Job Description

Purpose of Position:
This is a development and sales role focused on expanding Aquafine sales, marketing presence & market share in Singapore & Indonesia. Ensures incremental revenue growth via strong visibility to available industrial UV market opportunities, and ensures sales funnels are strongly maintained and strategically managed. provides expert application and technical on-site support to our field sales associates and aligns strategic sales initiatives with our field sales organization in the assigned territory .
This role allows you to leverage both your technical and commercial skills.
Scope of position:
ADM will be responsible for Singapore and Indonesia.
ADM will act as specialist in microelectronics segment and provide support to other markets in APAC region
Reporting and Collaboration:
The ADM reports to the Water Quality Sales Director and indirectly to the Director of Sales - Trojan Technologies High Growth Markets.
The ADM actively works with:
WQP Commercial Director/Commercial Teams
Trojan Technologies Regional Sales Managers and Directors
Global, APAC and/or Subsidiary Product Managers
Trojan Industrial Product Managers
Channel Partners
End Users
The ADM collaborates with:
Global and Regional Vertical Marketing Managers
Operating Company's (OpCo) Marketing Liaison person
Demand Generation and Marketing Communication Manager APAC
Technical Service Teams
Essential Functions:
Achieve sales objectives set forth by senior management.
Develop annual business plan using input from OpCo and APAC Sales Teams to identify and develop specific sales and marketing tactics and commercial action plans to deliver annual growth objectives. Plans should include focus on the continued growth of the core business, new product launch plans, competitive response plans, new channel penetration plans, and demand creation plan.
Maintain a high level of expertise in all areas of applications and associated products within functional group, i.e. municipal, industrial and/or consumer markets
Collects, analyzes and presents evidence in Problem Solving Review (PSR) meetings
Trains, coaches and acts as a consultant of associates, customers and channel partners on water treatment process and application topics
Supports the sales organization with the sales cycle (pre-sales, closing deals, post-sales) applications and commercial expertise and market intelligence
Participate in sales activities for the purpose of bringing application expertise to high priority sales opportunities
Responsible for sales growth in Singapore and Indonesia
Regularly visits prospective Customers, OEMs, Representatives/Distributors, water treatment companies, consulting engineers, contractors, trade offices, end users etc. to identify and close sales opportunities for UV water treatment equipment.
Identifies new Distribution and/or Representation channels to address geographic and/or vertical markets coverage gaps
Remains thoroughly familiar with all Aquafine products, related specifications, value selling propositions, etc.
Pursues all opportunities for aftermarket parts sales.
Attends shows, industry events, etc. as required to represent Aquafine.
Creates and presents papers, lectures, etc. at seminars, conferences & customer events on both an individual basis and together with other Aquafine Sales Managers/reps..
Perform all sales activity within an assigned geographic territory.
Annually submit and implement a detailed sales plan identifying sales objectives, sales opportunities, major customers, and region shows to be attended during the following fiscal year.
Identifies product portfolio gaps and develops proposal for new products/localization (developing a Business Case w/VOC) working with Aquafine Business Unit and Product Management.
Leads the development of value selling approaches that creatively leverage competitive advantage and customer benefits.
Leads commercial teams in the region roll-out of new products and drives launch execution.
Consistently follows the standard work for the RSM
Support field sales and CPs at customer sites with complex water process optimization topics and applications
Trains, coaches and acts as a consultant of associates, customers and channel partners on industrial water treatment process and application topics
Provides regular progress updates and forecasts vis a vis monthly sales goal
Leads Strategic Projects reviews and conversations using the applicable tools.
Qualifications:
Bachelor's degree in a technical or business field, Chemical Engineer or similar.
5-7 years of sales & management experience in water treatment in Food and Beverage, Pharmaceutical, cosmetic, and Microelectronics industries (with technical background).
Able to empathize with customers, translating needs into products.
Thorough understanding of target markets and water applications for Product Lines.
Understanding of trends impacting vertical markets and overall business.
Experience in managing (project) sales through 3rd parties (agents), and in motivating a group of sales reps and/or agents
Demonstrated ability to develop, communicate and implement strategic business plans
Strong planning, organization, listening and communication skills
International experience and intercultural agility a plus
English Proficiency required
Skill Requirements:
Dealing with ambiguity
Acting with sense of urgency
Taking ownership and accountability
Developing strong working relationships
Ability to work in a matrix organization
Moves strategy to action
Active in key trade organizations
Seeks leadership roles in technical organizations and committees
Personal Trait Profile

• Customer Focus - Builds and sustains positive and collaborative relationships with customers (internal or external, as applicable). The drive to discover and meet the needs of customers.
• Results oriented - ability to "close" the sale.
• Must have excellent listening skills, manages by fact and leads by example.
• Teamwork - The ability to work collaboratively with customers, suppliers, and fellow associates at all levels toward mutual objectives.
• Technical Excellence - The depth and breadth of job-related expertise and the motivation to use and expand one's technical knowledge.
• Strategic thinking and tactical implementation ability.

Sales Rep/Distribution Management
Provides training & support to sales reps and distributors in the matter of value selling, sizing & designing UV applications.
Ensures that sales reps/distributors follow Aquafine selling/approval policies re pricing, approval levels, terms, value selling.
Ensures strong relationship performance management with the sales reps and distributors in the assigned region.
Maintains close information/cooperative relationships with other Danaher companies in the Water Quality Group.
Key Responsibilities- Planning
Regularly assesses market size, Aquafine competitiveness, Aquafine market share, strategies of competitors, etc.
Provides regular progress updates and forecasts vis a vis monthly sales goals.
Remains current with respect to regulatory bodies and water treatment regulations affecting UV applications.
Effective liaison with Manager to create sales structure which matches marketplace opportunity, executing in accordance with the Marketing Strategy plan.
Takes a leading role in maintaining current assessments of the individual geographic / country market profiles.
Provides input/ advise on future commercial organization for assigned territory, both for sales & service.
Relationships
Internal: Aquafine, WQG and other Danaher OpCo's Sales Team in Indonesia,Malaysia, Singapore Customer Service Manager/Reps and Technical/Applications support in Valencia, CA and London, Ontario, Canada.
External: Sales reps/distributors, OEMs, customers, local authorities, contractors, engineering offices, end users.
Measures of Performance
Achieving monthly booking targets.
Generation of new projects leads, quotes and purchase orders.
Creation and maintenance of sales funnel using existing CRM Tool (SFDC).
Supporting revenue generation objectives in the individual geography/country assignment with key accounts.
Cooperation and joint business development with other Danaher OpCo's and Water Quality Group Operating Companies.
Travel
This position will require frequent overnight and regional travel in the assigned territory (50%+)
Focus:
50% Business
50% Technical
When you join us, you'll also be joining Danaher's global organization, where 80,000 people wake up every day determined 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, 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.
If you've ever wondered what's within you, there's no better time to find out.