Sales and Applications Manager

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Job Details

• Name of position: Sales and Applications Manager
• Country: Canada
• Name of company: Danaher Corporation Conglomerate company
• Location: Montreal, QC, Canada
• Salary: CA$177,909 per year
• Schedule: Part-Time
• Position Type: Management.

Company Description

They recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement.

This position is eligible for a remote work arrangement where you can work remotely from home; your interview team will provide additional information about this remote work arrangement.

This job description in no way states or implies that these are the only duties to be performed by this employee.

The incumbent is expected to perform other duties necessary for the effective operation of the department or unit.

When you join us, you’ll also join Danaher’s global organization, where 80,000 people wake up daily 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.

At Danaher, we value diversity and the existence of similarities and differences, visible and not, found in our workforce, workplace, and the markets we serve.

Their associates, customers, and shareholders contribute unique and different perspectives due to these diverse attributes.

The Danaher company’s easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.

Their associates know that every moment matters regarding cancer diagnostics, and when you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers.

Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher.

Together, they are working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.

The Sales Manager-Canada East is responsible for the growth and expansion of direct sales and profit margins within assigned accounts and territory/regions on products or services.

Establishes professional relationships with key personnel in customer accounts and meets assigned targets for profitable sales volume and margin dollars.

Responsibilties

1. Achieve and exceed the region’s quarterly and annual sales quota, strategic and unit sales mix objectives, and profit goal
2. The market share goals while implementing strategies and plans through management of sales representatives and specialist technical staff.
3. Develop sales plans and strategies to increase market penetration. Participate in annual sales strategy and OPEX planning.
4. Develop annual sales quotas for sales representatives. Manage and control department expenses at or below budgeted levels.
5. Provide leadership, coaching, and mentoring for sales representatives and technical specialists.
6. Advance professional development, conduct, sales effectiveness, and staff efficiency.
7. Recruit, develop, and train new sales representatives and technical specialists with clearly communicated sales and overall performance standards.
8. Forecast monthly revenue projections utilizing the company CRM (Salesforce.com).
9. Drive standard work, and funnel review process in Salesforce.com. Follow and implement account management through Salesforce.com.
10. Perform monthly funnel reviews with each report as directed by the Country Manager.
11. Approve pricing and discounts, within the authority, for new and demonstration instruments, consumables, and service sales.
12. Maintain strategy, support, and pricing consistency between sales territories for National/Regional Accounts and National contracts.
13. Participate in all new product introductions and coordinate the sell-off of all discontinued/obsolete models and equipment.
14. Plan and coordinate semi-annual Area Sales Meetings.
15. Travel with sales representatives and technical specialists, providing each member with individual coaching and professional development.
16. Complete Field Sales Management Reports and distribute reports for each field visit.
17. Develop, solidify and maintain high-level relationships within key accounts (including Top 10) in assigned geography.
18. Maintain a working knowledge of products, customer applications, and critical customer needs and requirements for the pathology market.
19. Maintain a working knowledge of competitor products and their selling methods to assist direct sales representatives and specialists in competitive selling situations.
20. Maintain a working knowledge of the Demo Management System to assist and direct sales representatives.
21. Coordinate and collaborate on effective resource management with the Manager, Canada West and communicate on the prioritization of customer needs.
22. Coordinate and collaborate with the Pathology Imaging team to meet the sales and business objectives as a core growth business.
23. Communicate and support initiatives driven by the Commercial Development Leader, Canada.
24. Provide suggestions for process or product improvements, new products, and promotion of sales/support methods.
25. Maintain competent working knowledge of Danaher Business System tools and utilize such knowledge in all interactions with internal and external customers.
26. Collaboration with colleagues on the investigation and potential escalation of difficult technical application situations with customers.

• Given this position’s essential job duties, the employee must be fully vaccinated against COVID-19, subject to reasonable accommodation and applicable law.

Required Education, Experience, Skills

1. Education: Bachelor’s degree in Life Sciences or equivalent, B. Comm or MBA or equivalent

Experience/Skills:

• 10+ years of Field Sales experience
• 3+ years of Sales Management experience
• Experience in clinical, research, or industrial laboratory setting with a focus on both capital and consumables businesses
• Desired Histology/Cytology/Immunohistochemistry/Digital Pathology market knowledge

Travel:

• Required estimated 60% of the time – must possess a valid driver’s license and be in good standing. Must have a valid passport.

Language:

• Fully Bilingual in English and French –written and spoken.

Competencies/Behaviors

• Management of Personnel Resources – Motivating, developing, and directing people as they work. They are identifying the best people for the job.
• Complex Problem Solving – Identifying complex problems and reviewing related information and facts to evaluate and develop options and implement solutions.
• Judgment and Decision-making – Considering the relative costs and benefits of potential actions and options and choosing the most appropriate one.
• Critical and Analytical Thinking – Using logic and reasoning to identify strengths and weaknesses of alternative solutions, conclusions, and approaches to problems.
• Commitment to building a team that works together to exceed business goals.
• Leadership by example
• Articulates a clear vision and strategy for their team.
• Recruit, develop, and maintain top sales talent.
• Embraces change and proactively looks for ways to improve strategy.
• Strong customer orientation / Voice of the Customer Driven.
• Excellent interpersonal and communication skills, both verbal and written, and the ability to communicate effectively throughout all levels of the organization.
• Proficient in Microsoft Office suite including Excel, Word, PowerPoint, and SFDC.
• Ability to analyze situations, solve practical problems and deal with various variables in cases where only limited standardization exists.
• Must demonstrate time management skills.
• Strong written and communication skills.
• Business/financial management comprehension preferred.

Scope of the Role

• Supervisory Responsibility: Yes
• Approximate Direct Reports:5-6
• Approximate Indirect Reports: 8-10
• Financial Responsibility: 15-20 million
• Domestic/International/Global: Domestic

Internal Relationships:

• Canada Leadership Team (Country Manager, West Manager, Commercial Development, Service Manager)
• Account Managers and Technical Specialists
• Sales and Applications Specialists in Pathology Imaging
• Regional Field Service Manager and service team
• Customer Service, Tech Support, Commercial Operations, Finance, and HR teams.
• Business Unit teams

External Relationships:

• Customer Accounts

Physical Demands & Working Environment

The physical demands and work environment characteristics described here represent those that an employee must meet to perform the essential functions of this job successfully.

Reasonable accommodations may enable individuals with disabilities to perform essential functions.

Physical Demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.

• The employee must occasionally lift and move up to 50 pounds.
• Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• This position will require frequent travel by car and flying in and out of airports with possible long wait times.
• Employees must be able to work in the hospital and laboratory environments near fumes or airborne particles, toxic or caustic chemicals, risk of electrical shock, and moderate noise.

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