Solutions Sales Engineer - Remote Position in St. Louis, Missouri at Videojet

Date Posted: 6/8/2018

Job Snapshot

Job Description

Job ID: VID003968

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 (www.danaher.com), 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.

Description

Videojet Technologies, Inc. is seeking a talented & dynamic individual to fill the position of Solutions Sales Engineer for the Central US region. This is an exciting opportunity to join a fast growing organization and serve within an emerging market segment.  As a Solution Sales Engineer for Videojet Technologies you will represent the world-leader in the product identification market, providing in-line printing, coding, and marking products, integrated system solutions, application specific fluids, and product life cycle services.


The incumbent will be responsible for developing new customer opportunities, managing existing customer relationships ensuring that routine commercial and technical support needs are provided, selling Videojet's products and solutions, and driving profitable growth. The successful candidate will also be responsible for identifying growth areas and meeting the needs of prospective customers by providing necessary commercial and technical support while promoting and selling Videojet solutions.


The successful candidate will possess the ability to manage his/her position responsibilities from a home based office anywhere in United States with primary focus on the Brand Protection, Compliance, Pharma and Specialty Systems market segments and customers.  This candidate must be able to operate at a very high level while cultivating and leveraging professional relationships with customers, providers and within our NA Commercial Sales and Operating team while representing the Central US Region


Responsibilities Include:
• Promoting the value of Videojet coding, marking and imaging products and services to the customers within the Central US geographic territory with the goal of maximizing sales revenue growth and market penetration.
• Understands Videojet's value proposition and customer needs as well as business levers that impact value to prepare and successfully negotiate contracts with win-win outcomes.
• Develops and shares customer insights, market trends, and competitive intelligence with counterparts (marketing, research, technical service, customer service, supply chain, etc.) to promote increased market knowledge and capitalize on potential opportunities to increase revenue and/or profitability.
• Demonstrate deep understanding of all Videojet product/technology offerings and how to apply the equipment in various applications (customer needs, competitors, target verticals, relevant applications, and dynamics) based on VOC gained through sales calls, research and networking.
• Develops appropriate sales volume, pricing and standard margin forecasts and is able to capitalize on/compensate for market changes via price changes or share gain.
• Building strong, long-term customer relationships, based on value, will help contribute to Videojet's continued industry leadership position and strong financial performance.
• Responsibility for conducting revenue generating activities in the specified sales territory. Doing this in a sustainable, resource efficient way is a source of competitive advantage for Videojet vs. its competitors.  Prioritizing opportunities for equipment sales growth and the specific actions required to capture them.
• Improving sales efficiency and effectiveness through the rigorous use of sales tools such as "sales funnels" and "ROI based selling".


Job Requirements



Qualifications

Qualifications:

• Bachelor's Degree Required, preferably in an Engineering, Technical or Business field
• Minimum of 5 years technical service or account management experience
• Direct sales experience in product marking and coding industry would be an asset
• Prior sales experience in a complex technical selling environment (e.g. – packaging equipment, material handling equipment, factory automation, software, etc.) would be an asset
• Strong oral and written communication skills
• Ability to travel up to 50% of the time
• Ability to think and plan strategically
• Demonstrated success in each of the described competencies in a business-to-business capital goods selling environment, delivering exceptional sales results and growing the business
• Examples of working successfully in an established process oriented sales organization  
• Experience with Salesforce and Big Machines, or similar CRM solutions, is preferred 


Key Competencies:
• UNDERSTAND SOLUTION SELLING CONCEPTS: Demonstrated understanding and use of consultative selling approaches / ROI based sales.  These concepts include:
-Pre-call planning, demonstrated by written plan
-Needs Analysis, demonstrated by written list of questions
-Listening Skills, demonstrated by written list of answers to needs analysis questions
-Documentation of value skills, demonstrated by a written list of benefits and dollar value
-Proposal skills, demonstrated by written value based proposals
-Closing skills, demonstrated by the ability to obtain customer commitments to purchase
-Time and Region management skills, demonstrated by a written sales plan for the Region
• PROJECT SELLING: Follow up and stay on top of short to long sales cycles of multiple projects whose requirements often change over time
• RESULTS ORIENTATION: A personal accountability in achieving results and goals in the short and long term. With customer as the focus, drives for win-win situations internally and externally  
• REGION KNOWLEDGE: Demonstrate a working knowledge of the region and base of customers
• SENSE OF URGENCY: A bias for action - spontaneous recognition of problems and opportunities.  High energy level, seeks timely outcomes with appropriate solutions  
• CUSTOMER FOCUS: A drive to discover and meet the needs of customers (either internal or external).  Demonstrated ability to call on decision makers.   Must be a disciplined listener, 80%-90% of their selling time is spent asking questions and listening. 
• LEADERSHIP: Demonstrated coaching/mentoring skills to co-workers and extended cross functional team that promotes successful customer sales engagement and satisfaction


Why is this a desirable position a candidate would want to consider?
•Key player for a market growth initiative for a division of a Fortune 150 company.
•Named one of The Best and Brightest Companies to Work For® in 2017
•Opportunity to gain additional practical sales and marketing experience and exposure to “world class” management systems. 
•High performance culture and peer group.
•Excellent work / home office flexibility


Videojet Technologies Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.




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 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% over 20 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.