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Sr Manager, Modality Filtration

4 months ago

Shanghai, China Danaher Corporation Full time

Be part of something altogether life-changing

Working at Cytiva means being at the forefront of providing new solutions to transform human health. Our incredible customers undertake life-saving activities ranging from fundamental biological research to developing innovative vaccines, new medicines, and cell and gene therapies.

At Cytiva you will be able to continuously improve yourself and us – working on challenges that truly matter with people that care for each other, our customers, and their patients. With associates across 40+ countries, Cytiva is a place where every day is a learning opportunity – so you can grow your career and expand your skills in the long term.

Forming part of the Biotechnology segment at Danaher, we bring together dedicated technical expertise and talent to develop the next generation of life-changing therapeutics.

The < Sr Manager, Modality Filtration -Bioprocess China > for Cytiva is responsible for growing sales revenue and margins for filtration product/product range or segment within China. The Modality Manager drives a coherent product differentiation and commercial strategy for filtration and optimizes the use of resources in conjunction with Regional/Zone Manager to cover market potential for filtration to achieve the Operating plan.

This position is part of the located in . At Cytiva, our vision is, to advance future therapeutics from discovery to delivery.

In this role, you will have the opportunity to:

The Sr Manager, Modality Filtration -Bioprocess China is responsible to update marketing and engineering of evolving market and customer needs to drive the continuous product innovation adapted to local market needs. Directly manage of the Modality Leaders or PMM or through direct first-line managers in their assigned geographical sub-region. They will assist and contribute to the coordination of Cytiva account activities in conjunction with the Regional/Zone Managers and their teams of Account Managers/Executives to bring maximum business results and customer satisfaction to Cytiva.

Financial Performance

  • Is accountable to achieve the quarterly and yearly Product/Solution/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin) within an assigned geographical area.

  • Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region.

  • Provide input to and contribute to the formulation of the yearly business planning cycles for within their Product Business Unit and Geographical Region.

Customer, Market and Product expertise

  • Continuously develop deep technical knowledge including awareness of current and future trends in Life Sciences technology.

  • Continuously update their understanding the customers changing application and/or operational issues and challenges.

  • Understand and analyze market dynamics and competition to develop business opportunities for the PSS/PS teams and account teams in the geography Provide ongoing feedback to management, Region, and marketing.

  • Lead, educate, coach, and direct the differentiation (position, value proposition and key messages) of their product/solution/service within their assigned territory. Act as reference point to the Regional/Zone account teams regarding differentiation of their products. Continuously position the value of their product within the relevant application areas.

  • Know, interact and develop the strategy with Key Opinion Leaders in product relevant care areas; manage professional relations with key customers in order to ensure understanding of needs and that BTG product value proposition is differentiated in the minds of these key customer groups. Nurture relationships with professional society stakeholders.

  • Ensure and validate up to date knowledge of product positioning and differentiation messages within their PSS/PS teams as well as relevant account teams.

Sales Management

  • In conjunction with relevant marketing and regional SFE resources, determine the market potential for their product/product range or segment and prioritize the opportunities.

  • In conjunction with Regional Manager, align territories to market potential and priorities and assign optimal sales resources.

  • Attract, retain, educate, and develop world-class commercial talents to realize product commercial strategy.

  • Is responsible to set appropriate operating plan targets based on their product market potential, for their first line managers (if applicable) and/or PSS/PMM within their geography.

  • Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers and Zone Managers.

  • Is responsible to ensure that all PSS/PMM have clear opportunity management activity and call plans to ensure efficient coverage of decision makers and influencers.

  • Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting.

  • In conjunction with Regional Manager determine and drive ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.

Team coaching

  • Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system.

  • Is responsible to regularly have “infield coaching” sessions with each one of their team members on for example how to cover opportunities and territory, differentiating and presenting the value of product and managing opportunities. Provides regular, timely and productive development feedback.

  • Create regular opportunities to involve the team to share best practices on opportunity management.

  • Regularly provides update to team on company, region product strategies and customer insights.

  • Coach and assist the PSS/PMM with the differentiation of product offerings during the various stages of the sales process to actively move the customer through their decision-making process towards a successful outcome for BTG.

  • Work with the team and drive employee engagement activities to ensure retention across the zone, recognizing success, sharing best practices, providing exposure to people within the team with senior leaders within the region, products, and modalities.

  • Act as a role model for collaborative mindset across functions.

The essential requirements of the job include:

  1. Education to bachelor’s degree level.

  2. Experienced in Business Management or Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers.

  3. Demonstrated business management and resource allocation skills including business plan development.

  4. Strong exceptional knowledge of products and services offered within the modality.

  5. Exemplary people management, leadership skills, as well as sales coaching & team building skills.

  6. Strong business acumen; financial and organizational skills.

  7. Advanced negotiation, problem solving and influencing skills.

  8. High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships.

Skills:

  • Sales techniques include cross selling, upselling, value positions and funnel management.

  • Business market knowledge.

  • Ability to translate technical advantages into business benefits.

  • DBS (Danaher Business System) growth tools.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.