Job Description

Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, print and apply label systems. Markem-Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.
Job Summary :
Overall responsible for the implementation of the validated mission and key activities of the Global Strategic Account team & Regional Key Account Team (forecasting, budgeting, sales, business development, etc.) along with consistent and effective sales execution and achieving a successful key account program within the company. .
Roles & Responsibilities:
(A) Establish Long-Term Partnership and Support Sales Growth

• Responsible for building and managing relationship / partnership with targeted global & regional key accounts, participating in defining our corporate sales strategy and representing Company to the customer.
• Identify, initiate and pursue strategic contacts within key accounts, developing a network of key decision makers at strategic and operational level.
• Support sales of Company products / services / solutions portfolio, lead negotiations of contracts, follow-up on project implementations.
• Monitor and optimize revenue/margin/contribution in line with approved key account business plans.
• Establish business plan with clear goals and objectives for each key account in the person's direct responsibility.
• Participate in creation & implementation of global pricing strategy
• Facilitate the interaction as appropriate between specific departments within Company and key account contact (procurement, legal, product development, marketing etc.) Take overall responsibility for quality of service deliverables.
• Establish excellent communication at all levels in the key account decision centre to gather all key information relative to key account needs, structure and development potential. Develop an in-depth understanding of the key accounts strategy, growth, geographical expansion, and development plans.
• Provide quality communication to all areas of Company that have a direct impact on customer satisfaction levels

(B) Understand Customer Needs and Deliverable Responsibility

• Communicate customer's requirement to sales, marketing and product management
• Continually identify new business opportunities within our key accounts
• Create / develop / maintain key account relationship, demonstrates empathy while consistently moving the customer towards commitments
• Develop a business approach in line with global strategy to the management of selected key accounts.
• Partner with operations to ensure we meet customer expectations regarding all level of service delivery.
• Seek out opportunities within account to grow share and visibility
• Permanently seek areas of mutual opportunity within the customer.

(C) Drive Marketing Strategy

• Solicit customer and market input to drive definition of new product roadmap
• Gain in depth knowledge of market (trends, evolution, products, technology evolution, competitive landscape, key players, customer needs, possible differentiators)
• Identify market opportunities
• Evaluate competitiveness of offer (products, services, software, price, productivity, logistics and technology)
• Communicate market analysis and competitive trends / propose solutions and drive action plans

(D) Key Deliverables:

• Drive the selection of the population of KA customers/prospects where we will focus our business development activities:
• Measure their relative attractiveness,
• Evaluate relative business strengths in each KA,
• Diagnose the nature and value of our KA relationships and make realistic appraisals of their potential,
• Define and anticipate sources of risk, cost and profit
• Prioritize and decide the appropriate top level strategies for each selected KA customer/

prospect

• Achieve a deep understanding of each KA customer/prospect and help anticipate their needs
• Develop and lead implementation processes that come from the account strategies

(E) Leadership & Collaboration:

• Lead and manage the India KA activities - sales, systems integration, pre and post sales support - all with a view of achieving and/or exceeding planned revenue, margin and operating profit targets.
• Collaborate with the key peers and constituents within the Region Operation in building the best strategy for the effective and successful implementation of the strategic account program.
• Lead, coach and measure the team: monitoring the activities, setting objectives and regularly measuring achievement level, support commercial actions

Key Competencies:

• Strategic thinker
• Business acumen
• Self starter: assertively takes on challenging responsibilities and hold self ultimately accountable for results and performance
• Result oriented
• Creativity and innovation
• Adaptability and comfort with change
• Ability to work independently as well as in a team environment
• Corporate maturity

Qualifications and Experience:

• Bachelor degree (major in Business, Marketing, sales, or engineering with an MBA and/or sales / business experience).
• Extensive customer exposed experience (10+ years managing National Accounts in an industrial environment) with strong focus on customer satisfaction
• Experience in creating strategic account business plans (incl. Promotional selling, NPI and P&L management)
• Experience in handling contract negotiations at high level
• Experience in establishing and maintaining relationships within multiple customer management levels with strong skills in identifying, developing and implementing marketing and sales programs required
• Presentation skills
• People management skills
• Problem solving
• Demonstrated leadership and influence skills

Work Arrangement : Hybrid
Pay Range: - [per hour / annually]
[Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.]
[Commission Eligible: This position is eligible to earn commissions based on performance metrics and other criteria outlined in our applicable commissions plan.]
[Other Compensation: This position is eligible to earn other compensation in the form of [XX], as governed by applicable plan documents and policies.]
We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position's responsibilities, a candidate's work experience, a candidate's education/training, the position's location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.
[Internal Note - Only use the following benefits paragraph for positions being offered a full benefits package. For positions not being offered a full benefits package, consult with Dover HR Operations and Dover Legal on the proper benefits information to post] Benefits: Benefits for this position include: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; adoption, surrogacy, and fertility benefits and assistance; commuter benefits; parental, military, jury duty, and bereavement leaves of absence; paid time off, including [[XX] paid holidays per calendar year,] [paid vacation days beginning at [XX] hours annually,] [[XX] paid sick leave hours annually or as provided under state and local paid sick leave laws,] [paid time off beginning at [XX] hours annually]; [insert Corporate or OpCo specific benefits e.g., tuition assistance;] ;business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and policies.
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.
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact Drajesh@dovercorp.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.
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This position may be located in: APAC : India : Haryana : Gurugram
Sub Division : Direct Distribution India
Job Requisition ID : 63962
Job Function : Sales

Skills Required