Job Description
About Our Client:
Our client is a global MNC with a diverse portfolio of businesses that designs, manufactures, and markets a wide ranging of Medical, Industrial and Commercial products / services for the Packaging, Environmental, Life Sciences, Dental, and Industrial Technology sectors. We are working with their global market leading division focused on laser marking, thermal transfer printers and laser labelling & coding equipment specialising in serving clients in the Food and Beverage, Pharmaceutical, FMCG, Consumer Goods, Industrial & OEM industries.
Role Overview:
We are currently working with them to recruit a Pre-Sales Manager to look after their Australian market. With an established network of Distributors already in place this role will be focused on providing Technical & Pre-Sales support to help drive sales and increase their annual placement of both new machines and after sales revenue for the Australia market. Working closely with their Distributor partners you will be expected to provide Technical support through the proposals process by leveraging the "technical close" when selling solutions in conjunction with our clients' distributor partners in Australia.
The Key Duties & Responsibilities:
* Achieve revenue and margin targets by developing strong relationships with distribution partners
* Support all channel partners with product related material and information to ensure they are fully capable of selling the full range of labelling / printing / laser marking products
* Through support of their established network of Distributors (x4) you will be expected to help maximise sales revenues and increase market penetration for their range of coding, marking and imaging products and services to the customers within the Australia market
* Promote the company's value proposition and utilise insights regarding customer needs to continuously improve their value to prepare and successfully negotiate contracts with win-win outcomes
* Maximize sales by identifying and communicating compelling customer value propositions consistently, appropriate technology selection through surveying designated strategic account sites, competitive pricing models, payment terms, warranty, service contracts, supplies agreements at all designated Strategic Account locations
* Analyse customers' coding & marking needs, develop proposals outlining how company's solutions can fulfil these needs and be integrated with customer's existing systems and workflows
* Contribute in the assessment of customer requirements, present and discuss solutions and manage proof of concept or benchmark analysis
* Develop and deliver sales presentations & produce tender / proposal documents
* Estimate the cost, resources, time and technical requirements of delivering solutions
* Support the sales team in validation of a potential project; lead the definition of the business requirements, via a workflow audit and/or value stream mapping, resulting in a project scope & estimated ROI
* Working with a Project Manager, translate the business requirements into an appropriate business solution and a detailed statement of work
* Provide pre-sales level configuration diagrams, including technical review and approval to sales and/or sales management
* Detect and drive sales opportunities for consultative services and system integration
* Be recognized as a thought leader in your solution area of focus and able to apply that knowledge effectivel
* Focus and understand the strategic vertical markets' customers' needs and satisfaction, frame solutions and map competitors
Experience & Background Required:
* Ideally you will be a degree qualified Professional with a strong understanding of the print / packaging industry with a focus on FMCG, packaging, commercial print, supply & distribution industries
* To be successful you will ideally possess an engineering background with around 6 years' sales experience dealing with capital goods in a B2B / Key customer segment and/or experience of selling packaging / labelling / printing / laser marking machinery & equipment
* You will be able to point to a proven track record of achievement and technical solution expertise in a comparable sales role within the manufacturing industry including knowledge of advanced coding and marking solutions
* Able to work in either / or Home Based or office environment with a willingness to travel up to 80% of the time (travel within Australia)
What they can offer in return:
* With a global presence in over 135 countries world-wide generating over $1 billion in sales our client is able to offer the opportunity to work for a dynamic global company with a commitment to delivering a programme of continuous professional development
* With a policy of promoting global mobility within the organisation they can offer an unrivalled career path with the ability to work in different business units all over the world
Disclaimer: The Company complies with the Tripartite Guidelines on Fair Employment Practices (TGFEP), including the prevailing guidelines on recruitment. All qualified applicants will be considered for the position regardless of their age, race, religion, nationality, marital status, or family responsibilities. A more detailed discussion of the TGFEP is available on the Tripartite Alliance for Fair and Progressive Employment Practices (TAFEP) website at https://www.tal.sg/tafep.