsystems' Nanotechnology division offers solutions for Electron Microscopy (EM) Sample Preparation and serves customers in a myriad of different market segments, including cell biology, neuroscience, developmental biology, microelectronics, automotive, aerospace and materials manufacturing. Generally, our life science research customers, found in academia or biopharma, seek to make the next breakthrough discovery related to human health and our materials science customers, found in corporations or academia, seek to improve product performance and quality. Therefore, this executive must be able to adapt to these different customer environments and achieve a deep level of understanding of the Leica solutions available.


The Sales Manager – Nanotechnology uses analytics, action plans and continuous improvement (kaizen) methods to drive all aspects of the business, including utilizing the customer relationship management (CRM) systems to optimize resources and develop unique sales and marketing strategies. They provide orders and sales forecasts on a weekly basis, funnel health updates and other business relevant reports to the management team. They develop a rich understanding of market needs using Voice of the Customer (VOC) methods and translate those back to our product development team for future innovations. Finally, all of this is done with 100% adherence to Leica Microsystems and Danaher compliance and integrity guidelines.


Leica Microsystems Inc. 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.


I.KEY RESPONSIBILITIES


Responsibility


Measure of performance


Guide and develop the annual strategic plan to grow the North American Nanotechnology business, aligned with local and global cross-functional teams


Monthly orders / sales report, Monthly P&L statement, Market coverage and market share report


Consistently achieve monthly, quarterly and annual orders and sales goals for the business


Monthly orders / sales report


Expand margin through price management, promotion design, discount control and product mix


Monthly P&L statement


Expand operating profit through margin management and cost controls, including headcount, marketing expenses and inventory management


Monthly P&L statement


Grow sales funnel to support achievement of orders, sales goals


Raw, Adjusted funnel metrics in Salesforce.com


Accurately forecast business performance on a monthly, quarterly and annual basis through Salesforce.com (CRM)


Forecast accuracy in monthly business report


Align and manage North American go-to-market (GTM) strategy to position direct, dealer and agent resources appropriately to win share; including key performance indicator (KPI) deployment, tracking and review on a quarterly basis


Market coverage and market share report


Ensure effective product, applications and sales training of the North American sales and applications team


Win Rate report


Effectively gather Voice of Customer (VOC), assess win/loss reports and translate the learnings back into the business to guide segment targeting strategies, GTM and new product development


Market coverage and market share report


Build a strong sales and applications team to consistently grow the business and delight our customers, including providing growth opportunities for team members and actively managing your succession plan


Annual Employee Engagement index, Internal Fill Rate KPI


Actively work to increase Employee Engagement within the team through gathering feedback and deploying an annual action plan for improvement


Annual Employee Engagement index


Actively promote diversity and inclusion within the team, including bringing diverse slates and interview panels to each open role


Monthly D&I KPI report


Gain understanding of our customers and their needs, our products and solutions, such that you can comprehend and communicate to customers the virtues of our offering


Win Rate report, Annual Employee Engagement index


Effectively partner with all internal Leica departments, channel partners and direct team


Annual Employee Engagement index, 360 survey


Oversee purchasing contract strategy (GSA, State, Key account, university, etc.) for the business to enable sales efficiency and share growth


Market coverage and market share report


II.REQUIREMENTS FOR THIS POSITION


Professional Experience



  • Minimum of 5 years of Sales leadership / Commercial experience managing a business of at least $10M, as it relates to Go-To-Market strategies and sales team management, with a record of growing the top and bottom line.

  • Demonstrated commercial experience with channel partners (dealers, distributors, agents).

  • Demonstrated commercial experience with capital equipment.

  • A demonstrated capacity for strategic planning as well as tactical implementation. Will have examples of successfully designed and executed plans within cross-functional teams and related directly to commercial growth.

  • Cross-functional leadership experience working across an organization with such functions as marketing, technical support, service, customer service, product development, finance, etc.

  • Successful track record of effective communication and teaming at a global organization with demonstrated results in new product development, sales/profitability increases and/or market share gains.

  • Demonstrated capability in the leadership, selection, development, training, and management of sales representatives and distributors. Understands the role of the sales function and how to implement the plan through it. The successful candidate will have a reputation as a strong leader, an excellent communicator and a superb developer of management talent.

  • Successful track record of early identification and development of new technologies and applications which enhance the organizations ability to effectively market, sell and service existing and new customer solutions systems.

  • Electron Microscopy, Imaging and Sample Preparation experience is highly preferred, but is not mandatory.


b) Education



  • A four-year degree is required, with an MBA preferred.


c) Language



  • English


d) Travel (required estimated % of time)



  • 50%, includes 5% international


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.

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