Sales Account Manager

Job Description

Job Description Job ID: ESK003639
About Us

Esko is the worldwide market leader with software for packaging buyers, designers and manufacturers and hardware products for the packaging, label, sign and display industries. With Headquarters in Gent - Belgium, Esko employs around 1,500 people worldwide. Its global sales and support organization covers Europe, the Americas, Asia/Pacific and Japan. In our factory we produce high-quality cutting tables, which offer an all-round cutting solution for any application: from sign making, display production, sample making and short to medium corrugated production.

Description
As Sales Account Manager you will be selling the full Esko product range within the pre media / Trade shop environment in the Benelux Region. You will guide customers from their current to the future state of automation with the added value of the full range of solutions provided by Esko, maintain and improve the quality of our relationship between customers and Esko to increase revenue (recurrent and non-recurrent).Main responsibilities and key activities:
- Meeting & exceeding sales targets.
- Prospecting for new business at existing and new customers
- Managing existing accounts in the packaging markets including trade shops, pre-media, folding carton and flexible packaging companies.
- Sell full Esko portfolio, with focus towards value selling to customers with a focused approach towards software and hardware - including the CDI imager, XPS exposure unit (and Kongsberg digital finishing ranges where applicable)
- Provide effective solutions for our customers in cooperation with the application sales manager.
- Establish good business contacts - Generate high quality proposals - Pursue strategies for targeted projects
- Keep abreast of developments & business opportunities in the markets you cover and be focused on the follow-up of these opportunities by applying appropriate sales, negotiation & closing techniques.
- Implement the go-to-market strategy for new products / solutions in your respective market.
- Provide market intelligence and feedback on competitors' developments, pricing & position in the respective segments to enable appropriate marketing plans to be developed for driving growth.
- Disciplined in using SalesForce and the various CRM & IT application tools available in our organization to enable you to better manage your region, sales process and information sharing.
- Observing the market and representing Esko in the Graphic arts community.
Job Requirements
Qualifications
- At least 5 years hands-on sales experience in a high-tech B2B environment/ in digital printing/ packaging or commercial solutions/ IT. (preferably in the environment as described above)
- You have practical experience with direct and indirect sales channels.
- Your way of selling is Consultative with a Value selling approach (ROI)
- A degree in Printing Technology, Graphic Arts, Engineering, IT or related fields.
- An understanding of reprographics and packaging printing.
- Knowledge about the packaging industry and its actors is considered as a plus.
- Broad understanding of Software and IT applications.
- Knowledge about finance fundamentals.
- A flexible attitude to working and your willingness to travel more than 70%.
- Preferably industry hands-on production experience with Esko systems.Personal qualifications:
- Commercially astute with the ability to apply pragmatic commercial approaches in sales negotiations and closings (you are comfortable with selling the 'intangibles' like workflow solutions, software, services)
- Successful in both up-selling to existing customers and developing new customers
- Your mother language is Dutch, and you are proficient in English and preferably also French.
- Self-motivated with good interpersonal skills
- Willing to continuously learn and improve
- An excellent communicator and have a willingness to succeed
Danaher Corporation Overview
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.