Strategic Account Manager in Nationwide United Kingdom at Videojet

Date Posted: 6/6/2019

Job Snapshot

Job Description

Job ID: VID005251

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

About the Role


The Strategic Account Manager will be responsible for the unit and revenue sales growth of Videojet products into 41 major strategic accounts in all UKI region. You will build strong direct account relationships with stakeholders, understand and influence decision making process within each SA site. Furthermore, you will drive sales through by providing direct guidance, sharing account knowledge; manage new projects with Videojet Sales Manager and Sales Engineers; increasing their ability to effectively penetrate into the SA accounts. You will also liaise with EMEA and Global GSA managers and other teams to support special project requirements, product specifications and customer requirements.

About the Person


The successful candidate will be driven and self-motivated with the energy to thrive under pressure. Working as part of a close knit team, they must be team orientated while remaining versatile, open minded and able to work autonomously when needed.

 

Key Responsibilities

  • Engage with SA customers on their HQ and PTC to drive the business.
  • Responsible for the country Growth in SA .
  • Establish strong contacts and relationship into all major sites of the 41 SA accounts within the region.
  • Support RSM & SE with targeting and closing new SA sales opportunities, development and review of customer quotations, participation in sales calls, and coordination with global and EMEA  GSA team to provide references and solutions
  • Develop and execute a competitive site conversion plan for selected SA accounts.
  • Coordinate and drive action with SE team
  • Develop SE competency in SA management
  • Pro-active customer visits and delivering of the VJ SA value proposition to key customer contacts.
  • Ensure high level of VJ service delivery and lead in service recovery action plan for complaints received within the assigned accounts

Other Responsibilities:

  • Be part of EMEA SA team and support any EMEA SA team initiatives
  • VOC – ensuring local SA requirements demands are fed back into the EMEA and global SA management team
  • Oversee major on-site demonstrations and trials at customers’ sites
  • Handle any escalated customer enquiries/complaints
  • Educate sales force through hands-on, site by site selling to customers
  • Surface any product and/or service issues related to in field and be active team member in quality problem solving
  • Develop sales collateral based on local success stories

Job Requirements



Qualifications

Person Requirements

  • Demonstrated track record as a Key accounts manager who has delivered exceptional sales results at large multi-national accounts at a regional level.

  • Sold in “professional” sales environment with strong systems and processes

  • 5+ yrs selling and/or technical marketing experience

  • Must have sold or marketed capital goods

  • Dealt with customers at all levels, particularly in manufacturing environments

  • Worked in product / packaging / manufacturing sales environment

  • Understands our customers, has sold into part of our customer base: Food, Beverage, Household, Extrusion, Wire & Cable, Automotive etc

Desirable to Have:

  • Experience in managing sales/marketing to global MNCs

  • Experience with laser or coding/marking equipment sales

  • Knowledge/Skills Required:

  • Strong communication across cultures

  • Ability to navigate through organizational complexity and push for results

  • Value selling knowledge

  • Process improvement skills

  • Monitoring and strong follow-up

  • Selling skills – understands the sales process

  • Time/Project management, organization and planning

  • Comfortable with computers. Proficient in MS Office and good working knowledge of Excel

  • Familiar with CRM / Sales Database (e.g. Salesforce) and a “sales funnel - forecasting”

Relationships

Reports to: EMEA Strategic Accounts Director

Direct Reports: None



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.