AM-OEM

Dover Corporation; United States; Remote; USD 95,000 - 130,000; Full time

Job summary

Dover Imaging & Identification (DII), a segment of Dover Corporation, seeks an OEM Account Manager to drive revenue with OEMs, integrators, and top pharma accounts. You will develop sales plans, manage key relationships, and coordinate complex deals across regions, with extensive travel to client sites and company meetings.

The role requires strong technical sales skills, experience in a B2B environment, and the ability to execute Markem-Imaje sales processes while meeting revenue targets.

Qualifications

• 5+ years in B2B OEM or industrial sales.
• Proven ability to develop and close new business opportunities.
• Strong technical understanding relevant to marking & coding equipment.

Responsibilities

• Grow OEM revenue and market share for assigned accounts.
• Develop and execute a comprehensive OEM sales plan.
• Manage relationships with decision makers across OEMs, integrators, and pharma accounts.
• Coordinate complex deals and drive sales processes with Markem-Imaje.
• Travel as required to customer sites and at corporate levels.
• Collaborate with internal teams to deliver solutions and quotes.

Skills

B2B sales

Technical sales

Key account mgmt

Travel ready

Business development

CRM software

Industry knowledge

Job description

Dover Imaging & Identification (DII) is a segment of Dover Corporation that includes the following brands: Markem-Imaje, Blue Bite, Solaris Laser, Systech, MS Printing Solutions and JK Group. We design, manufacture and deliver industrial equipment, consumables, software and services solutions for the marking & coding, consumer engagement, product traceability, authentication, and digital textile printing markets.

With more than 40 offices and over 3,000 employees worldwide, DII has a presence in +28 countries and offers numerous job opportunities globally.If you’re looking for an international, multidisciplinary and collaborative environment that offers a world of opportunities, come join us at DII.

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 OEMSales targets.
• Develop aSalesplan 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)
• Salesexperience in B2B environment
• Strong Technical sales background
• Should be ok for extensive travelling
• New application development
• Develop and close additionalSalesopportunities in our existing customer base.
• Prospect for new opportunities and generate new customer relationships within the assigned territory.
• Learn and implement “Markem-ImajeSalesProcess” 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(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

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.