Markem-Imaje

About Markem-Imaje

Markem-Imaje is a wholly owned subsidiary of the US-based Dover Corporation and is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, and print and pply abel systems. Markem-Imaje provides global reach to over 50,000 customers with 30 subsidiaries, 6 technology centers, several equipment repair centers and manufacturing plants with the most comprehensive marking and coding portfolio available in the marketplace Roles & Responsibilities: Key Responsibilities Work closely with Zone Director to help and achieve Strat Plan Growth Initiatives on Dynamic mode. Execute and deliver Sales Ops key initiatives across the spectrum of the Organization covering Sales Organization, Key Account Organization, Technical Organization, S&S Organization and non-BU’s viz., Finance, HR and SCM Annual AOP development and delivery/execution Responsible for developing the AOP with Zone Director at Pan-India level and thereafter distribute at territory level within Districts by working closely with District Directors. Execute and achieve the AOP on monthly/quarterly basis, such that the forecast accuracy is well within the assigned targets each month. Business Development & Growth Initiatives Understand competitive landscape and market trends. Work with Zone Director and develop growth strategies for different Technologies and Verticals, develop Business Development Plans and execute these in collaboration with District Directors. Forecast process management and Pipeline management. Measure forecast (Revenue & SOIP) accuracy of operations and drive corrective actions. Management of budget process and quarterly forecast update from a commercial perspective, Sales coverage and productivity analysis. Analyze pipeline and lead data, deliver periodic reporting to the District Directors and Zone Director. Provide key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Ageing of Prospects, Sales Productivity etc., Planning & reporting (BI Tool). Manage set of reports & analytics for region management, business reviews; Deploy BI tool in the region and ensure good usage of the tool. Proactively analyze the effectiveness and efficiency of sales team and work together each country to setup the improvement plan. Regional lead for CRM toolset (Salesforce, AMBIT, PowerBI) and process management. Sales Compensation & Incentive program. Partner with HR to execute on global comp plan (incl regional difference) and deploy incentive programs to motivate sales team in collaboration with the District Directors Sales initiatives development & execution. Work with global team to push for the execution of global initiatives; work with operations to develop local sales initiatives and monitor the progress with the District Directors; Maintain sales volumes, product mix and ASP’s inline with changing trends, and be ahead of economic indicators and competitive situation Pricing and Discounting management. Continue to work on list price increase and discounting level control to improve company EBIT Recovery Plan development if there is gap to sales target at BU or Operational level; Sales Team Capability development. Work with HR & District Directors to design sales training program and ensure deployment effectiveness in each operation, monitor the deployment in each operation. Maintain sales staff by selecting, recruiting, training and ramp-up & maintain discipline Drive Commercial excellence by continuously review sales process and recommend the areas for improvement. Ensure all processes are well documented and drive the deployment of new sales process, for example, CPQ project Marketing & Leads Generation. Based on a clear understanding of customer& vertical needs, develop and drive marketing strategy for the verticals/product segment in the assigned territory: messaging, preferred advertising medium, appropriate sales channels, etc. Execute these strategies, program and activities effectively and efficiently Collaboration with other BU Functions Work in close collaboration with Technical and S&S Organization to understand the end to end solution offering and customer lifecycle. Develop programs and initiatives which help and support the Tech Org and S&S Org strategies and initiatives for enhanced customer experience and safeguard company business interests. Experience Bachelor's Degree in Business, Marketing, or related disciplines in the Engineering industry. A minimum of 18+ years of working experience in related field with experience working with cross regional teams Experience of operating at in international (ASPAC) level with senior decision makers and internal stakeholders Key Competencies: 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 characterised 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 Vision (Examining matters from a distance and putting them in a broader context and time perspective) Defines clear proposals for course and strategy. Develops a personal policy based on both essential internal and external factors Develops alternative ideas on how the organisation can develop its future advantages Is able to think across disciplines Market orientation (Identifying factors in the market where the organisation is active and actively responding to them.) Anticipates possible developments at competitors and takes timely decisions to protect and/or strengthen the market position. Gathers information on the actions of competitors and colleagues Has good insight into the market position of own products and services Takes an innovative approach and dares to take risks in own actions and proposals to gain a larger share of the market. Result orientation (Being focused on setting goals and achieving results according to timetable and agreements) Introduces systems to measure results against goals Makes firm agreements with others on the goals, the people who are expected to achieve them and the deadlines. Pays attention to critical success factors Pays attention to deadlines Driving Execution (Translating strategic priorities into operational reality; aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.) Translates initiatives into actions by determining action steps and milestones required to implement a specific business initiative; adjusts activities or timelines as circumstances warrant. Communicates to engage others and by establishes two-way communication channels to convey business strategies and plans; engages people by helping them understand the reasons behind organizational initiatives and the value of assigned responsibilities for the individual, team, and organization. Creates accountability to assures that those responsible for implementing a strategic initiative have role clarity and accountability for required actions and outputs as well as the direction and authority to act in a way consistent with organizational values. Aligns systems and process and identifies and aligns systems and processes (e.g., compensation, decision making, resource allocation, performance management) to support implementation of specific strategies. Measures progress by establishes criteria and systems (including lead and lag measures) to track ongoing progress toward goals; follows up on assigned responsibilities Markem-Imaje is an Equal Opportunity Employer M/F/H/V

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Company Info

Legal Form: AG

Company Type: Tochtergesellschaft oder Geschäftsbereich

Company Size: 51 - 250

Revenue: < 1 million (USD)

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Job Ads found: 1817

Job Ads per Month: 37.9

Hiring Locations: 60

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