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Solution Sales Manager

Date: 12-Apr-2021

Location: Sydney, AU

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.

Position Title:  Solution Sales Manager (IC) / Solution Sales Engineer / Solution Sales Consultant, “In-Country” (70% Sales/ 30% Technical)

 

Reports to: Sales Manager, South Asia Systech  

 

Department: Sales

 

Updated: 28 Jan 2021

 

 

Job Summary:

 

 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.

 

Roles & Responsibilities:

 

  • · Responsible for new lead demand creation. Provide support and leverages on local sales teams to cross-sell and up-sell each vertical segment.
  • · 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 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 Packaging intelligence/Brand Protection Solution.
  • ·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 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 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.
  • ·Instills 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 consulting team to drive change management across the local sales community.

   

 

Key Competencies:

 

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,)
  • 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

 

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 execution
  • 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 advantages
  •  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

 

Requirements:

 

Critical Experiences:

  • Bachelor’s Degree in Business Management / Administration, Engineering, or related field
  • Minimum of 5 years of experience in the packaging and industrial manufacturing field or related experience required;
  • At least 3 years of solution sales experience in industrial automation and strategies with defined plans of attack for major national companies in a highly 
  • competitive marketplace
  • Good understanding of ERP, Factory Automation, Supply-Chain business operation environment, and able to articulate IIoT, Industry 4.0, IT and OT
  • Manufacturing environment.
  • 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

 

Mandatory Skills:

 ·      Infrastructure Technology (IT) and Operating Technology (OT)

 

#LI-DNI

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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