Area Sales Manager

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Job Title: Area Sales Manager

Purpose of the position:

The incumbent plans sales strategies and activities required to drive the unit placement target and sales target within the division. The ultimate objective is to grow sales and margin and to increase market share though effective promotion, demonstration and sales efforts and by aggressively defending achieved market share against competition within the industry/materials Science field.

Focused on the 4P's of Marketing (Product, Price, Promotion and Place) is responsible for providing marketing leadership and for developing and executing market attack plans, identifying growth opportunities and launching marketing promotions with the scope of creating market demand and accelerating new products growth.

Responsible for product sales activities for divisional products, including new product launches, competitive data gathering, VOC, creation of sales tools and monitoring of business results (product mix, volumes, prices, customer profitability).

Key Responsibilities:

• Drive Industrial-materials science Microscopy Systems sales in his/her area/territory.
• Knowledge Industry customer organization and purchasing process & sales methodology in capital equipment sales to public field i.e. Scientific Institutes, Educational Teaching (College, University) , Regional laboratories, Forensic, Microtechnology Labs, Manufacturing & Processing Industries, Auto and Auto Ancillary Units, NITs/IITs, Govt. Laboratories, OEM , etc.
• Knowledge of named people within the territory (i.e. Scientists, Professors, Metallurgists, Geologists, purchasing contacts across the territory)
• Ability to draw up own action plan to deliver a target within an agreed time scale
• Ability to liaise effectively with all levels of personnel within customers: Scientific Institutes, Educational Teaching (College, University) , Regional laboratories, Forensic, Microtechnology Labs, Manufacturing & Processing Industries, Auto and Auto Ancillary Units, NITs/IITs, Govt. Laboratories, OEM , etc
• Ability to 'Value Sell', i.e. probe to find real needs/wants and then sell our Leica Industrial Microscopy Systems products (Hw & Sw) benefits which meet these needs.
• Ability to handle more than one demo at a time & desire to hunt for new prospects – maintain an active pipeline
• Key account management experience.
• Pipeline management through SFDC and sales focus
• Culture DBS its Standard of work, Compliance Policy, Kaizen for continuous improvement, PSP for short & long term PD
• Apply advanced marketing skills to develop a thorough understanding of customer requirements and purchase behavior. Monitor the evolution of materials Science/Industry market within the Industry field and competition working closely with BU specialists and sales & service teams.
• Define the right product & price to sell in each market working closely with sales and marketing managers, trying to address the customer needs and leveraging the maximum profitability and market share for the company. Cooperate to design specific bundled solutions among & within the different BUs and have the capability to choose the correct portfolio, building a clear strategy for the price & product positioning.
• Identify growth opportunities in the assigned geography, guiding and attracting the support from appropriate marketing services resources and working closely and synergistically with BUs and local teams
• Responsible for collecting VOC from the Industrial Customer segments, working closely with BUs to ensure feature sets are prioritized and business plans are justified.
• Provide information & analysis of price trends of the key products within the Industry portfolio and competitive price information
• Cooperate to build the indirect sales channel having the capability to build a network of dealers & agents and to develop new agreements with other OEMs or providers in the industry field.
• Provide leadership, supporting the Divisional Manager & Regional/Sales Managers in setting channel goals.

Our Expectations

• Proven knowledge of Industrial Microscopy and its applications within the Industry market Segment
• Whilst a M.Sc/M.Tech Degree in Physics/Mechanical Engg, or equivalent, is nice to have, of equal value is a strong technical knowledge of the Industrial-materials science market for Optical microscopy
• Proven knowledge of software systems and their application within industry / materials science field
• Proven knowledge of digital microscopes & imaging for surface structure evaluation & quantification
• Past experience in similar field
• At least 3/4 years experience selling within the Material Science / Industry Market

Get More Insight

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We are looking forward to your application

When you join us, you'll also be joining Danaher's global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

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