Purpose of the Position
Primary responsibility is to identify, manage and maintain a high level account management relationships with particular emphasis on incremental new equipment placement into new and existing companies creating increased account penetration effectiveness.
Secondary responsibility to effectively deploy key account strategies across Europe and globally through the regional sales organizations through active communication to both direct and indirect channel associates.
II. Key Responsibilities
Work with defined Key Accounts to identify current and future business opportunities by producing strategic plans optimizing the specific strategic success factors.
Maximize sales by driving communication, identifying compelling customer value propositions, appropriate technology selection, competitive pricing models, payment terms, supplies agreements, extended warranty programs at all designated Key Account locations
Develop a comprehensive understanding of the selected accounts businesses, drivers, initiatives and the critical success factors.
As responsible driver of the Key Accounts use the knowledge to develop value-added strategies and manage a consistent delivery in the designated X-Rite regions and channels.
Provide local leadership, direction and ensure compliance of all selling activities in designated accounts in a matrixed global organization to :
o Communicate X-Rite’s value proposition to designated Key Account sites in a consistent manner
o Survey designated Key Account sites to select appropriate products
o Review standard Key Account partnership agreements, pricing, warranty, payment terms and service contracts at the sites and propose / execute changes where necessary
o Insure installation success at designated Key Account sites
o Provide day-to-day lead role in managing outbound management of designated key accounts and ensure close liaison with supporting team members managing in global subsidiaries, OEM’s and distributors.
Engage local leadership / sales organizations : Work with subsidiaries, sales manager, dealers / distributors and OEM team to ensure our field-
organization is highly engaged and works complementary to KA Manager’s efforts and handles the execution at each local customer site.
Ensure understanding and progress of each Industrial and / or I&M project by regular funnel reviews using SFDC as the central tool for both channel and distributors;
make sure, that all projects and key contacts are in SFDC with all sites and all details
Leverage successes at individual sites to win business at all sites of the designated Key Accounts.
Nurture existing and create new relationships with senior HQ managers at designated Key Accounts.
Communicate X-Rite value proposition to HQ managers to influence them to standardize on X-Rite as their PID supplier.
Coordinate closely through Key Account Team to ensure consistency of management for selected accounts.
Reports to : GM EMEA
Other Key Relationships :
GM EMEA & Asia, OEM
Local Regional Sales Directors and Sales Managers
Local Application Engineers
VP Sales of Pantone
Distributor Managers in all regions
Product Specialists in all regions
Directs project management for product modifications and certification at designated Key Account sites within the region.
Gives input and seeks advice from GM EMEA, Finance and Legal to create contracts that are fair and reasonable to X-Rite, as well as to our Key Accounts.
Key Competencies (rank ordered)
Business Development demonstrated growth mindset and ability to use variety of approaches to find new and incremental business
Leadership in a Matrix - demonstrated ability to provide effective leadership and direction in a matrixed organization to ensure a uniform and consistent approach to local account management
Multi-cultural sales leadership demonstrated ability to work effectively across multi- national strategic accounts understanding difference in approach with local customers and X-Rite associates.
Results orientation demonstrated ability to deliver improved sales, profitability and market share gains.
High-level relationship building demonstrated ability to cultivate high quality relationships with senior level executives at large multi-national accounts.
Key account planning and penetration demonstrated ability to develop and implement effective strategies to maximize sales at large multi-national accounts.
Process orientation demonstrated understanding and use of consultative selling approaches / ROI based selling
V. Experiences / Attributes (rank ordered)
Demonstrated track record as a sales manager who has delivered exceptional sales results at large multi-national accounts
Prior sales leadership experience in a complex technical selling environment (e.g. packaging equipment, printing, material handling equipment, paints or plastics, factory automation, etc.)
Successful management in a complex matrixed organization.
Examples of creating or working successfully in an established process-oriented sales organization
Management experience within printing, packaging or paints& plastics for one of the Global Strategic Accounts
Successful management in complex, multi-national organization
Demonstrated high level contacts within the target customer segment
Engineering or economics degree
Fluency in English and German
VII. First Year Expectations
Identify all the facilities globally related to the designated Key Accounts, get into the account / s and understand the current business and opportunities.
Implement strategy and specific processes (including regular funnel reviews) to identify and prioritize new major sales opportunities, and to communicate to the organization the specific actions necessary to win these orders
Follow up rigorously on existing Key Accounts project funnel and drive projects to closure.
VIII. Why is this an attractive opportunity
Highly visible position in the core of a growth platform for a Fortune 250 company
Opportunity to gain exposure to world class management systems
High performance culture and peer group
Excellent pan-European opportunity working with industry leading key accounts
What you can expect
At X-Rite / Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries.
We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher Corporation OverviewDanaher’s Product Identification Platform is comprised of Videojet, Pantone, Esko, X-Rite, Foba, Linx, Laetus and AVT, a group of technology companies dedicated to helping customers give products unique identities.
Through innovative software and hardware solutions for marking and coding, colour selection, measurement and communication, packaging development, management and production, and track and trace, the Product Identification companies are simplifying the packaging value chain for 90% of products produced around the world.