Commercial Leadership Program
Undergraduate Program
In support of our strategy to maintain the most capable sales force in the encoder industry
and drive commercial excellence and organic growth, Dynapar is developing a Commercial
Leadership Program aimed at creating a talented pipeline of strong sales and marketing
leaders. CLP offers a core curriculum that fosters the development of commercial skills and
techniques that are critical to success in all Danaher businesses. CLP prepares candidates
for a successful career in sales or commercial operations by providing the opportunity to
learn about our products, industry, and customers while making valuable contributions to
the ongoing success of Dynapar.
Program Timeline
Inside Sales &
Marketing/
Dynapar College
Start
Graduate
College/Start
Territory Manager
12 Months 18 months
Begin
Training
with TM
Outside
Sales
Training
23 months
2 years
Relocate to
Region
Start
Date
COMPANY OVERVIEW:
Recognized as one of Fortune Magazine’s Most Admired Companies (and #1 in its category,
Precision Equipment), The Danaher Corporation is approximately a $13 billion publiclytraded 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
its competitors and plans to keep exceeding industry growth rates through share gains,
aggressive new product development, international expansion, and acquisitions.
Danaher obtains a 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
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and methodology to continuously advance quality, delivery, customer service, and reduce
cost.
Driven by strong core values and a foundation provided by the Danaher Business System,
Danaher's associates are pursuing a focused strategy aimed at creating a Premier Global
Enterprise.
The Danaher Sensors and Controls Group manufactures and markets products that sense,
measure and control temperature, position, quantity, time, level and flow in the Process
Automation and Factory Automation Markets. They employ approximately 3,000 associates
at locations in North America, Europe and Asia.
Products are sold directly to OEM
customers and through distributors totaling about $600M/year. The DynaPar business is an
$80M worldwide business with manufacturing locations in Illinois, Germany, and China. The
products serve key vertical markets including medical, elevator, alternative energy (wind &
solar) and servo-motor feedback.
Program Summary
The CLP is a 24 month program that develops marketing and sales skills through a strong core
curriculum and challenging assignments. The program provides candidates with valuable training,
experience and exposure to a team of motivated colleagues and helpful mentors that can accelerate their
careers.
Primary Roles and Responsibilities Include:
Lead Generation
The primary contribution for Inside Sales is lead generation, whereby prospective accounts are identified
and directly contacted to provide active leads for the North American sales team. The CLP process
directly develops and hones key sales and marketing skills by focusing on the creation and delivery of
value propositions that emphasize product points-of-difference and customer value. Lead generation also
involves target identification, the delivery of these value propositions to these targets, and opportunity
follow-up and team skills.
1) Target Identification: A target industry or application is selected and business databases, industry
materials, and networking are used to identify target accounts.
2) Initial Contact: The Inside Sales Associate directly contacts the target accounts to uncover new
opportunties for the Dynapar sales team.
3) Sales Team Lead Follow-up: Leads generated by Inside Sales are tracked in a CRM database.
The Inside Sales Associate must follow-up with Territory Sales to bring leads to closure.
4) Processing Incoming Marketing Leads: Leads incoming from marketing efforts need to be
reviewed and sorted into distribution leads and Inside Sales leads. The Inside Sales leads will need
to be contacted to uncover real sales opportunities.
5) Distribution Leads Management: Marketing leads will need to be assigned to key distributor
partners and distributed. The Inside Sales Associate will follow-up on these leads, set them to the
appropriate stage in the CRM, and assist with any barriers or new opportunities that are identified.
6) Literature Requests: Requests for literature from channel partners, sales, leads, tradeshows, and
the web are processed by Inside Sales.
7) Inside Sales Metrics: The Inside Sales Associate is responsible for tracking and charting the lead
generation metrics on a weekly basis.
Sales Skills Development
The CLP process offers Inside Sales Associates many opportunities to gain an understanding of the sales
and marketing roles at Dynapar.
1) Value Selling Training A standard Danaher Business Systems course designed to teach the
importance of selling and marketing to the points customers find of value will be attended by the
Inside Sales Associate.
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2) Key Account Sales Support: The Inside Sales Associate will be assigned to assist Territory
Managers with key direct accounts and distributors. This makes the Territory Managers more
effective, while providing a great chance to learn about these segments of our business.
3) Participation in Sales Team Meetings: The Inside Sales Associate will be an integral part of the
sales organization, attending and participating in team meetings.
4) Product Trainings Support: Trainings will be provided to build a working knowledge of the full line
of feedback products. The Inside Sales Associate will also contribute to sales training development
for new products.
Candidate Criteria:
The candidate selected for this position will be a self-motivated, high energy individual who can easily
function in a high demand, performance-driven environment. He/she must be accustomed to working on
multiple tasks in parallel. This professional must be analytical and persuasive in their relationships and
be able to gain and hold the respect of key stakeholders within the company.
The successful candidate must possess strong interpersonal skills. This individual must be
articulate and comfortable in dealing with people at multiple levels. He/she must be teamoriented, and possess a strong work ethic.
The successful candidate must have:
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Bachelors Degree preferably in Electrical, Process or Mechanical Engineering
Minimum GPA 3.0 or higher on a 4.0 scale
Prior internship or co-op experience
Willing to relocate anywhere in the US after completion of 1 year.
Please apply at Monster.com
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