Sales Account Manager

Fecha: 2/03/2019

Ubicación: Mexico City, JAL, MX

Empresa: Dover Corporation

Markem-Imaje es un fabricante mundial de confianza de soluciones de identificación y trazabilidad de productos, que ofrece una línea completa de sistemas confiables e innovadores de inyección de tinta, transferencia térmica, láser, impresión y aplicación de etiquetas. Markem-Imaje ofrece soluciones totalmente integradas que facilitan la calidad y la seguridad de los productos, el cumplimiento de las normativas y la conformidad de los minoristas, mejores retiradas de productos y procesos de fabricación mejorados.

JOB SUMMARY

 

The Account Manager´s mission is to grow our full product and solutions portfolio share and revenue, within the assigned customers we serve, as well as to attract new manufacturing companies by converting competitors installed base to ours.

 

Given the complex profile of the target customers that will be addressed, this role requires having the ability to build relationships at all organization levels, both in the production facilities and in the corporate offices and with all the manufacturing, engineering and maintenance support departments.

 

This job demands being permanently alert to react very fast to win hot sale opportunities and most important, have the ability to address large sophisticated projects with a longer sales cycle; requiring a higher level of project management, value selling and strategic mindset. Given this, it is expected that the Account Manager can primarily make consultative customer approaches and in a lesser extent, transactional proposals.

 

The Account Manager will coordinate all sales efforts being able to work effectively and openly with the Sales Division personnel and the country´s business support departments as well as with other Regional support functions such as the Regional Strategic Accounts Manager, Marketing, Logistics and Technical teams.

 

In summary, this position supports the overall objective of the company to manage our customer relationships, strives to grow the business, and contributes significantly to achieve the overall financial objectives set by the senior management team.

 

 

INTERPERSONAL

 

Positions with which the Accounts Manager relates to the execution of the main responsibilities

 

Name of the positions which interacting

Name of activities in common

Pre-Sales

  • Technical guidance to address particularities on complex applications
  • Technical surveys on customer´s site
  • Local sample printing or send substrates to US or France laboratories to be printed

 

  • Run tests and Demos in the field
  • Fine tuning of technical proposals
  • Resolution of post-sales complex technical issues

Marketing

  • Lead tracking
  • Design and coordination of special customer facing events
  • Feedback and calibration for specific commercial campaigns
  • Provide content for internal & external (customer) newsletters
  • Advice and support on precise SFDC usage

FP&A

  • Sales forecast tracking
  • Commissions & Quota tracking
  • Daily Bookings and shipments
  • Disputes resolution
  • Sales reports generation

Order Entry

  • Record sales bookings in SAP
  • Demo & Trials processing
  • Printer shipment and delivery tracking
  • Credit notes and returns
  • Master Data maintenance
  • Advice on internal processes and policies alignment

Sales Analyst

  • Records new customers in SAP
  • Update projects status every week
  • Monitors Pipeline and provides advice on SFDC registration criteria

 

  • CPQ usage monitoring, advice and problem solving on the tool

 

  • KPI´s monitoring through scorecard weekly review

 

  • Facilitator between support departments to solve stagnation in internal processes

 

  • Customers Installed Base update

Technical Service

  • Coordination for printer installations and provides update on implementation status

 

  • Transfer customer printer failure reports for technical engineers’ intervention

 

  • Provides complementary support for field tests and trials

 

  • Installed Base updates

Supply and Services Account Reps

(SSAR)

  • Provides support on initial new customers approach to build consumables and service contracts complementary proposals to the original hardware offer

 

  • Build joint customer retention strategies and implement them

 

  • Advice to implement consumables consumption efficiencies

Logistics

  • Executes the internal purchase process Purchase status of printers
  • Demo & Trial printers status

Credit and Collection Team

  • Coordinated support for difficult collections
  • Dispute resolution
  • Update collection status
  • Credit requests

 

1.- IDENTIFICATION.

 

 

3.- MAIN RESPONSIBILITIES.

 

  1. Develop and execute a commercial strategy to grow our current business within the assigned territory and accounts.
  2. Continuously prospecting for new opportunities on existing customer accounts and attracting new customers to grow the assigned territory in revenue and market share.
  3. Be responsible for learning the “Markem Imaje Sales Process” including all procedures and policies.
  4. Builds, execute and keep updated a field sales calls agenda, 4 weeks in advance
  5. Manage the hardware sales process on assigned accounts, identifying customer needs and requirements for specific projects, building technical and commercial proposals, presenting value propositions and negotiating terms and conditions.
  6. Coordinates customer substrates shipments to our printing laboratories to generate samples.
  7. Coordinates on-site technical surveys, printer demonstrations and short-term trials.
  8. Coordinates equipment ordering and follow-up on delivery, installation and value proposition implementation by the support departments.
  9. Coordinate and drive all sales effort within assigned Regional Accounts by interfacing at the corporate level and by delegating as required, other tasks to other Account Managers in other territories.
  10. Visit and develop professional relationships with key personnel at assigned corporate entities by doing among other initiatives, presentations about: M-I capabilities, product portfolio scope and variety, consumables programs, service contracts, etc.
  11. Effectively handles customer technical and commercial objections.
  12. Communicate upward to management and to the Divisions the account activities related to the assigned customers and prospects.
  13. Visit customer facilities and act as the M-I management representative to deal with service, hardware, technical and contractual issues.
  14. Continuously improve selling skills and knowledge of our products, our integrated solutions and the market.
  15. With assistance from his manager and the rest of the M-I organization, negotiate and implement: Master Pricing and Service Level Agreements and Contracts.
  16. Demonstrate an important proficiency in using the M-I “Customer Relationship Management Database”
  17. Monthly revenue forecasting and ability to improvise with contingency sales plans.

 

 

 

4.- REQUIREMENTS & QUALIFICATIONS.

  • Results oriented, self-driven professional with B2B sales experience
  • Ability to build Value Selling Propositions
  • Competitive Solutions selling and Negotiating Skills
  • Key Accounts Management Skills
  • Strong territory and time management skills
  • Excellent communication skills, both written and verbal
  • Strong organization skills
  • Ability to identify problems, collect data, establish facts and draw valid conclusions.
  • Strong understanding of CRM (such as SalesForce.com)
  • Technical aptitude with ability to learn on the fly new skills
  • Strong numeric/analytical capabilities in financial, system quotes, forecasting and problem resolution.
  • Able to manage pressure and multiple projects at the same time
  • Excellent teamwork skills
  • Flexibility with working hours and days
  • Enthusiasm and competitiveness with a passion for our customers, our products, our solutions and our services
  • Valid driver’s license

 

5.- EDUCATION AND/OR EXPERIENCE REQUIRED

  • Bachelor´s degree in business, administration, engineering or related discipline
  • 3 to 5 years related proven B2B sales experience
  • Excellent fluency for the English language both written and oral, at the business level
  • Must be highly proficient in CRM (SalesForce.com preferred), SAP, PowerPoint and Microsoft Excel; including Pivot Tables, Macros, V-look up and complex formulas.

Todos los solicitantes calificados serán considerados para el empleo sin discriminación por motivos de raza, color, religión, sexo, orientación sexual, identidad de género, origen nacional, condición de veterano protegido, discapacidad, edad, información genética o cualquier otro factor prohibido por la ley.


Segmento de empleo: Account Manager, Sales Management, ERP, Engineer, Sales, Technology, Engineering