Markem:Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, print and apply label systems. Markem:Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.
LOCATION: JALISCO, GUADALAJARA
MEXICO SALES MANAGER
The Account Manager and acute;s mission is to grow our full product and solutions portfolio share and revenue, within the assigned customers we serve, as well as to attract new manufacturing companies by converting competitors installed base to ours.
Given the complex profile of the target customers that will be addressed, this role requires having the ability to build relationships at all organization levels, both in the production facilities and in the corporate offices and with all the manufacturing, engineering and maintenance support departments.
This job demands being permanently alert to react very fast to win hot sale opportunities and most important, have the ability to address large sophisticated projects with a longer sales cycle; requiring a higher level of project management, value selling and strategic mindset. Given this, it is expected that the Account Manager can primarily make consultative customer approaches and in a lesser extent, transactional proposals.
The Account Manager will coordinate all sales efforts being able to work effectively and openly with the Sales Division personnel and the country and acute;s business support departments as well as with other Regional support functions such as the Regional Strategic Accounts Manager, Marketing, Logistics and Technical teams.
In summary, this position supports the overall objective of the company to manage our customer relationships, strives to grow the business, and contributes significantly to achieve the overall financial objectives set by the senior management team.
3.: MAIN RESPONSIBILITIES.
Develop and execute a commercial strategy to grow our current business within the assigned territory and accounts.
Continuously prospecting for new opportunities on existing customer accounts and attracting new customers to grow the assigned territory in revenue and market share.
Be responsible for learning the Markem:Imaje Sales Process including all procedures and policies.
Builds, execute and keep updated a field sales calls agenda, 4 weeks in advance
Manage the hardware sales process on assigned accounts, identifying customer needs and requirements for specific projects, building technical and commercial proposals, presenting value propositions and negotiating terms and conditions.
Coordinates customer substrates shipments to our printing laboratories to generate samples.
Coordinates on:site technical surveys, printer demonstrations and short:term trials.
Coordinates equipment ordering and follow:up on delivery, installation and value proposition implementation by the support departments.
Coordinate and drive all sales effort within assigned Regional Accounts by interfacing at the corporate level and by delegating as required, other tasks to other Account Managers in other territories.
Visit and develop professional relationships with key personnel at assigned corporate entities by doing among other initiatives, presentations about: M:I capabilities, product portfolio scope and variety, consumables programs, service contracts, etc.
Effectively handles customer technical and commercial objections.
Communicate upward to management and to the Divisions the account ac