Key Account Manager - Malaysia

Date: 18-Jun-2022

Location: Petaling Jaya, MY

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 Key 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 Key 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 Malaysia. The Key Account Manager is the coordinator of all solutions opportunity efforts within the assigned territory and must be able to work effectively and openly with the local Sales team, Global accountteam, and regional support functions like; the Pre Sales, Post Sales, Marketing and Technical Support groups.

 

What you will do: 

  • Responsible for development of annual and medium to long -term business plans and strategies to increase share of business and sustainable revenue within assigned territories.
  • Prior experience  with providing and developing key account attack plan to meet country revenue objectives (new and acquisition account)
  • Provide unique solution (software/hardware/service) that meets customer requirements and aim to be a product differentiator in the market. 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 handover to the Solutions Project Manager and ensure successful customer installations, delivering customer satiisfaction
  • Coordinate and drive all solutions sales efforts within assigned territory and driving MI’s suite of solution offerings including packaging intelligence and brand protection capabilities
  • Proactively develop professional  relationships with key stakeholders and decision makers of assigned key accounts and delivering strong corporate presentations on M-I and its products, services and applications.
  • Perform factory  visits to gain understanding of customers’ environment and propose solutions that add value to customer’s requirements and pain points
  • Collaborate  with Global Key Account Managers to deliver sustainable solution offerings and  grow the business exponentially.
  • Full Accountability for upstream and downstream Key Accounts Management and development from pre-sales to after sales support

 

What you need to have: 

  • strong communicator both written and spoken, professional in appearance and demeanour
  • Driven, , self-starter and have the ability to work independently with minimal supervision.
  • Familiar with sales process and pipeline management. Ability to deliver accurate forecast and perform sales analysis using data
  • Knowledge of IT Infrastructure (Networks, Integration to ERP/MES/WMS/Automation Control/Signal Exchange)
  • Competitive Selling and Negotiating Skills
  • Strong numeric/analytical capabilities in (but not limited to) financial, forecasting,  budgeting and ability to build effective business plans
  • Bachelor’s Degree in Business Management / Engineering/ IT & Science, or related field
  • Must have minimum of 5 years of experience in Key Accounts Development from industrial segment.
  • At least 3 years of experience developing business plans and strategies with defined plans of attack in a highly competitive landscape
  • Understanding of Material Handling/Packaging Equipment and Integration is a plus
  • Proactive in building collaborative relationship to deliver project management in a matrix organization
  • Should come with solution mindset and critical thinking
  • Strong influencing skills with different level of stakeholders

Good to have:

  • Experience with CRM tool and process, experience with Sales Force/Power BI desirable

 

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   

 

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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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