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Global Key Account Manager, Project Delivery

Hach • US-Nationwide

Posted 29 days ago

Job Snapshot

Full-Time
Other Great Industries
Other

Job Description

Job ID: HAC006727

About Us

Hach is a world leader in the manufacture and distribution of analytical instruments, test kits and reagents for testing the quality of water, aqueous solutions and air. Our products are designed specifically for quality, accuracy, and simplicity. Strengthened by our sister companies in the environmental industry worldwide, our goal for the future is to continue to provide customers with reliable instrumentation, accurately prepared reagents, proven methods, simplified procedures and outstanding technical support. We offer an environment that is team-centered, customer-driven, quality-focused, and growth-oriented. Working at Hach will provide you the opportunity for robust career development.

OUR MISSION: Ensuring water quality for people around the world.
OUR VISION: We make water analysis better – faster, simpler, greener and more informative – via unsurpassed customer partnerships, the most knowledgeable experts, and reliable, easy-to-use solutions.

WATER QUALITY GROUP

Danaher`s Water Quality Business is a global leader in water quality analysis and treatment, providing instrumentation and disinfection systems to help analyze and manage the quality of ultra-pure water, portable water, wastewater, groundwater and ocean water in residential, commercial, industrial, and natural resource applications. Our water quality business provides products under a variety of brands, including HACH, ChemTreat, and Trojan Technologies.



Description

POSITION SUMMARY: 

The Global Projects Manager will be instrumental in shaping and delivering on the future strategy & structure of the global Hach Projects business. For the purposes of describing this role, the word ‘Projects’ is used to define opportunities influenced by Engineering & Consulting firms (E&C’s), Engineer/Procure/Construct firms (EPC’s) and/or System Integrators (SI’s) that involve the design, specification, procurement and installation of equipment & systems on behalf of a Hach customer/end-user to achieve desired/improved business performance.

This Global Projects Manager is a sales executive role focused on building strategic external relationships with large, international companies delivering projects in the municipal and industrial water and wastewater markets globally, and building internal relationships with sales, marketing, commercial, and technical resources. This position will be well-networked and highly-polished, engaging and managing a defined, carefully selected set of Global Key Accounts and major project opportunities.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
  • Develop strategic relationships and eventually partnerships with large Project Delivery (E&C/EPC/SI) companies.
  • Understand the market and its trends, competitors, and opportunities covering the whole project process (including end-users, design engineers, integrators and OEM’s)
  • Conduct and support market research, including voice-of-the-customer interviews, to assess current and future customer requirements and benchmark competition.
  • Support regional sales leaders to develop project business and improve capabilities of the regional project organizations in various global regions. 
  • Become highly proficient with the DBS tools to drive change and sustain process improvements.
  • Interface with cross-functional leaders and teams to develop and improve sales tools and Hach offerings needed to facilitate success with Projects Key Accounts.
  • Build strategic alliances and partnership with companies offering complimentary products. 
  • Engage across a matrix organization to drive stretch growth goals.
  • Lead the sales process for projects crossing international borders as necessary to maximize profitability.
  • Track key performance indicators to ensure successful share gain in project business.

Job Requirements



Qualifications

  • Business, engineering, chemistry, process technology, or related technology bachelor degree required 
  • MBA preferred
  • Minimum 10 years of professional experience in selling consultancy solutions  
  • Broad experience in project management, strategy, sales/marketing and/or business development.
  • International experience would be desirable, such as global account management, consultative technical sales, and international projects leadership.
  • Knowledge and experience in Sales or Business Development in a large engineering consultancy company desired.
  • Experience working within a large global organization.
  • Travel will be approximately 40%, domestic and international.
CRITICAL COMPETENCIES 
  • Ability to quickly establish significant credibility, trust and support with all levels of the organization incl. peers, subordinates and senior management. (Leadership Anchor: “Builds Teams and Organizations”).
  • Ability to lead and coordinate multi-disciplinary teams to pursue and capture major project opportunities, and to help educate the organization on project management disciplines. (Leadership Anchor: “Builds Teams and Organizations”).
  • Bring a consultative selling mindset to all key account interactions. (Leadership Anchor: Charts the Course”)
  • Understanding of how consultants, integrators and E&C firms work and sell. (Leadership Anchor: Charts the Course”)
  • Ability to develop creative and strategic solutions. (Leadership Anchor: “Drives Innovation and Growth”)
  • Strong communication skills and executive presence are prerequisites, as are a high degree of commercial and technical competency. (Leadership Anchor: Charts the Course”)
  • Strong organization and planning skills, with a the ability to manage a portfolio of project opportunities and key account responsibilities. (Leadership Anchor: Charts the Course”)
  • Candidates should have a broad base of experience working within a global matrix organization. 
  • Capable of driving change management initiatives, introducing new strategies and tactics, demonstrating value and sustaining improvements through the leveraging of DBS tools. (Leadership Anchor: “Leads Through DBS”)
  • Strong quantitative and analytical skills.  Ability to analyze complicated issues and boil down to the key points, develop action plans and bring to a successful conclusion. (Leadership Anchor: “Leads Through DBS”)
  • Superior interpersonal skills with an ability to work with people at multiple levels both inside and outside of Danaher. (Leadership Anchor: Charts the Course”)
PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is occasionally required to reach with hands and arms. The employee is constantly required to sit. The employee may occasionally squat, turn/twist, or reach.  The employee is constantly using hands to: finger, handle, feel or operate objects, and computer keyboards. The employee is occasionally required to walk, stand, climb, balance, stoop, bend, kneel, crouch or crawl, and talk, hear, and smell. The employee may occasionally lift, carry, push or pull up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. 

WORK ENVIRONMENT:  

The work environment for this position is both office (could be home office) and field sales activity.  The field sales activity will take this individual into customers’ locations and moderate physical activity (e.g. lifting/carrying of materials) occurs.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The work environment may consist of an indoor, work or home office environment with good ventilation, adequate lighting and low noise levels and/or subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, oils, extreme temperatures and work space restrictions while working in the field. 

Employees may be required to wear proper Personal Protective Equipment (PPE) while working in the field which may include: eye and hearing protection, protective smock, steel toe shoes, gloves, hard hats, or face shields.

The duties listed in job descriptions are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. The purpose of this description is to assist in ADA compliance and is not intended for other purposes such as collective bargaining, or compensation.

PRE-EMPLOYMENT TESTING: 

External hiring into this position is contingent upon the successful completion of a pre-employment drug screen and background check and possible credit history review.

Hach is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.

At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.
Job ID: HAC006727
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