Business Unit Leader, Energy+ China

1 month ago

Beijing, China Danaher Corporation Full time

The ENERGY+ China BU Leader will be responsible for developing and implementing Pall China ENERGY+ Business (Power Gen, Machinery and Equipment, Fuel & Chemical and auto) marketing & sales strategy, aligning with global and regional directions. Leading the build-out of a best-in-class sales workforce to drive top-line growth and improved profitability; driving regional market share gain; and strong utilization of DBS tools and processes. Drive and engage Pall China ENERGY+ business team to achieve the sales and profit targets. And To ensure compliance with Corporate, Regulatory and Quality Standards, Policies and Guidelines with regard to products, procedures and operations.

The following are the key responsibilities for the position:

Key Responsibilities:

  • Analyze industry trends, customer needs and product portfolio, develop and implement ENERGY+ marketing strategy to increase ENERGY+ market share and business growth.

  • Responsible for ENERGY+ China P&L, including budgets & profit targets, executing tactical business plans to achieve or exceed monthly and quarterly revenue targets, operating margins and new product sales.

  • Leading all aspects of ENERGY+ sales for the China region including key accounts, geographic accounts and distributors leads by personal example and develops a high caliber, customer-focused sales team that reliably achieves or exceeds AOP targets and satisfies customers.

  • Promoting, managing and optimizing Sales Funnels for the region. Will drive success by fostering and embedding a pricing and value selling strategy throughout the sales organization

  • Assuring a high caliber sales team is in place for the region through:

  • Timely recruiting, hiring and training. Regular communications with team and individuals to share information and provide performance feedback. Coaching and developing of sales people. Attract, engage talents in the team, develop succession pipeline with action plan, build solid organizational capability.

  • Drive compliance and integrity conduct within the team.

  • Develop new opportunities among existing customers and new prospects, build short term and long term projections for potential development.

  • Develop and manage an efficient and healthy distributor network, and ensure technical support to customers.

  • Utilizing other DBS tools such as Daily Management, Problem Solving Process, and Standard Work to drive sales behavior.

  • Develop productive and partnership relationships with global and regional teams to build the synergy to meet customers’ needs.

  • Work with Pall global BU team and Pall Beijing operation team to drive the localization of selected products.

  • Lead and leverage local R&D resources to drive new product development to meet local customer requirement

Education and/or Experience

  • University degree or above, major in filtration engineering or industry related, MBA preferred

  • 10+ years’ sales and marketing experience in relevant industry, 5+ years’ sales management experience in Multinational company including distributor network management.

  • Career experience has been primarily in high performing and high intensity companies with very structured and intense operating cadences and expectations for performance

  • Proven sales strategy, P&L, and line management experience

  • Excellent written and spoken English and Mandarin capabilities

  • Strong technical sales background

Desired Competencies:

  • Excellent communication and negotiation skills

  • Lead by strong coaching and team management capability

  • Excellent interpersonal, oral and written and communication skills

  • Proven ability to make data-driven analyses and decisions

  • Flexible and able to adapt to changing situations

  • Hard working, self-motivated, result-oriented

  • Very hands-on – able to dive into and manage the details – as well as provide overall strategic thinking and leadership

  • Ability to educate as well as demonstrate the value of DBS processes (Funnel Management, Standard Work, Daily Management, PSP, etc.)

Key Relationships:

  • Customers

  • VP, GM China

  • China ENERGY+ team members

  • Global ENERGY+ team members

  • Other BU Leader/CLT members

  • Cross Function Team

Other Requirements:

  • A self-starter with high energy level. Proactive, dynamic, making things "happen."

  • Outstanding interpersonal skills, and be able to work across functional areas within a company culture that is high performance, self-directing and collegial.

  • An effective collaborator and relationship builder, able to get results through influencing versus demanding by authority of position; a sought-after advisor.

  • Able to facilitate and encourage objective analyses of alternative points of view and be able to articulate the strengths and weaknesses of various business options in order to reach an informed decision.

  • Ability and willingness to travel up to 50%.

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.

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