Pall Corporation is a leader in filtration, separation and purification solutions. The company provides products to meet the critical fluid management needs of customers across the broad spectrum of industrial manufacturing. Pall works with customers to advance health, safety and environmentally responsible technologies. The company’s engineered products enable process and product innovation and minimize emissions and waste. Pall Corporation serves customers worldwide.The Food & Beverage, Aerospace China BU Leader will be responsible for developing and implementing Pall China Food & Beverage, Aerospace Business 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 Food & Beverage, Aerospace 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.Key Responsibilities:1. Analyze industry trends, customer needs and product portfolio, develop and implement Food & Beverage, Aerospace marketing strategy to increase Food & Beverage, Aerospace market share and business growth.2. Responsible for Food & Beverage, Aerospace 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.3. Leading all aspects of Food & Beverage, Aerospace 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 customers4. 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 organization5. Assuring a high caliber sales team is in place for the region through:Timely recruiting, hiring and trainingRegular communications with team and individuals to share information and provide performance feedbackCoaching and developing of sales peopleAttract, engage talents in the team, develop succession pipeline with action plan, build solid organizational capability.6. Drive compliance and integrity conduct within the team.7. Develop new opportunities among existing customers and new prospects, build short term and long term projections for potential development.8. Develop and manage an efficient and healthy distributor network, and ensure technical support to customers.9. Utilizing other DBS tools such as Daily Management, Problem Solving Process, and Standard10. Work to drive sales behavior Develop productive and partnership relationships with global and regional teams to build the synergy to meet customers’ needs.11. Work with Pall global BU team and Pall Beijing operation team to drive the localization of selected products.12. Lead and leverage local R&D resources to drive new product development to meet local customer requirement13. Drive localization initiatives by leveraging local sourcing, engineering and operation resource.14. Drive incremental growth through partnering external suppliers.Education and/or Experience
University degree or above, major in filtration engineering or industry related, MBA preferred
5+ years’ sales and marketing experience in relevant industry, 3+ 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 Food & Beverage, Aerospace team members
Global Food & Beverage, Aerospace 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%.
Join our winning team today. Together, we’ll 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.For more information, visit .
