Dover Corporation
Regional Key Account Manager
Location: Bengaluru, DL, IN
Work Arrangement: Hybrid
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.
Job Summary Overall responsible for the implementation of the validated mission and key activities of the Global Strategic Account team & Regional Key Account Team (forecasting, budgeting, sales, business development, etc.) along with consistent and effective sales execution and achieving a successful key account program within the company.
Establish Long-Term Partnership and Support Sales Growth
Responsible for building and managing relationship / partnership with targeted global & regional key accounts, participating in defining our corporate sales strategy and representing the company to the customer.
Identify, initiate and pursue strategic contacts within key accounts, developing a network of key decision makers at strategic and operational level.
Support sales of Company products / services / solutions portfolio, lead negotiations of contracts, follow-up on project implementations.
Monitor and optimize revenue/margin/contribution in line with approved key account business plans.
Establish business plan with clear goals and objectives for each key account in the person’s direct responsibility.
Participate in creation & implementation of global pricing strategy.
Facilitate the interaction as appropriate between specific departments within Company and key account contact (procurement, legal, product development, marketing etc.) Take overall responsibility for quality of service deliverables.
Establish excellent communication at all levels in the key account decision centre to gather all key information relative to key account needs, structure and development potential. Develop an in-depth understanding of the key accounts strategy, growth, geographical expansion, and development plans.
Provide quality communication to all areas of Company that have a direct impact on customer satisfaction levels.
Understand Customer Needs and Deliverable Responsibility
Communicate customer’s requirement to sales, marketing and product management.
Continually identify new business opportunities within our key accounts.
Create / develop / maintain key account relationship, demonstrates empathy while consistently moving the customer towards commitments.
Develop a business approach in line with global strategy to the management of selected key accounts.
Partner with operations to ensure we meet customer expectations regarding all levels of service delivery.
Seek out opportunities within account to grow share and visibility.
Permanently seek areas of mutual opportunity within the customer.
Solicit customer and market input to drive definition of new product roadmap.
Gain in-depth knowledge of market (trends, evolution, products, technology evolution, competitive landscape, key players, customer needs, possible differentiators).
Evaluate competitiveness of offer (products, services, software, price, productivity, logistics and technology).
Communicate market analysis and competitive trends / propose solutions and drive action plans.
Drive the selection of the population of KA customers/prospects where we will focus our business development activities.
Measure their relative attractiveness.
Evaluate relative business strengths in each KA.
Diagnose the nature and value of our KA relationships and make realistic appraisals of their potential.
Define and anticipate sources of risk, cost and profit.
Prioritize and decide the appropriate top level strategies for each selected KA customer.
Achieve a deep understanding of each KA customer/prospect and help anticipate their needs.
Develop and lead implementation processes that come from the account strategies.
Lead and manage the India KA activities – sales, systems integration, pre and post sales support – all with a view of achieving and/or exceeding planned revenue, margin and operating profit targets.
Collaborate with the key peers and constituents within the Region Operation in building the best strategy for the effective and successful implementation of the strategic account program.
Lead, coach and measure the team: monitoring the activities, setting objectives and regularly measuring achievement level, support commercial actions.
Strategic thinker.
Business acumen.
Self‑starter: assertively takes on challenging responsibilities and holds self ultimately accountable for results and performance.
Result oriented.
Creativity and innovation.
Adaptability and comfort with change.
Ability to work independently as well as in a team environment.
Corporate maturity.
Qualifications and Experience
Bachelor degree (major in Business, Marketing, sales, or engineering with an MBA and/or sales / business experience).
Extensive customer exposed experience (10+ years managing National Accounts in an industrial environment) with strong focus on customer satisfaction.
Experience in creating strategic account business plans (incl. Promotional selling, NPI and P&L management).
Experience in handling contract negotiations at high level.
Experience in establishing and maintaining relationships within multiple customer management levels with strong skills in identifying, developing and implementing marketing and sales programs required.
Problem solving.
Demonstrated leadership and influence skills.
Work Arrangement: Hybrid
Pay Range: - [per hour / annually]
[Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.]
[Commission Eligible: This position is eligible to earn commissions based on performance metrics and other criteria outlined in our applicable commissions plan.]
[Other Compensation: This position is eligible to earn other compensation in the form of [XX], as governed by applicable plan documents and policies.]
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact Drajesh@dovercorp.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.
