Account Manager

1 month ago

Mumbai, Maharashtra, India Dover Corporation Full time

About the Role

The Account Manager will be responsible for key account management, including identifying and coordinating complex sales deals in a professional manner to promote Markem-Imaje in all business transactions. Work as an integral team member to support and meet the India sales targets.

Key Responsibilities

  • Grow the OEM Business in revenue and market share and achieve OEM Sales targets.
  • Develop a Sales plan that effectively and efficiently cover all accounts within the assigned territory.
  • Manage existing OEM accounts and enhance customer satisfaction.
  • Develop and close additional Sales opportunities in our existing customer base.
  • Prospect for new opportunities and generate new customer relationships within the assigned territory.
  • Learn and implement "Markem-Imaje Sales Process" including all procedures and policies.
  • Operate prudently and within the expense guidelines.
  • Demonstrate a proficiency in using the Markem-Imaje customer relationship management database.

What You Will Do

  • Manage the equipment sales process of assigned OEM accounts, reviewing needs and requirements of specific projects, preparing quotes and negotiating prices and conditions, coordinating equipment ordering and following-up on delivery and installation at the OEM or end-user plant.
  • Coordinate and drive all sales efforts within assigned accounts by interfacing at the corporate OEM level and by delegating as required other tasks to territory Sales Engineers and Division personnel who may be called to visit and sell at the local plant level.
  • Visit and develop business relationships with key personnel at assigned OEM accounts and at targeted new ones, by making corporate and technical presentations as necessary and by driving the M-I organization to come up with specific solutions to new integration applications.
  • Engage the M-I organization, particularly the technical side of it, to provide solutions to complex and new integration problems encountered in the quest of developing new OEM relationships.
  • Communicate upward to management and to the Divisions the activities related to the assigned accounts and the OEM program in general.
  • Maintain and improve the Loyalty OEM program to drive more business from current OEM and to assist in developing new OEM partnerships.

Requirements

  • Performance motivation (Spontaneously improving own performance continuously. Exceeding standards and achieving exceptional results, striving to be the best)
  • Accepts difficult tasks and does not allow self to be discouraged in their execution
  • Achieves the agreed targets within the agreed time, even when this requires extra efforts
  • Continues to search for better ideas even when there is already a solution.
  • Demonstrates personal commitment
  • Stress resistance (Continuing to perform efficiently during and after difficult situations characterized by great pressure, setbacks or criticism)
  • Continues to act calmly, makes a relaxed impression, even when the other person makes things difficult.
  • Remains calm and relaxed when facing negative feedback or resistance
  • Remains controlled in situations in which the pressure is higher for a limited amount of time.
  • Remains optimistic, constructive and result-oriented in difficult circumstances.
  • Influencing/ Collaboration (Obtaining approval of others with good arguments, appropriate influencing methods and authority.)
  • Develops a personal argumentation
  • 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
  • Vision (Examining matters from a distance and putting them in a broader context and time perspective)
  • Defines clear proposals for course and strategy.
  • Develops a personal policy based on both essential internal and external factors
  • Develops alternative ideas on how the organization can develop its future advantages
  • Is able to think across disciplines
  • Market orientation (Identifying factors in the market where the organisation is active and actively responding to them.)
  • 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.
  • Result orientation (Being focused on setting goals and achieving results according to timetable and agreements)
  • 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

Education and Experience

  • B.E/BSc in any specialization, preferably with a post graduate qualification in Marketing Management from a reputed Business School (full time).
  • Minimum 8-10 years of related experience in Sales & B2B role within a technology based company with complex B2B interactions with proven track records of success.
  • Experience working in global matrix organization in MNC/international Packaging Industry, Labelling machines, weighing machines, bottling line labelling machines or large industrial space.

Our Values

  • Collaborative entrepreneurial spirit
  • Winning through customers
  • High ethical standards, openness and trust
  • Expectations for results
  • Respect and value people

Equal Employment Opportunity

All qualified applicants will receive consideration for employment without discrimination on the basis of race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, age and genetic information.

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