Global Strategic Accounts Manager

Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life around the world. Our family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries, including health care, environmental and communications. We are a globally diverse team of 66,000 associates united by a common culture and operating system, the Danaher Business System, which serves as our ultimate competitive advantage. In 2013, we generated $19.1 billion in revenue and our market capitalization exceeded $50 billion. We are ranked #152 on the Fortune 500 and, during the past 20 years, our stock has outperformed the S&P 500 Index by nearly 2,800 percent.

Videojet Technologies (a Danaher company) is the leading provider of product and case coding solutions to a wide range of industries including food, beverage, pharmaceutical, personal care, electronics, chemical, and aerospace. Our Uptime Peace of Mind® brand promise means Videojet listens to our customers’ needs and provides the right equipment, supplies and software combined for reliable performance. As the global coding and marking leader, Videojet has more than 275,000 units installed worldwide, coding on 20 billion products a year. Videojet’s full printer and supplies portfolio includes continuous ink jet, laser, thermal transfer, drop-on-demand ink jet and thermal inkjet printers and print and apply labelers.

Company Specifics

• Videojet Technologies Inc. / Wood Dale, Illinois
• Company President: Brad Ellis           
• Hiring Manager: Dario Perenze
• Total Headcount: Approximately 3,600
• Annual Revenue: Approximately $1,000 million
• Annual Profit: Highly profitable
• Product Lines: Coding, marking and imaging equipment and consumables (specialty inks, parts, and service) for use in a broad range of industrial and graphics markets including: food, beverage, pharmaceutical, automotive, aerospace, electronics sectors)
• Distribution Channels: Direct sales and service channels in all major geographical markets, supplemented by an extensive network of independent distributors.

Purpose of the Position

• Primary responsibility to maintain high level global account management relationships with particular emphasis on incremental new equipment placement into new and existing factories creating increased site penetration effectiveness. Secondary responsibility to effectively deploy global account strategies globally through the regional GSA team and regional sales organisation through active communication to both direct and indirect channel associates.

Key Responsibilities

• Work with Strategic Global Account to identify current and future business opportunities by producing strategic plans optimizing the specific GSA strategic success factors.
• Maximize sales by driving communication, identifying compelling customer value propositions, appropriate technology selection, competitive pricing models, payment terms, supplies agreements, extended 5 year warranty programs at all designated Strategic Account locations
• Develop a comprehensive understanding of the selected accounts businesses, drivers, initiatives and the critical success factors. As part of the Strategic Account Team use this knowledge to develop value-added strategies and manage their consistent delivery in the designated GSAs in the Videojet regions.
• Provide local leadership, direction and ensure compliance of all selling activities in designated accounts in a matrixed  global organization to:

• Communicate Videojet’s value proposition to designated Strategic Account sites in a consistent manner
• Survey designated Strategic Account sites to select appropriate products
• Review standard Strategic Account partnership agreements, pricing, warranty, payment terms and service contracts at the sites and propose / execute changes where necessary

• 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 organisations: Work with subsidiaries, distributors / distributor managers and OEM team to ensure our field-organization is highly engaged and works complementary to GSA Manager’s efforts and handles the execution at each local customer site.
• Ensure understand and progress of each GSA project by regular funnel reviews using SFDC as the central tool for both subsidiaries and distributors; make sure, that all projects and key contacts are in SFDC with all sites and all details

Relationships

• Reports to: Global GSA Director
• Other Key Relationships:
  • Regional VP & GM
  • Local Country Managers, Sales Managers & Service  Managers
  • Local Sales Engineers and Technical Support
  • Distributor Managers in all regions
  • Product Specialists in all regions

• Directs project management for product modifications and certification at designated key Strategic Account sites within the region.
• Gives input and seeks advice from GM Global GSA,, Finance and Legal to create contracts that are fair and reasonable to Videojet, as well as to our Strategic Accounts.

• Reports:  None

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 VJ 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

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, material handling equipment, factory automation, etc.)
• Successful management in a complex “matrixed” organization.
•  Examples of creating or working successfully in an established process oriented sales organization

Education

• Engineering or technical undergraduate degree strongly preferred.  Undergraduate degree required.
• MBA preferred

First Year Expectations  Are these in order of priority?

• Identify all the facilities globally related to the designated GSA, 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 GSA project funnel and drive projects to closure.
• Visit GSA key manufacturing locations to understand their challenges.
• Visit Technical Centre to monitor early Strategic projects
• Identify similar GSA locations where their projects could be repeated

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 Transnational opportunity working with industry leading strategic accounts

Why Videojet?

• Videojet is a global organization of more than 3,200 600 professionals, dedicated to serving our customers through teamwork, cooperation, innovation and the continuous pursuit of excellence in all business.
• We offer a wide range of exciting career opportunities for those who seek a challenging, fast-paced, results-oriented environment where personal contributions are recognized and rewarded.
• As part of the Danaher team, you'll learn and become highly skilled in the powerful Danaher Business System. You'll have the opportunity to work with a premier management team that takes the professional development of Videojet and Danaher associates very seriously. You'll find that Danaher's broad range of products and services makes it possible for us to offer a variety of meaningful, challenging career opportunities working in our diverse business groups.

Videojet Technologies 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.