#J-18808-Ljbffr
Work Arrangement: Hybrid
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.
Job Summary Overall responsible for the implementation of the validated mission and key activities of the Global Strategic Account team & Regional Key Account Team (forecasting, budgeting, sales, business development, etc.) along with consistent and effective sales execution and achieving a successful key account program within the company.
Establish Long-Term Partnership and Support Sales Growth
Responsible for building and managing relationship / partnership with targeted global & regional key accounts, participating in defining our corporate sales strategy and representing the company to the customer.
Identify, initiate and pursue strategic contacts within key accounts, developing a network of key decision makers at strategic and operational level.
Support sales of Company products / services / solutions portfolio, lead negotiations of contracts, follow-up on project implementations.
Monitor and optimize revenue/margin/contribution in line with approved key account business plans.
Establish business plan with clear goals and objectives for each key account in the person’s direct responsibility.
Participate in creation & implementation of global pricing strategy.
Facilitate the interaction as appropriate between specific departments within Company and key account contact (procurement, legal, product development, marketing etc.) Take overall responsibility for quality of service deliverables.
Establish excellent communication at all levels in the key account decision centre to gather all key information relative to key account needs, structure and development potential. Develop an in-depth understanding of the key accounts strategy, growth, geographical expansion, and development plans.
Provide quality communication to all areas of Company that have a direct impact on customer satisfaction levels.
Understand Customer Needs and Deliverable Responsibility
Communicate customer’s requirement to sales, marketing and product management.
Continually identify new business opportunities within our key accounts.
Create / develop / maintain key account relationship, demonstrates empathy while consistently moving the customer towards commitments.
Develop a business approach in line with global strategy to the management of selected key accounts.
Partner with operations to ensure we meet customer expectations regarding all levels of service delivery.
Seek out opportunities within account to grow share and visibility.
Permanently seek areas of mutual opportunity within the customer.
Solicit customer and market input to drive definition of new product roadmap.
Gain in-depth knowledge of market (trends, evolution, products, technology evolution, competitive landscape, key players, customer needs, possible differentiators).
Evaluate competitiveness of offer (products, services, software, price, productivity, logistics and technology).
Communicate market analysis and competitive trends / propose solutions and drive action plans.
Drive the selection of the population of KA customers/prospects where we will focus our business development activities.
Measure their relative attractiveness.
Evaluate relative business strengths in each KA.
Diagnose the nature and value of our KA relationships and make realistic appraisals of their potential.
Define and anticipate sources of risk, cost and profit.
Prioritize and decide the appropriate top level strategies for each selected KA customer.
Achieve a deep understanding of each KA customer/prospect and help anticipate their needs.
Develop and lead implementation processes that come from the account strategies.
Lead and manage the India KA activities – sales, systems integration, pre and post sales support – all with a view of achieving and/or exceeding planned revenue, margin and operating profit targets.
Collaborate with the key peers and constituents within the Region Operation in building the best strategy for the effective and successful implementation of the strategic account program.
Lead, coach and measure the team: monitoring the activities, setting objectives and regularly measuring achievement level, support commercial actions.
Strategic thinker.
Business acumen.
Self‑starter: assertively takes on challenging responsibilities and holds self ultimately accountable for results and performance.
Result oriented.
Creativity and innovation.
Adaptability and comfort with change.
Ability to work independently as well as in a team environment.
Corporate maturity.
Qualifications and Experience
Bachelor degree (major in Business, Marketing, sales, or engineering with an MBA and/or sales / business experience).
Extensive customer exposed experience (10+ years managing National Accounts in an industrial environment) with strong focus on customer satisfaction.
Experience in creating strategic account business plans (incl. Promotional selling, NPI and P&L management).
Experience in handling contract negotiations at high level.
Experience in establishing and maintaining relationships within multiple customer management levels with strong skills in identifying, developing and implementing marketing and sales programs required.
Problem solving.
Demonstrated leadership and influence skills.
Work Arrangement: Hybrid
Pay Range: - [per hour / annually]
[Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.]
[Commission Eligible: This position is eligible to earn commissions based on performance metrics and other criteria outlined in our applicable commissions plan.]
[Other Compensation: This position is eligible to earn other compensation in the form of [XX], as governed by applicable plan documents and policies.]
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact Drajesh@dovercorp.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.
#J-18808-Ljbffr