The Global Key Account and Projects Manager South Europe 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), Engineering / Procurement / Construction 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 Key Account and Projects Manager South Europe is a senior account management role focused on building strategic relationships with international engineering companies involved in 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.
This role is a strategic sales role focusing on three main Clusters of Activities and Targets : - Regional Business Development / Account management at targeted Global Strategic Accounts - Building strategic relationships with Engineering companies (E&C, EPC, SI) across the region to develop a strong network and medium to long term strategy.
Targeted global accounts will include selected global Water treatment engineering companies and others as business evolves in the region.
External stakeholder includes; E&Cs, EPCs, Integrators, Operators / Owners of water assets and any other party that has an influence on the selection of analytical measuring equipment and software vendors and solutions providers.
The GKA Project Manager will act as subject matter expert on project delivery models for both Municipal and Industrial markets.
Deploying formal training to ensure sustainment of standard work and building local capabilities around complex project delivery.
Actively participating joint visits to deliver workshops, accelerate needs development and share / coach Best Practise. ESSENTIAL DUTIES AND RESPONSIBILITIES : - Develop strategic relationships and eventually partnerships with targeted water treatment engineering Project companies (E&C / EPC / SI, Project delivery partners).
People and Capability Development for the Region - Share best practice on a regular basis with sales leaders and key persons to accelerate the overall traction with external stakeholders - Using joint activities and joint visits to increase personal capabilities of key members of the sales organization.
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 interactions with targeted accounts.
Leadership Anchor : Charts the Course ) - Understanding of how water treatment engineering 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 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.
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 ) QUALIFICATIONS : - Water treatment, Environmental, chemistry, process technology, electrical engineering or related technology bachelor’s degree required, - Minimum 8 years of strategic selling experience in a B to B sales environment with high technology solutions, ideally in water / wastewater treatment to municipal and industrial markets, - Experience in selling consultancy solutions in water treatment industries, ideally 3-5 years with track record of success, - International experience in a key account management role - Experience working within a large global organization in a matrix environment - Must have the ability to manage consistently to a common plan, providing sales leadership in the implementation of corporate sales strategies.
French or Italian desirable - Fluency in English required
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.
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