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Head - IB Sales & Service, West2 in Ahmedabad, India at Videojet

Date Posted: 5/18/2019

Job Snapshot

Job Description

Job ID: VID004646

About Us

Videojet Technologies, Inc. is the global leader in the manufacturing of coding, printing and marking products. This high technology product prints variable information, such as expiration dates on grocery products, packaged goods, pharmaceuticals or catalogues. As the market share leader, we have operations in over 30 countries with 2600 employees worldwide. A wholly owned subsidiary of Danaher Corporation (, Videojet is the core of the $800 million Product Identification Platform. We offer an entrepreneurial environment that is team-centered, customer-driven, quality-focused and growth-oriented, guided by the phenomenally successful Danaher Business System. Working at Videojet, gives you access to a robust career development process and challenging, “stretch” opportunities.



We are currently seeking a Head- IB Sales & Service-West 2 for Ahmedabad/Surat/Mumbai location.

Reporting to Head – IB Sales & Service

Purpose of this Position:

Drive Zonal IB Sales & Service team to achieve targeted IB (consumables, spare part) & Service revenues from West – 2 Zone (Gujarat and Madhya Pradesh) and manage the zone administratively.
Primary Responsibilities: 
• Drive the IB Sales & Service revenue KPI through the team
• Manage team of 25-30 associates with the support of 5-6 Direct reports who would be people managers
• Implement IB Sales and Service Excellence Strategy to drive sustainable growth in the zone
• Forecasting Supplies, Parts & Service revenues & bookings, mentoring and controlling DSO, PSP and action plan implementation
• Regain funnel review with Zonal IB Sales & Service team through SFDC
• Daily and weekly reporting analysis with the team
• Qualitative field visits along with the team
• Drive improvement in employee engagement scores for Zone YOY
• Work with team on potential mapping and accordingly chart out action plans for their career development. Mentoring and grooming the team for future growth
• Drive price increase for IB Sales and Service YOY & be responsible for gross margins for Zone
• Drive Multi Year ARCs with Zonal team along with getting maximum customer covered under price contractual agreement
• Drive coverage through Annual maintenance contracts and ensuring right On time renewal rates
• Drive retention of exiting active customer customers
• Responsible for higher NPS index for the Zone and ensure improvement in customer satisfaction scores
• Drive optimal utilization of service team to strike best in class service to customers while driving work life balance for the team
• Drive service excellence by ensuring we achieve higher PM% with proactive approach towards customer maintenance and issue resolution
Key Competencies
• Selling Skills & Target Achieving; travelling to manage sales- To achieve monthly KPI; about 40 % of the time spent on job involves travelling
• Analytical skills and Negotiation skills – the ability to understand customer needs, and analyze competition- For strategic win over competition and gain market share
• Leadership skills - the ability to persuade front line team in terms of the targets to be achieved by them. Goal setting for the entire team, also motivate them to increase sales so as to generate more revenue. Lead the zonal team efficiently
• Organization Development – the ability to organize work with clear accountabilities and operational efficiency. Lead by example - Has to be a team leader, highly efficient, and motivating, and able to develop successive leaders from the team
• Planning and forecasting- To be organized and be methodical in handling responsibilities and to ensure that accurate and immediate follow-up is done, to respond quickly to needs of the market, and be alert to situations that may be problem-causing
• Having technical acumen to understand the service need of the customers and do effective communication with the technical team for arranging desired support
Key Relationships
What jobs does the position interact with on a regular basis (internal and external)?
• Interacts with about 50 customers daily through email/telephone/face-to-face for sales activities
• Interacts with Finance team for DSO reports
• Interacts with Logistics, Marketing, HR and Customer care to ensure smooth functioning of all processes and problem-solving.
• Interacts with subordinates to provide them guidance and to inspect their work
• Interacts with Head- IB Sales & Service as well as with cross functional head for receiving guidance

Job Requirements


Knowledge, Skills and Abilities:
Education – Bachelor degree in Engineering with Electronics/Mechanical as specialization. MBA with Marketing as specialization preferable
Work Experience - Eight to ten years of experience in an Indian or a multi-national company with experience in sales or service; cross-functional experience is preferable

Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.


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