Key Account Manager, Vertical Markets

Date: 21-Dec-2021

Location: Bangkok, TH

Company: Dover Corporation

Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full range of reliable and innovative inkjet, thermal transfer, laser, print and label application systems. Markem-Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.

Job Summary:


The Key Account Manager, Vertical Markets is an expert business developer, with a track record of success in building commercial opportunities and enabling growth for businesses within pharmaceutical market vertical. His/her mission is to develop and expand our presence and solutions within the pharmaceutical vertical market, establishing M-I as a Preferred Solution Provider. He/she will own the pharmaceutical market segment and be responsible for driving growth through the development of existing accounts as well as business development and new customer acquisition. He/she will provide feedback concerning market trends, competitive information, and new opportunities for existing/new products/services. This position will collaborate with the in country sales team, presales, after sales, marketing and technical service to achieve results


What you will do: 

  • Understanding the Pharma vertical market as it relates to customer requirements, opportunities, and competition.
  • Identify, develop, and execute specific marketing tactics and commercial action plans to increase penetration, create demand and expand M-I brand awareness.
  • Proven track record of business development and new customer acquisition within the Pharma vertical market
  • Responsible for development of annual and medium-term business plans and strategies to increase share of business and sustainable revenue within assigned territories.
  • Drive all solutions sales efforts within assigned territory through gaining insights into customers’ business environment, identifying customer problem statement, opportunities, and build a business case around it
  • Accountable for its assigned sales target, opportunities and pipeline management including and not limited to account initiatives update in the Sales Force dot Com "SFDC" and all other MI Sales tools.
  • Conduct plant visit and feasibility study to understand customer existing processes and act as the M-I solutions consultant to prepare documentation/proposal with all technical & commercial requirements.
  • Responsible in collaborating with in-country Sales/ Account Managers to optimize and provide value for the territory accounts and to grow the business exponentially.
  • Ensures accuracy of sales forecasting through bi-weekly reviews & updates of prospects with sales teams.
  • Prepares appropriate management reports, attend meeting cadence & provides valuable input for important decision making.
  • Maintains a high level of industry knowledge relating to pharmaceutical certification process and regulations


What you need to have: 


  • Must be motivated, self-starter and have the ability to work independently with minimal supervision.
  • An understanding of and aptitude towards the sales process/ techniques is a must.
  • Experience with CRM tool and process, experience with Sales Force/ Power BI desirable
  • Competitive Selling and Negotiating Skills
  • Strong numeric/analytical capabilities in (but not limited to) financial, system quotes, forecasting, and problem resolution.
  • Proven experience in preparing/delivering group presentations.
  • Personal computer skills, including experience with Microsoft Office
  • Bachelor’s Degree in Business Management / Administration, Engineering, or related field
  • Good English communication – both written and spoken
  • Minimum of 5 years of sales experience selling to Pharma vertical market
  • At least 3 years of solution sales experience in preferably in industrial automation
  • Good understanding of equipment certification process IQ/OQ/PQ and regulations within the Pharma VM
  • Good understanding of the Pharma space, and can articulate requirements, regulations, and certifications
  • Good experience handling business development and new customer acquisition with Pharma customers in Thailand, experience/ knowledge in Southeast Asia pharma segment will be advantageous


You’ll only be the right candidate if you are aligned to our values and culture:  


  • Collaborative entrepreneurial spirit  
  • Winning through customers  
  • High ethical standards, openness and trust  
  • Expectations for results  
  • Respect and value people 


If you believe you match our values and have the experience we’re looking for, then apply! We can’t wait to hear from you   

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

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