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Strategic Account (SA) Manager Iberia - Barcelona/Madrid in Barcelona, Spain at Videojet

Date Posted: 1/12/2019

Job Snapshot

Job Description

Job ID: VID004747

About Us

Videojet Technologies is a world-leader in the product identification market, providing in-line printing, coding, and marking products, application specific fluids, and product life cycle services. Our goal is to partner with our customers in the consumer packaged goods, pharmaceutical, and industrial goods industries to improve their productivity, to protect and grow their brands, and to stay ahead of industry trends and regulations. With our customer application experts and technology leadership in continuous ink jet, thermal ink jet, laser marking, thermal transfer overprinting, case coding and labeling, and wide array printing, Videojet has more than 325,000 printers installed worldwide. Our customers rely on Videojet products to print on over ten billion products daily. Customer sales, application, service, and training support is provided by direct operations with over 3,000 team member in 26 countries worldwide. In addition,the Videojet distribution network includes more than 400 distributors and OEMs, serving 135 countries.

Our goal is to continuously improve and sustain an inclusive culture in which diversity provides deeper customer insights and creates a competitive advantage in the markets we serve.  By attracting, developing, and engaging the best team of diverse, empowered associates, we help realize life's potential for ourselves, our customers and our shareholders


The Strategic Account (SA) Manager will be responsible for the unit and revenue sales growth of VJ products into strategic accounts in all Iberia region. He/She will build strong direct account relationships with stakeholders, understand and influence decision making process within each Strategic Account. He/She 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 Strategic Accounts. He/She will also liaise with EMEA SA managers and other teams to support special project requirements, product specifications and customer requirements. 

Key Responsibilities:

- Establish strong contacts and relationship into all major sites of the Strategic Accounts within the region

- Support RSM & SE with targeting and closing new Strategic Accounts sales opportunities, development and review of customer quotations, participation in sales calls, and coordination with EMEA Strategic Accounts team to provide references and solutions

- Develop and execute a competitive site conversion plan for selected Strategic Accounts.

Coordinate and drive action with SE team

- Develop SE competency in Strategic Accounts management outside of his/her designated territory.

- Pro-active customer visits and delivering of the VJ Strategic Accounts 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 Strategic Accounts team and support any global EMEA SA team initiatives

- VOC – ensuring local Strategic Accounts requirements demands are fed back into the EMEA and EMEA 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

-  Responsible for driving growth into identified Strategic accounts within the assigned region

Work Experience:

Must Have:

- Demonstrated track record as a Sales or Strategic 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 customers

- Experience with laser or coding/marking equipment sales

- Professional Portuguese knowledge

Job Requirements


- Strong communication across cultures

- Fluent in English, native Spanish

- 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” 

- Ability to focus on prospect accounts

- Diploma or University degree. A technical qualification is desirable

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 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% 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.