KAM & Solution Sales Manager
Job Summary / Mission:
The mission of Solution Business Development Manager is to expand our presence within specific target (key) accounts through solutions selling, establishing M-I at those corporate entities as a Preferred Supplier for their packaging line solutions.
The Solution BDM is the central contact point and coordinator of all solutions opportunity efforts within the assigned territory/accounts and she/he is directly accountable for the solutions revenue generated by these accounts within India.
He/she must be able to work effectively and openly across the matrix organisation, typically co-ordinating with the Operational personnel: Strategic Account Managers, Territory Sales Engineers, Global customer team and Regional support functions like the Pre Sales, Post Sales, Marketing and Technical Support groups.
Principal Activities / Duties / Responsibilities:
- Act as the champion for the consultative selling approach amongst peers and the sales community in the Operations. Become the catalyst for developing higher level sales skills with particular emphasis on deep investigation of customer business risk factors.
- Responsible for development of annual and medium-term business plans and strategies to increase share of business and sustainable revenue within assigned territories/accounts.
- Manage the solutions sales process, reviewing needs and requirements of specific projects, proving the big picture architecture of an M-I solution within the customers environment, preparing quotes/sales proposal during sales process and negotiating prices and conditions, coordinating the handover to the Solution Architecture and Project Manager.
- Take the lead and be proactive to play the hunter role to open new business.
- Qualify prospects against company provided criteria for ideal customers and sales
- Be personally involved within large solutions opportunities and have strategic conversations with customers at all level including senior executives.
- Ability to do cross-sell and upsell Markem-Imaje full range of products and services through consultative selling approach
- Coordinate and drive all solutions sales efforts within assigned territory by interfacing at the corporate level and by owning the solution opportunity while seamlessly working in a team with Sales teams and Operational personnel.
- Visit and develop working relationships with key personnel at the corporate entity by doing, among other initiatives, corporate presentations on M-I and its products, services and applications.
- Communicate upward to management and to the Operations the account activities related to the solutions opportunities in Sales Force dot Com SFDC and our MI Sales tools.
- Visit plants in the case of complex installations and act as the M-I solutions representative to deal with service, products, and technical issues.
- Continuously develop product and market knowledge and selling skills.
- Coordinate with the Region Key Account Managers to optimize and provide value for the territory accounts and to grow the business exponentially.
Knowledge & Skills:
- The candidate must be able to fully understand customers and their needs while making a positive impression when representing M-I.
- A successful track record in consultative/software selling in a B2B key account environment is a must.
- Deep understanding of IT Infrastructure (Networks, Integration to ERP/MES/WMS)
- Experience with CRM tool and process, experience with Sales Force desirable
- Cross-functional team experiences
- Competitive Selling and Negotiating Skills
- Highly developed communication skills demonstrating strong verbal, presentation development, advanced written as well as listening for both internal and external stakeholders
- Strong numeric/analytical capabilities in (but not limited to) financial, system quotes, forecasting, and problem resolution.
- This individual must be a motivated self-starter and have the ability to work independently with minimal supervision.
- Creative/Innovative/Risk comfortable
Education/Training Required:
Bachelor's Degree in Business Management / Administration, Engineering, or related field is preferred
Work Experience Required:
- Minimum of 8 years packaging or software selling experience required
- Creating business plans and strategies of attack for major national companies in a highly competitive market place
- Change management experience is a must
- Understanding of Material Handling/Packaging Equipment and Integration is a plus
- Establishing and maintaining good relationships with customers via value building process
- Leadership/project management in a matrix organization
- Demonstrate experience in effectively building and leading project teams to achieve goals
