OEM Sales Manager / Account Manager - Capital Equipment in Nationwide US at Videojet

Date Posted: 9/15/2018

Job Snapshot

  • Employee Type:
  • Location:
    Nationwide US
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Job ID: VID004416

About Us

We invite you to Imprint the WORLDTM on an exciting journey of continuous improvement! Every day, 4,000+ associates in over 38 countries work together to achieve amazing results as One Videojet. From freshness dating to track and trace coding, Videojet technologies help ensure products sold across the globe are authentic and safe for consumers to use in the food, beverage, pharmaceutical and industrial marketplaces.

As a global leader in the marking and coding industry, our continued growth brings an opportunity for you to chart the course and drive your own career success. As a Videojet associate you will:
• ENGAGE in bringing consumer brands to market globally.   
• DRIVE results with the Danaher Business System (DBS). 
• REALIZE your potential! 


We are currently seeking an OEM Sales/Account Manager to join our team.  The incumbent will be responsible for significantly increasing Videojet’s market share in the market located throughout the West / Southwest Region.  This position will build long term profitable relationships by understanding how and where we can add value to our customer’s business through the use of our full market basket of available product and service offerings, including all coding and marking technologies.

Primary Responsibilities:
• Work with customer key decision makers (VP, Director, Project Level, and OEM Sales personnel) to understand current and future business opportunities for integrated Videojet printing solutions. Determine project potential, timeframe, specific requirements, and potential competition
• Uncover and target the annual spend of accounts for Videojet type equipment and services.
•Obtain corporate level agreements to use Videojet products and services, broadly as the “preferred” supplier as well as for specific projects
•Continually expanding our share of the customer wallet
• Concentrate on share gain and site penetration especially into competitive strongholds

Job Requirements


• Education – Bachelor’s degree
• Work Experience – A minimum of 5 years of experience with a proven track record of capital equipment sales within the industry.  Sales of packaging line related equipment preferred
• Special Skills – Sufficient technical ability to understand the key operating principles of a wide array of various printing or identification technologies and the skills to propose multi-product integrated solutions that address customer specific needs
• Travel Required – 60% of the time, mainly throughout the West / Southwest Region U.S.

Key Competencies:
• Corporate Level Selling – ability to access high level decision makers, assess their needs and provide winning value propositions. Also includes negotiating large, multi-year, multinational deals and achieving an outcome that is financially positive to Videojet while satisfying the customer’s needs and positioning us for future business
• Contract Negotiations – working closely with key personnel and stakeholders within both client and headquarters assist in the construction of fair and equitable agreements to facilitate plant level transactions and corporate wide mutual protection
• Communication skills - an ability to create and clearly, crisply communicate unique value propositions to the customer and manage complex sales issues within the Videojet organization. 
• Team Player— Ability to coordinate with other Videojet sales people and support personnel to achieve a desired, agreed upon outcome
• Ability to identify and communicate needed product line enhancements for OEM equipment, and work with Marketing & Product Development to implement needed changes. 
• Leadership skills – an ability to drive sales through targeted customers and follow through at varying levels of the Videojet organization towards on time delivery of complex coding and marking projects
• Solution Selling – Ability to follow up and stay on top of long sales cycle of multiple projects whose requirements often change over time

First Year Expectations:
• Drive Videojet sales growth to named accounts
• Understand Organizational Structure for all defined accounts.  Meet with and build relationships with decision-makers (Dir/VP level – multiple departments).
• 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, internet research and networking
• Drive all sales activity using the Danaher value selling tools.  

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 science and technology innovator committed to helping our customers solve complex challenges, and improving quality of life around the world. 

Videojet is part of a global family of 20+ operating companies who drive meaningful innovation in some of today’s most dynamic, growing industries. With operating companies based around the world – our groundbreaking  businesses operate across four strategic platforms:
• Product Identification
• Water Quality
• Dental
• Life Sciences & Diagnostics

We are proud to say that we’re a Fortune 150 company of 59,000 dedicated associates who are Helping Realize Life’s Potential every day by bringing our diverse skills, backgrounds and perspectives together to make a  difference.