What are the responsibilities and job description for the Territory Sales Manager position at Danaher?
Pall Corporation is currently seeking a Regional Sales Manager (RSM) to support our growing business. This position is based out of our Chicago, IL or any other major metropolitan area in the Midwest.
Pall Corporation (“Pall”) has a growing >$500M fluid technology and asset protection (“FTAP”) filtration business that sells into industrial applications. This role is responsible for developing and driving Petrochemical, Oil & Gas, and Refinery industries. The RSM will achieve and exceed sales targets by leading and mentoring a team of Territory Sales Reps in growing relationships and business in their assigned markets. The ideal candidate will be passionate about leading other territory sales reps by creating motivating goals and holding members of the team accountable for becoming the very best sales professionals and people they can be. The successful candidate will challenge his/her team to succeed beyond their own expectations and ultimately meeting and exceeding business goals.
The RSM will be an inspirational leader and will mentor and develop a sales team of 7-10 sales reps, support activities related to driving sales funnel growth and support ongoing professional development of sales team. Support sales reps in executing territory plans, which will ultimately result in success for all.
Some of the responsibilities include:
- Assess the strengths and weaknesses of the sales team
- Lead, coach and develop direct sales team
- Establish clear direction, set goals and targets and hold team accountable
- Develop and maintain market and customer insights. Adjust sales plans and strategies accordingly and share valuable market trends and changes with management.
- Adapt strategy to targeted territory by developing and implementing market specific initiatives and business plan
- Develop and maintain key contacts and relationships with regional and global customers within region to drive contract development which will result in successful implementations
- Collaborate with Product Management to learn about and drive promotion of new products and applications
- Coach, drive and hold sales team members accountable to forecast accuracy. Develop, maintain and execute a territory plan
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Ensure targets are delivered through people management, performance review, celebrating wins with the team, coaching and managing direction in real time by having those conversations in real time and recognizing achievements and providing individual recognition
Operations and internal reporting:
- Standard work implementation (funnel management, lead generation, problem solving, use of standard tools including opportunities plan, account plan, pre-calls plan)
- Annual business plan and market evaluation,
- Weekly reports on revenue and margins, actions status.
- Rolling ninety-day travel and action plans preparations and weekly updates
- Support Sales team, by coordinating actions with internal support functions
Minimum Requirements:
- Bachelor degree in technical or Business degree. Advanced degree a plus
- 10+ years of experience in providing equipment to Petrochemical, Oil & Gas, and Refinery industries.
- 3+ years of experience in people management
- Proficiency in spoken and written English required.
- Ideally experienced with a filtration and separations company.
Other Requirements:
- Valid driving license
- Valid passport
- Prepared to travel often
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.