Solution Sales Manager, - West

Date: Apr 23, 2021

Location: Mumbai, IN

Company: Dover Corporation

Markem-Imaje is a wholly owned subsidiary of the US-based Dover Corporation is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, and print and apply label systems.Markem-Imaje provides global reach to over 50,000 customers with 30 subsidiaries, 6 technology centers, several equipment repair centers and manufacturing plants with the most comprehensive marking and coding portfolio available in the marketplace.




Job Summary:


The Strategic Account 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 Supplier for their packaging line solutions. The Strategic Account 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 West region. The Strategic Account Manager is the coordinator of all solutions opportunity efforts within the assigned territory and must work with Key Account Managers as well as Territory Sales Engineers and as such must be able to work effectively and openly with the Operational personnel, customer team, and Regional support functions like; the Pre Sales, Post Sales, Marketing and Technical Support groups.



Roles & Responsibilities:


  • Responsible for development of annual and medium-term business plans and strategies to increase share of business and sustainable revenue within assigned territories.
  • Manage the solutions sales process of assigned territories, reviewing needs and requirements of specific projects, proving the "big picture" architecture of a M-I solution within the customers environment. Prepare quotes and negotiate prices and conditions, coordinate the handover to the Solutions Project Manager and ensure successful and repeatable customer installations.
  • Coordinate and drive all solutions sales efforts within assigned territory by interfacing at the corporate level and by owing the solution opportunity while seamlessly working in a team with territory Sales Engineers and Operational personnel.
  • Visit and develop working relationships with key personnel at the corporate entity level by doing, among other initiatives, corporate presentations on M-I and its products, services and applications.
  • Communicate upward to management and to Operations the account activities related to the solutions opportunities in Sales Force dot Com "SFDC" and our MI Sales tools.
  • Visit plants in the case of complex requirements and act as the M-I solutions representative to deal with all project deliverables and commercial terms and conditions.
  • Continuously develop product and market knowledge and selling skills.
  • Take the lead and coordinate with the Region Key Account Managers to optimize and provide value for the territory accounts and to grow the business exponentially.






Key Competencies:


Performance motivation (Spontaneously improving own performance continuously. Exceeding standards and achieving exceptional results, striving to be the best)

  •   Accepts difficult tasks and does not allow self to be discouraged in their


  •   Achieves the agreed targets within the agreed time, even when this requires 

  extra efforts

  •   Continues to search for better ideas even when there is already a solution.
  •   Demonstrates personal commitment.
  •   Possess the enterprising & aggressive approach



Stress resistance (Continuing to perform efficiently during and after difficult situations characterized by great pressure, setbacks or criticism)

  • Continues to act calmly, makes a relaxed impression, even when the other person makes things difficult.
  • Remains calm and relaxed when facing negative feedback or resistance
  • Remains controlled in situations in which the pressure is higher for a limited amount of time.
  • Remains optimistic, constructive and result-oriented in difficult circumstances.


Influencing/ Collaboration (Obtaining approval of others with good arguments, appropriate influencing methods and authority.)

  • Develops a personal argumentation
  • Is able to convey enthusiasm to others
  • Supports own line of reasoning coherently
  • Thinks about own potential impact on the audience and takes up what the audience reacts to and what its interests are


Vision (Examining matters from a distance and putting them in a broader context and time perspective)

  •  Defines clear proposals for course and strategy.
  •  Develops a personal policy based on both essential internal and external factors
  •  Develops alternative ideas on how the organization can develop its future  


  •  Is able to think across disciplines


Market orientation (Identifying factors in the market where the organisation is active and actively responding to them.)

  • Anticipates possible developments at competitors and takes timely decisions to protect and/or strengthen the market position.
  • Gathers information on the actions of competitors and colleagues
  • Has good insight into the market position of own products and services
  • Takes an innovative approach and dares to take risks in own actions and proposals to gain a larger share of the market.


Result orientation (Being focused on setting goals and achieving results according to timetable and agreements)

  •  Introduces systems to measure results against goals
  •  Makes firm agreements with others on the goals, the people who are expected to  

 achieve them and the deadlines.

  •  Pays attention to critical success factors
  •  Pays attention to deadlines      










Knowledge and Skills:

  • Proven organizational skills, strong communicator, professional in appearance and demeanor
  • 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
  • Subject Matter Expert for Coding and Marking
  • Deep understanding of IT Infrastructure (Networks, Integration to ERP/MES/WMS)
  • Competitive Selling and Negotiating Skills
  • 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.
  • Proven experience in preparing/delivering group presentations.
  • Personal computer skills, including experience with Microsoft Office




Work Experienced Required:


  • Bachelor’s Degree in Business Management / Administration, Engineering, or related field
  • Minimum of 10 years of experience in the packaging and industrial manufacturing field or related experience required; West regional experience is preferred.
  • At least 5 years of experience developing business plans and strategies with defined plans of attack for major national companies in a highly competitive market place
  • Understanding of Factory/Warehouse Distribution workflow & processes, material Handling/Packaging Equipment and Integration is a plus
  • Establishing and maintaining good relationships with customers across different geographies
  • Leadership/project management in a matrix organization
  • Proven experience effectively building and leading project teams to achieve goals
  • Change management experience is a plus


Markem-Imaje is an Equal Opportunity Employer M/F/H/V



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