National Account Manager

Job Description

Videojet Technologies, Inc. is the global leader in the manufacturing of coding, printing and marking products. This high technology product prints variable information, such as expiration dates on grocery products, packaged goods, pharmaceuticals or catalogues. As the market share leader, we have operations in over 30 countries with 2600 employees worldwide. A wholly owned subsidiary of Danaher Corporation ( [ Link Removed ] ), Videojet is the core of the $800 million Product Identification Platform. We offer an entrepreneurial environment that is team-centered, customer-driven, quality-focused and growth-oriented, guided by the phenomenally successful Danaher Business System. Working at Videojet, gives you access to a robust career development process and challenging, “stretch” opportunities.

National Account Manager

About the Role:

As a National Account Manager for Videojet Technologies you will represent the world-leader in the product identification market, providing in-line printing, coding, and marking products, application specific fluids, and product life cycle services. You will work with a portfolio of Key Strategic customers to grow Videojet’s share of product identification products and services.

Purpose of the Position

Significantly increase Videojet’s market share in the United States and Canada US. This position will establish mutually beneficial master purchase agreements while selling the full market basket of available Videojet products and coding technologies for product identification.

Location:
This role can be based anywhere in North America, and up to 60% travel will be required.

Key Responsibilities
• Work with customer key decision makers (VP, Director and C Level personnel) to understand all corporate level projects related to package coding and mass serialization, including time frame, specific requirements and potential competition.
• Obtain corporate level agreements to use Videojet products and services, broadly as the “preferred” supplier as well as for specific projects
• Work closely with Regional, OEM and specialty sales group to ensure that corporate level agreements get executed at the individual plant level.
• Interact with Product and Vertical Segment Managers to identify and act on market trends, areas of potential competitive advantage, current product or service shortcomings, and unmet market needs.
• Grow Videojet’s market penetration and share of coding and marking products sales to key strategic customers.

Relationships
• Reports to: Director of Strategic Accounts North America
• Other Key Relationships: Works closely with Videojet Direct Sales Team and entire Organization (Product Service, Technical support, Vertical Market Managers, Sales Admin, Inside Sales, operations and finance teams within Videojet, other Regional OEM Account Managers).
• Subordinate Staff: No direct reports.

Key Competencies
• Corporate Level Selling – Ability to access high level decision makers, assess their needs and provide winning value propositions. Also includes negotiating large, multi-year, multinational deals and achieving an outcome that is financially positive to Videojet while satisfying the customer’s needs and positioning us for future business.
• Industry Domain Knowledge – Able to communicate with personnel within the industry in “their language” and propose solutions that directly address their specific needs.
• Communication skills - Create and clearly, crisply communicate unique value propositions to the customer and manage complex sales issues within the Videojet organization.
• Team Player— Need to coordinate with other Videojet sales people and support personnel to achieve a desired, agreed upon outcome
• Leadership skills –Drive sales through targeted customers and follow through at varying levels of the Videojet organization towards on time delivery of complex coding and marking projects.
• Project Selling – Follow up and stay on top of long sales cycle of multiple projects whose requirements often change over time

First Year Expectations
• Drive Videojet sales to portfolio of named strategic CPG, Packaging, Food and Beverage companies.
• Drive site audits (following standard work) for at least (2) accounts – all mfg. sites.
• Obtain deep level meetings (Dir/VP level – non-procurement) with a minimum of three accounts
• Demonstrate deep understanding of all Videojet product/technology offerings and how to apply the equipment in various applications (customer needs, competitors, target verticals, relevant applications, and dynamics) based on VOC gained through sales calls, internet research and networking.
• Work with Senior Marketing Manager to create and execute an Account Based Marketing plan for 3 of the assigned accounts.
• Drive all sales activity, large project forecast, and funnel management with the Regional Sales Managers and territory sales engineers.
• Achieve revenue sales target for assigned accounts.

Why is this a desirable position a candidate would want to consider?
• Key player for a strategic growth initiative for a division of a Fortune 250 company.
• Opportunity to gain additional practical sales and marketing experience and exposure to “world class” management systems.
• High performance culture and success driven peer group.
• Excellent opportunity to develop leadership skills while collaborating with field sales and service teams.

Skills and Competencies:

• Education – A bachelor’s degree.
• Work Experience – A minimum of 5 years of experience with a proven track record of capital equipment sales within the industry. Sales of packaging line related equipment preferred.
• Special Skills – Sufficient technical ability to understand the key operating principles of a wide array of various printing or identification technologies and the skills to propose multi-product integrated solutions that address customer specific needs
• Travel Required – 60% of the time. High concentration in the Midwest and North East but will need to visit facilities across the U.S.

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.

At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.