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Solution Sales Manager, SEA

Date: 25-Apr-2022

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.

The Role

 

The Solution Sales Manager’s mission is to develop and expand our presence and solutions activity within specific assigned territory, establishing M-I at those corporate entities as a Preferred Solution Provider for their Packaging Intelligence and Brand Protection solutions. The Solution Sales Manager is the central point of contact for all activities related to the assigned account solutions opportunities and is directly accountable for the solutions revenue generated by these accounts within the assigned territory. The Solution Sales Manager is the key focal point and will be responsible to lead and provide support to pre-qualify all the solutions opportunity efforts within the assigned territory and work with Key Account Managers as well as Territory Sales Engineers and as such must be able to work effectively and openly with the Operations, Global customer team, and Regional support functions that includes; the Pre Sales, Post Sales, Marketing and Technical Support.

 

What you will do:

 

  • Responsible for development of annual and medium-term business plans and strategies to increase share of business and sustainable revenue within assigned territories.
  • Accountable for its assigned solution 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 Systech Sales tools.
  • Responsible for new lead demand creation. Provide support and leverages on local sales teams to cross-sell and up-sell each vertical segment.
  • Manage the solutions sales process of assigned territories, reviewing needs and requirements of specific projects, proving the "big picture" architecture of a M-I Systech solution within the customers environment. Prepare quotes and negotiate prices and conditions, coordinate the handover to the Project Manager and ensure successful and repeatable customer installations.
  • 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 through the positioning of M-I Systech Packaging intelligence/Brand Protection Solution.
  • Conduct plant visit and feasibility study to understand customer existing processes and act as the M-I Systech solutions consultant to prepare documentation/proposal with all technical & commercial requirements.
  • Responsible in collaborating with in-country Key Account Managers to optimize and provide value for the territory accounts and to grow the business exponentially.
  • Continuously develop product and market knowledge and selling skills.
  • Instils a solution sales & service culture by supporting the execution of value-based selling approach to drive maximum revenue & customer satisfaction.
  • 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.
  • Be part of M-I Systech consulting team to drive change management across the local sales community.

                                                                                                                               

What you need to have:

 

Technical & Industry Domain Knowledge

  • To deliver a good solution, the Solution Sales needs to have a balanced mix of skills covering:
  • Technologies (Database, PLC, Barcode/RFID technology, Coding/Marking, OCR/OCV, Data integration interfaces)
  • Software & system architecture (L1-L5) IT & OT environment (ERP, MES, WMS, SCADA, PLC etc.)
  • Industry domain knowledge (Factory automation process, Warehousing & Supply Chain Distribution processes and Track & Trace, Serialization, Authentication & Verification technologies)
  • Hands-on in preparing documentation such as Statement of work (SOW), drafting “As-Is” & “To-Be” process, technical assumptions etc.
  • Stakeholder management, leadership, problem solving & negotiation skills

 

  • Bachelor’s Degree in Business Management / Administration, Engineering, Computer Science or related field
  • At least 5 years of solution sales experience in industrial automation / B2B / B2B2C environment
  • Strategies with defined plans of attack for major national companies in a highly competitive marketplace
  • Market orientation (Identifying factors in the market where the organisation is active and actively responding to them.)
  • Good understanding of the pharmaceutical packaging marketplace: customer requirements, applications, regulations, packaging plant locations, decision makers, and key players
  • Leadership/project management in a matrix organization
  • Influencing/ Collaboration (Obtaining approval of others with good arguments, appropriate influencing methods and authority.)
  • Performance motivation (Spontaneously improving own performance continuously). Exceeding standards and achieving exceptional results, striving to be the best)
  • Stress resistance (Continuing to perform efficiently during and after difficult situations characterized by great pressure, setbacks or criticism)
  • Proven organizational skills, strong communicator, professional in appearance, demeanour, competitive selling and negotiating skills
  • Must be motivated, self-starter and have the ability to work independently with minimal supervision.
  • An understanding of and aptitude towards the sales process and techniques is a must.
  • Experience with CRM tool and process, experience with Sales Force desirable
  • Highly developed communication skills; demonstrating strong verbal and written abilities.
  • Strong numeric/analytical capabilities in (but not limited to) financial, system quotes, forecasting, and problem resolution.
  • Consistent track record of reaching/exceeded sales targets Prior success in developing new territories

 

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 

#LNI

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.

#LNI


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