Danaher Jobs

Main role / Job Objective:

To develop new business and increase market share within Esko’s installed base in Vietnam

Main responsibilities and key activities:

• Meet and exceed sales targets in assigned territories or vertical segments

• Prospect and develop new business opportunities apart from traditional markets. Work with Application Sales & Marketing to map out segments that Esko’s solutions can be sold to

• Pursue, negotiate and construct appropriate terms of sales & identify all details in the order process to ensure eventual smooth installation & delivery at site

• Ensure sales leads are systematically followed up following trade shows, road shows & other marketing events

• Work collaboratively as a team with Esko channel sales to maximize market coverage and cooperation with channels. These include: -

• Complementary efforts from both direct & channel sales to expand Esko’s footprint in the assigned territories

• Esko direct sales working with channel field sales to ensure Esko is well positioned to win.

• Collaborate with cross departmental teams within the organization to develop successful sales strategies either directly with customers or with partners with the objective of driving revenue growth

• Plan & organize promotional events in collaboration with other departmental teams

• Provide feedback to marketing team or country/regional management on competitive price situations & competitors’ position in the respective territories

• Generate quotations and proposals through SFDC system and ensure database is updated with accurate & meaningful details. Ensures systematic, timely and proper use of SFDC system to build & follow up on leads, leading to sales realization

• Ensure accuracy of sales forecasting through weekly reviews & update of prospects list. Makes concerted effort to shorten forecast-to-sales realization cycle

• Timely submission of meaningful sales calls reports to reporting manager and update to SFDC.

• Concerted follow-up of overdue payments from customers in collaboration with internal Credit Control Dept

Qualifications and professional knowledge:

• Diploma or Degree in Engineering, IT, Printing Technology, Graphic Arts, Marketing

• Relevant sales experience in the Graphic Arts, Packaging/Printing or Wide Format Digital Printing industries. Experience in selling Software Solutions to the Printing or Packaging industry will be highly advantageous

• Proven solutions sales experience in packaging and print processes within the supply chain, preferably with software sales background or industrial sales background

• Wide network of contacts within the industry or graphics/printing technology institutes

• Proficiency in the local language of the country you operate in and English

• Broad understanding of IT applications

Competencies (personal qualifications):

• All of above, plus must have passion & high energy for sales (“hunter” calibre)

• Proven selling & negotiation skills (comfortable with selling the “intangibles” like software)

• Commercially astute with sufficient finance & marketing knowledge and ability to apply pragmatic commercial approaches in sales negotiations & closing

• Systematic in following up on leads & seeing through to completion

• Good interpersonal relationship skills with ability to handle multi level relationships

• Good contacts within the industry

• Good communication skills in the language of your region, and English

External contacts:

• Customers, channel partners, strategic partners, suppliers

Main objectives of the job and performance standards)

• Increase sales revenue & market share

• Margin protection by using value selling to ensure discounts are in line with company expectations

• Daily use and territory management using SFDC for management

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 (http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf) .