MEA Channel Partner & Pricing Manager

Find what drives you on a team with a more than 75-year history of discovery, determination, and innovation. As a global leader in high-tech filtration, separation, and purification, Pall Corporation thrives on helping our customers solve their toughest challenges. Our products serve diverse, global customer needs across a wide range of applications to advance health, safety and environmentally responsible technologies. For the exponentially curious, Pall is a place you can thrive and amplify your impact on the world. 

Pall is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.

Learn about the Danaher Business System which makes everything possible.

Are you looking to use your knowledge and experience to help develop and meet critical customer demand?

The MEA Channel Partner & Pricing Manager is responsible for Energy+ business in the Middle East & Africa, ensuring all associates and Partners are supporting adequately to achieve the growth targets set by the commercial leadership. Expand and optimize Pall’s indirect channel network coverage to support the End User business and improve direct relationships and Pall’s positioning with primary (Elite) Channel Partners. Support the MEA region to achieve the annual Pricing KPI’s through the implementation of Standard Work and ensure Price Agreements are in place with Key Customers. Host the Run-Rate call with the Partners & Direct Sales team to ensure Pall installations are properly managed & any needed countermeasures are in place to prevent the loss of any business to competition and support the Sales team with their backlog and OTD, ensuring their escalations and concerns are communicated internally to the right stakeholders and with the right urgency. Evaluate the Pricing Manager portion of this role and the run-rate call management given that our new process is funnel management through the sales manager.

This specific position will include travel to Middle East and Africa countries and will be working as an individual contributor.

This position is part of the Commercials Direct Sales Team and will be located in UAE as we envision a future where our innovation connects, empowers, and emboldens humanity to be its best.

In this role, you will have the opportunity to:

• Adapt strategy to targeted accounts/market by developing and implementing GTM initiatives
• Maintain territory/coverage mapping. Attend Growth Room discussions to understand initiatives and roles & responsibilities of CP’s. Obtain knowledge of competitors’ activities and market insight to adjust sales tactic and strategies
• Collect market insights and customer’s needs. Provide inputs to management and marketing

• Apply key growth drivers and initiatives. Grow Energy+ business by supporting the team to achieve orders and sales targets
• Grow Energy+ market share by supporting the team to increase funnel size and additions. Adopt and drive promotion of regional initiatives. Develop and retain Customers and build relationships with key decision makers. Manage forecast accuracy of Run-Rate calls and provide inputs to management as necessary.
• Provide on-the-ground support & training Partners as they generate leads and close new deals
• Build a culture of success through “team player” mentality
• Establish clear direction and strategy in the Energy+ space and develop followership among peers to achieve growth goals. Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies Contribute to team effort by participating in kaizens, workshops or other improvement-related events as needed.
• Standard work execution (funnel management, lead generation, problem-solving, use of standard tools including opportunities plan, account plan, pre-calls plan,… ),Participate in annual business plan and market evaluations. Regular, often weekly, reports on revenue, margins and action status.
• Rolling ninety-day travel and action plans preparations and weekly updates, Coordinating sales-related actions with internal support functions, Quarterly & annually review the performance of CP’s and report to the manager with action plan where necessary
• Use of other tools as required, Provide and/or participate in training activities, Attend offsite conferences, expos, etc

The essential requirements of the job include:

• 12+ years’ experience working in the Energy+ or related market providing equipment to Oil & Gas, Power, or Refinery industries. Ideally experienced with a filtration and separations company.
• BS or MS degree preferably in process or chemical or mechanical engineering.
• Excellent Commercial / Business acumen
• Ability to work both direct and through indirect channels
• Ability to work cross-functionally within the organization (sales, marketing, legal, finance, commercial operations, L1 and L2 levels)
• Strong presentation skills and ability to articulate Pall value propositions to various levels of our customer base
• Organization skills including forecasting, account planning, data mining
• Responsiveness to customers
• Integrity: manages customer expectations well and keeps commitments

• Expert in sales and marketing strategies with experience in business and action planning along with strong leader with good team-building practices and standard work.
• Fluent English & Arabic language skills
• Prepared to travel often (50%) with a cultural understanding of the MEA Market/Zone. Experience selling in these areas would be ideal.

• Valid driving license, Passport, and Transferable work permit

Pall Corporation, a Danaher company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at danaherbenefitsinfo.com.

At Pall we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a hybrid work arrangement in which you can work part-time at the Company location identified above and part-time remotely from your home. Additional information about this hybrid work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Pall can provide.

At Danaher we bring together science, technology and operational capabilities to 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. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

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.