AM-OEM

Dover Corporation; Navi Mumbai; In loco; INR 1.200.000 - 1.800.000; Tempo pieno

Descrizione del lavoro

Dover Corporation in Navi Mumbai seeks an experienced OEM Account Manager to drive OEM business with major industry OEMs, integrators and pharma customers. You will manage key accounts, develop strategic plans, coordinate complex deals and travel extensively to close opportunities while meeting regional revenue targets.

The role requires strong technical sales background, B2B experience, and the ability to develop new opportunities within assigned accounts, while utilizing the Markem-Imaje

Competenze

• Experience in OEM or B2B sales environment.
• Proven ability to grow revenue and manage key accounts.
• Willingness to travel extensively and build executive relationships.
• Strong communication and negotiation skills with decision-makers.

Mansioni

• Grow OEM revenue and market share and achieve targets.
• Develop a sales plan covering all accounts in the territory.
• Manage OEM accounts and enhance customer satisfaction.
• Coordinate quotes, orders, delivery and installation at OEM/end-user sites.
• Visit key personnel and develop relationships with existing and new accounts.
• Learn and implement Markem-Imaje sales processes and policies.
• Report activities to management and drive loyalty programs.

Conoscenze

OEM sales

B2B sales

Technical sales

Travel ready

Account management

CRM usage

Strumenti

Salesforce

MS Excel

Descrizione del lavoro

The Role

The OEM Account Manager will be responsible for OEM Business Management, Key relationships with decision makers across Industry Major OEM’s, Integrators & Top Pharma Companies. This is including identifying and coordinating complex sales deals in a professional manner to promote Markem-Imaje in all business transactions in this Vertical. He/She will work as an integral team member to support and meet the India Vertical Sales Targets. Deliver the Annual Monthly/Quarterly Revenue targets for these selected accounts and be the expert for the best practice KA management approach and standard works in the region.

What You Will Do

• 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.
• Should have handled OEM Sales (OEM Sales Preferred)
• Sales experience in B2B environment
• Strong Technical sales background
• Should be ok for extensive travelling
• New application development
• 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.

OEM

• 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. (Annual agreement with OEM)
• 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.

What You Need To Have

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

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

• 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