Markem-Imaje is a wholly owned subsidiary of the US-based Dover Corporation and is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, and print and pply abel systems. Markem-Imaje provides global reach to over 50,000 customers with 30 subsidiaries, 6 technology centers, several equipment repair centers and manufacturing plants with the most comprehensive marking and coding portfolio available in the marketplace. Roles & Responsibilities: As a functional leader, the position is responsible for achieving targeted aftersales revenue growth by driving growth strategies, working in close co-ordination with leaders responsible for Printer sales, Technical support, Finance and Supply chain. The person should have solid techno-commercial skills, keen business acumen and a strategic vision to drive fast paced and profitable growth. The person has to be a proven leader, with excellent leadership skills and proven execution excellence, as the role demands hands on engagement with key stake holders in customer organizations and ability to switch between execution and strategic aspects of running the business quickly. The person should be capable of delegating and holding the team accountable for key deliverables. The role demands constant evaluation of emerging market needs and proactively prepares the organization to be ahead of the curve, and deliver differentiated value to customers; improve back-end processes and build customer responsiveness in execution; review service levels and re-align to current and emerging market needs and automate key processes. The key deliverables of the role are: Retention of existing customers by: Proactive engagement and relationship management with key stake holders at top 20% of customers Propose innovative pricing framework/ service contract proposals and bundled packages. Develop programs to build customer loyalty Gain market share by rescue and recovery of lost customers: Monitor and analyse (root cause analysis) customer buying patterns Propose innovative solution to win-back lost accounts Retention care & monitoring of win-back accounts Negotiate long term contracts Good understanding of install base management Analysing the install base to ensure data accuracy Partner with Service organization to propose proactive actions to improve data accuracy Partner with Service organization to define country service contract strategy and ensure successful deployment Optimize local processes and procedures with the regional team and collaborating on ways to improve revenue and efficiency by looking at best practice in the full aftermarket provision. Implement mission and key activities for After Market Sales growth in local country teams (forecasting, budgeting, aftersales growth etc) along with consistent and effective execution. Synchronize business priorities with Sales operations, Key Account and Channel Sales. Propose and implement the definition of the M-I best practice, processes and rules in direct or indirect liaison with sales activities ensure consistent deployment of these approaches within the Operations in line with company strategy. Overall responsibility of the CRM department which generates and scrutinizes orders, order entering, invoicing and MIS reporting. Oversee the order entering team for Consumables or Spares and Services. Govern the team interaction with customers for sending approved consumable quotations and clarifications of Purchase Order. Key Competencies: Selling Skills and Negotiation skills - Proven skills in driving sales process right from prospecting to closure and ensure repeat business by working through various buyers (EB, UB, IB and Coach). Ability to break into business opportunity of lucrative volume. Expertise in Large Account Management – Ability to engage across breadth and depth of decision making authorities in customer organizations and articulate MI value proposition and deliver differentiated value. Customer Management skills - Have a customer-centric approach that results is superior service, differentiated solutions, enhanced business results and customer retention. Negotiation & Persuasion skills - Effectively exploring alternatives and demonstrate capabilities to reach an outcome that gains the commitment of the customers. Business & Commercial acumen – Ability to integrate economic, market, financial (taxes, duties, inventory management) and industry data from multiple sources to identify critical business issue, articulating the implications of changing market trends and leveraging the same. Ability to work in a matrix organization – The role requires close coordination with other sales teams, technical support organization, customer service, logistics team and AR. Result driven Introduces systems to measure results against goals Makes firm agreements with others on the goals, the people who are expected to achieve them and the deadlines. Pays attention to critical success factors Pays attention to deadlines Influencing/ Cross – functional collaboration Sets a personal example for his team and cross-functional teams Is able to convey enthusiasm to others Supports own line of reasoning coherently Thinks about own potential impact on the audience and takes up what the audience reacts to and what its interests are. Market orientation Anticipates possible developments at competitors and takes timely decisions to protect and/or strengthen the market position. Gathers information on the actions of competitors and colleagues Has good insight into the market position of own products and services Takes an innovative approach and dares to take risks in own actions and proposals to gain a larger share of the market. Qualifications and Experience: A graduate in Chemical / Electronics / Mechanical Engineering with Post graduate qualification in Marketing / Operations Management with 18 years’ of experience, should have handled a senior Sales Management role in multi-nationals from Printing / Packaging industry for a minimum of 18 years in B2B business. Prior experience of equipment selling and managing service operations to customers in FMCG, Food, Beverage, Pharma, and other general industries would be an added advantage. Hands on Account management experience in an Inside Sales/ Aftersales experience in an industrial environment with complex B2B interactions, with experience in developing aftermarket sales strategy such as Installed base management and Good knowledge of ERP & CRM (SAP, ACCPAC, Salesforce) Markem-Imaje is an Equal Opportunity Employer M/F/H/V
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