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Senior Project Development Manager, North America

Company: Hach
Location: San Diego
Posted on: November 22, 2020

Job Description:

SunIRef:cr007 No matter where you look at Danaher, at the heart of what we do, you'll witness our shared purposehelping realize life's potentialin action. Whether we're enabling our customers to provide clean water, supporting a life-saving vaccine development, advancing a new instrument for cancer diagnosis, or ensuring product safety, our work helps improve millions of lives. We hope you'll see yourself here, too. What you find at Danaherand within yourself might just change the world. This is a remote role and ideal candidates are West Coast US based or anywhere West of the Mississippi River. The Senior Project Development Manager-North America is a commercial role focused on leading and developing Hach's North American project pursuit strategy with a focus on large complex new construction projects related to the municipal ReUse marketplace. This is a player-coach individual contributor who is actively engaged in a minimum number of projects, engaging with and leading a cross-functional team of resources including (potentially) marketing, project bidding, technical support, pursuit management, business development and strategic account leadership, to ensure Hach is well-positioned for and achieves high levels of success on selected strategic programs/pursuits. It's an exciting new position with Hach and will have ability to help develop Hach's footprint in this quickly growing market. The key elements of the role are concentrated around:Leadership for Complex Project Pursuits (ReUse Market): Develop a Pursuit Team structure for the ReUse project market (predominately CA and adjacent western states) and provide direction and coordination for both commercial and technical efforts with respect to this rapidly-growing marketplace. Commercial leadership for complex projects with the priority being Water Reuse and new large and/or complex municipal construction projects, frequently involving Alternative Delivery mechanisms. Work with E & C KAMs, ReUse ADM, OEM and End-User account owners and other responsible sellers (owners of influence accounts) to ensure complete project team engagement and support throughout a project's life cycle. Liaise with technical SME's pertaining to State and Federal Regulatory frameworks, instrumentation technologies, and digital solutions including data delivery mechanisms. Provide Voice of Customer (VoC) back to R & D and Product Development teams that informs their work to position Hach as the go-to provider of key solutions in the ReUse space. Regional Account Management - E & C, EPC, OEM and SI Work collaboratively with Divisional Sales Development Managers (SDMs) and Regional Sales Managers (RSMs) to build strategic relationships with regional offices of influential/strategic E & C, EPC, OEM and SI/Contractors engaged in consequential ReUse projects - Carollo, Brown and Caldwell, Trussell Technologies, H2O Innovations and Tesco being examples. Essential duties and responsibilities: Assembles and deploys a North America ReUse Pursuit team with a focus on project and pursuit management, marketing/positioning, technical support and strategic account management. Recruits, develops and motivates the team providing a high level of coaching, mentoring and field support. Leads the sales process from active discovery through active bid stages for large, complex and strategic projects Liaise with ReUse leaders from sister Danaher Water Quality OpCos, including funnel sharing, collaborative positioning and support at key influencers. Supports E & C KAMs to ensure Hach technology is the basis for ReUse tender specifications with the mission of increasing the number of tenders where Hach is specified by the E & C. Expands this influence into other strategic NA Regional E & C firms not currently on the GKA roster by adopting best practices. Collaborate with owners of OEM accounts on project pursuits to ensure both scope and margin are maximized on each pursuit. In some cases, lead direct engagement with OEM contacts (i.e. Project Managers) to ensure technologies/offerings are consistent between E & C and OEM. Support and promote Standard Work for Projects through SFDC and elsewhere. Competencies: Full process understanding of all forms of project delivery (EPC, Design/Build, etc.), including business needs of all key stakeholders engaged in large complex projects. Demonstrated track record of business development, project pursuit and project management expertise across a spectrum of projects with end-users, contractors/integrators and engineering & consulting firms. Strong communication skills and executive presence are prerequisites, as are high degrees of commercial and technical competency. Must have demonstrated success with consultative selling of technologically complex solutions. 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. Superior interpersonal skills with an ability to work with people at multiple levels both inside and outside of Danaher. Must also have demonstrated success with inclusion of diverse resources/teams to maximum positive impact. Track record of success in commercial roles, either marketing, product management or business development (combination of these preferred). Broad set of experiences and knowledge across various functions having worked on cross-functional teams. Qualifications: Advanced Technical Degree, MBA a plus Minimum 7 years of experience in executive level business development sales and marketing roles; ideally in roles with highly matrixed organizational structures Municipal experience in Water or Infrastructure-related Construction & Engineering Early career experiences in technical sales, project management, marketing Are you interested yet? Also consider this. You will be helping ensure water quality for people around the world! You get to be a part of Danaher Corporation, a Fortune 500 organization. During the past 20 years, our stock has outperformed the S & P 500 Index by more than 2,000 percent. Full benefits including medical, dental, vision, 401(k) matching all on day one Work for an organization that takes diversity & inclusion seriously. At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture! These are not just words on a pageDiversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values! At Danaher, we're driven by a sense of wonder for what we can createand what we can become. Here, you'll accelerate your career while driving innovation that improves lives. You'll work hard and take risks, with guidance from committed leaders, powerful DBS tools, and the support of a global organization. If you'd like to learn more, read stories from our associates on our Careers Blog or reach out to one of our recruiters.

Keywords: Hach, San Diego , Senior Project Development Manager, North America, Executive , San Diego, California

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