AM-OEM

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(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