CLIENT ORGANIZATION

It is a global fluidics leader (US Company) serving high growth specialized markets which best known for it’s expertise in highly engineered fluidics systems and components, as well for its expertise in fire and safety products

Our client is organized in four business segments including Fluid & Metering Technologies, Health & Science, Dispensing, Fire & Safety/ Diversified Products.

Fluid & Metering Technologies are precision engineered pumps, meters and systems that move, measure and dispense high value liquids, gases and solids. Within the pump and flow metering world, it is recognized for the expertise in the precise handling of corrosive, abrasive, viscous, extreme temperature, fine particle and many other challenging applications. Its core capabilities support worldwide growth in the process industries, particularly the infrastructure-related markets like alternative fuels, chemical processing, and water treatment, as well as a growing range of highly precise sanitary applications within the pharmaceutical and food & beverage industries.

POSITION SUMMARY

We are looking for someone with proven experience in sales management (embrace change/continuous improvement) – particularly global key account management, is process oriented demonstrated ideally by developing his/her own sales management or similar process, proactively sets and (even sometimes) meets stretch goals. Not afraid and has patience (long sell cycle) to pursue the home-run while still delivering stretch short-term goals.

• Leadership of the Sanitary Group Sales organization
• Recruit, train and develop team of “A” player sales people to take market share
• Grow sales business per strategic plan and annual budget plan
• Manage/support new product/sales opportunities including sales lead funnel
• Teach and deploy sales growth tools including Value Selling
• Design stretch targets and compensation plan for direct sales associates

JOB LOCATION

Shanghai

REPORT TO

President in US & Asia Sanitary Leader in Singapore

PEERS

Global Marketing Director; Engineering Leader; NA, EU Operations Directors

OTHER KEY RELATIONSHIPS

Marketing product managers, manufacturing site leaders, customer service and finance

MAJOR RESPONSIBILITIES

Include the following. Other duties may be assigned.

• Develop / recruit / train team of A player sales people for the Asia Pacific / Australia Region for Knight/Sanitary product sales
• Implement Global Focus Customers – Key Account Management process
• Develop sustained distributor growth program
• Implement and measure territory review process
• Develop a high performing team that espouses Core Values (Value Selling essential)
• Guide engineering in the development of a “market relevant” line of dispensing products
• Expand sales organization to China June 2009
• Develop Distribution Program with
• Complete Executive Leadership and relevant Commercial Excellence Training
• Complete Master Black belt in Value Selling

EDUCATION AND EXPERIENCE

• Education: BS degree, technical background a plus, MBA preferred
• Expectations are that with adequate prior experience, the successful candidate should be up to speed within 90 days and adding value
• Position will lead to larger sales role or move to marketing in the short term; longer term is limited only by performance and potential.? Potential opportunities include larger sales management position or business leadership
• Position is open due to geographic expansion
• Expectation is that the successful candidate will create a sustained sales performance management process in addition to the already in place value selling process to round out the sales organization tools for success

?PERSONAL TRAIT AND CHARICTRISTICS

• TEAMWORK: The ability to work collaboratively with others toward mutual objectives.
• SENSE OF URGENCY: A bias for taking action - spontaneous recognition of problems and opportunities.
• CUSTOMER FOCUS: A drive to discover and meet the needs of customers (either internal or external).
• CONTINUOUS IMPROVEMENT: The ability to develop creative solutions to problems and continuously improve systems and processes.
• RESULTS ORIENTATION: A drive to achieve results and goals in the short and long term.
• ADAPTING TO CHANGE: The ability to adapt to work effectively in an environment of change, uncertainty, and ambiguity.? Can make pragmatic decisions in a timely fashion, especially when there is not a clear “right way.”
• TECHNICAL EXCELLENCE: The depth and breadth of job-related expertise and the motivation to use and expand one’s technical knowledge.
• COMMITMENT TO FUTURE VISION: The commitment to being part of the integrated organization.? The desire to support the needs, priorities and goals of the organization.
• ENTREPRENEURIAL SPIRIT: a fundamental belief in one’s ability to successfully takes on new and difficult challenges, question the status quo, and take risks.
• VISIONARY LEADERSHIP: The ability to communicate and enlist support for the vision of the organization.
• DEVELOPING ORGANIZATIONAL TALENT: The genuine commitment to fostering long-term growth and development of associates, with particular attention to how their talents can best be utilized to meet current and future business needs.? Quick read of talent and caliber of others.? Can identify the most important factors for success in people and not be fooled by superficial looks or presentation.? Quick to act on own insights with people and business.
• HIGH INTELLECT: Conceptual, strategic, but able to probe into specifics when necessary.? Analytical and fact-based most of the time, but able to draw on intuition.? Able to reduce an overwhelming amount of information into a few salient issues to focus on.? The ability to prioritize the most relevant from all other issues.? Creative and independent thinker. Open minded.
• EMOTIONAL CHARACTERISITICS: Values consistent with the culture.? Places the best interests of the organization ahead of personal gain.? Solid sense of self-confidence.? High expectations of self.? Welcomes challenges and stretch goals.? Resilient under high workload, high stress.? Flexible.? Independent, self-initiating versus looking to upper management for direction.? High level of integrity and ethics.? Empathetic.
• MOTIVATIONAL CHARACTERISTICS: High energy level.? High dominance (comfortable with authority and leadership), high competitive achievement (drive to win, results orientation).? High level of autonomy, and low need for structure and boundaries.
• INSIGHT: Knows self well (strengths and development needs).? Plays to strengths but not afraid to identify and work on weaknesses.? As a self-improver, embodies the “kaizen” philosophy.?
• INTERPERSONAL CHARACTERISITCS: Open, communicative, give and take dialogue, seeks input from others, but not dependent on getting a consensus.? Good listener – both in being receptive and in asking good, probing questions to illuminate an issue.? Keeps people informed – the “what’s” and “why’s” of issues.? Perceived as trustworthy, honest, and non-political.? Tells people where they stand – lots of sincere recognition and clear direct negative feedback when necessary.? Does not shy away from constructive conflict and confrontation.? Able to work in a team/group environment (versus a strictly “hub and spoke” management style.
• ON THE JOB BEHAVIOR: Excellent problem solving, quick and penetrating mind learns a new environment quickly.? Can manage "down and in" as well as "up and out."? Identifies and communicates the key priorities to the organization, remains focused.? Demonstrates strong Danaher values ("walks the talk").? Pragmatic in dealing with the real-world problems and pressures. High sense of urgency.? Perceived as strong, respected, fair leader, with emphasis on developing the strength of the team.? Fosters cross-functional problem solving and cooperation.? Identifies, recruits, and develops the strongest talent.? Is proactive in developing, remediating, or removing weak players.? Delegates real responsibility and holds people accountable.? Tough-minded without being personally attacking.? Helps people feel good about themselves even when challenges are daunting.? Organized/Strong time and project management skills.? Has the charisma to lead a dynamic organization.

LANGUAGE SKILLS