Job Title: Growth Account Executive        
Department: Sales
Reports To: Group Vice President, Global Sales and Marketing
Prepared Date: January 7, 2010

DANAHER CORPORATION:
Recognized as one of Fortune Magazine’s Most Admired Companies, the Danaher Corporation is approximately a $12 billion publicly-traded company (NYSE: DHR) that designs, manufactures, and markets industrial and consumer products. The company focuses on the advantages of strong brand names, proprietary technology, and leading market positions. The Company has grown faster than our competitors and we plan to keep exceeding industry growth rates through share gains, aggressive new product development, international expansion, and acquisitions.

Danaher obtains competitive advantage through excellence across multiple disciplines including; general management, manufacturing, marketing, finance, human resources and business development. Their significant investment in leadership identification and development is preplanned, long term, and approved and funded at the Executive Board level. In summary, Danaher seeks senior executives who are leaders, strategic, creative, highly intelligent, courageous, and great developers of managers.

Danaher associates, located in more than 30 countries around the world, are active participants in the powerful management process called the Danaher Business System (DBS). This cohesive and pervasive philosophy begins with outstanding people and superior market-driven and customer-driven plans. The Danaher Business System provides the tools and methodology to continuously advance quality, delivery, customer service, and reduce cost.

PACIFIC SCIENTIFIC GROUP SUMMARY:
Pacific Scientific Aerospace is a group of seven operating companies, each recognized as an industry leader in the design, development, and manufacture of aviation equipment and aviation safety equipment for commercial, military, business and general aviation industries.  Key product capabilities include aircraft and vehicle fire protection systems, aircraft electrical power generation, storage, conversion, distribution, interconnect and management systems, motors and actuators, crew restraint systems; high pressure components, aircraft security systems, aerospace ball screws, and mechanical and electro-mechanical subsystems.

Pacific Scientific Aerospace has facilities in North America, Europe and Asia. Building on the foundation provided by Danaher Business System and the company’s core values, Pacific Scientifics’ associates are pursuing a focused strategy aimed at creating a Premier Global Enterprise.

POSITION SUMMARY:
This position will be primarily responsible for the development and management of Strategic Customer relationships, including the deployment of ’Strategic Growth’ plans for Boeing and other assigned customers.


ESSENTIAL DUTIES AND RESPONSIBILITIES:

    Develop and implement Strategic Sales Penetration
    Pricing and Margin positioning for competitive advantage
    Directing the forecasting process associated with the ‘strategic customers’
    Actively lead the establishment of strong customer relationships, creating competitive confidence.
    Continually develop and enhance personal knowledge of industry as well as competitive products and services.
    Drives sales growth by developing & executing sales funnel opportunities, with an equal focus on new and existing customers (with appropriate qualification of new business). Achievement of budget goals and PD targets.
    New business development activity: market research, competitive analysis, product specification involvement and involvement in tollgate process.
    Along with those identified below, other duties may be assigned. 

EDUCATION and/or EXPERIENCE
    Bachelor’s Degree  
    Proven working relationship experience with Aerospace customers and  Boeing
    Broad strategic vision and frontline BD/sales focus
    A minimum of 8 years Experience within Sales & Marketing
    Working knowledge of program management and contract negotiation is preferred
    Global experience is a plus.

PROFESSIONAL QUALIFICATIONS:
A proven performer with a solid track record of accomplishment and logical career progression.  

Delivers results; demonstrated track record of driving sales growth, customer expansion and market share growth.

Process orientation with a proven track record of profitable growth and an excellent reputation for functional leadership
 
Demonstrated experience increasing revenue within existing accounts by broadening or deepening product placement.

Ability to establish and manage long-term customer relationships where account management is a consultative, added-value partnership.

Having both strategic and tactical dimension and capabilities, can analyze the market, competitors and company strengths and weaknesses while devising winning strategies.
 
Strong financial, bottom-line orientation.  Excellent analytical skills and solid business acumen with ability to balance the needs of the market place with sound business judgment.

Demonstrated ability to meet objectives, drive results and operate with the highest level of urgency in solving problems.