Regional Sales Manager

Danaher CorporationNew York, NY16 days ago

ALLTEC is one of the international market and technology leaders for innovative laser marking systems. We offer our solutions through our own brand FOBA as well as through our strong partners Videojet and Linx. As a global technology center for laser marking solutions, ALLTEC is part of the product identification division of the publicly traded Danaher Corporation.


FOBA is a leader in camera-based precision systems, machines and workflows for laser marking and engraving. We help our customers to ensure the traceability of their products, to protect their quality and brands, to design products and to respond to trends and regulations at an early stage – especially in our key markets of medical technology and the automotive, aerospace and electronics industries. With decades of laser application expertise, technology leadership in camera-assisted laser marking and consistent customer and service orientation, we can refer to several thousand successfully installed systems worldwide.


Key Responsibilities:

Responsibilities Measurement

Developing and implementing sales process improvements (e.g. – value selling / solutions orientation / sales funnel utilization)   Sales revenue growth; Meet or exceed direct sales targets for Laser Customer and Industry relationship management   Customer retention and share growth; incremental share gain through competitive displacements Proactive selling approach   Identify and recruit target market accounts and potential new customer matching sales strategy Direct territory management including developing and implementing sales channel effectiveness strategies   Sales revenue growth; overall margin contribution; sales vitality index (sales to new customers, sales of new products, sales displacing the competition).


Qualifications:

  • Bachelor’s degree in either technical or business field of study 
  • Demonstrated success in each of the described competencies in a business-to-business capital goods selling environment. 
  • Sales management experience in factory automation or packaging is a definite advantage. 
  • Travel is required ranging from 50% to 60%. 


Competencies:

  • SALES GROWTH ADVOCATE: Prioritizing opportunities and the specific actions required to capture them; motivating the regional sales force to monetize opportunities into sales growth. 


  • RELATIONSHIP BUILDING: Lead the region’s efforts at maintaining and building relationships with customers and industry leaders. Motivate and coach Distributors to effectively build these relationships as well. 


  • SALES PROCESS IMPROVEMENT: Driving improved sales efficiency and effectiveness through the rigorous use of sales management tools such as “sales funnels” and “ROI based selling”. Strong implementation of DBS tools as you drive improvement in process.


First Year Expectations:

  • Exceed direct sales targets for Laser product family.
  • Identify and recruit target market accounts and potential new customer matching sales strategy.
  • Develop and implement specific processes to identify and prioritize major sales opportunities and to communicate to the organization the specific actions necessary to win these orders.
  • Improve organizational use of the “sales funnel” and KPIs as daily management.
  • Develop partners/reps in region
  • Develop a strategy to generate additional opportunities 


Relationships:

  • To whom does this position report?
  • Sales Manager – Americas 


Alltec FOBA/Videojet Technologies Inc is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.

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