Danaher Corporation Vision / Quality Inspection Area Sales Manager Mexico / Channel Partner Manager LATAM (excl. Brazil) in Mexico City, Mexico
This position is going to be filled at Laetus GmbH. We are part of the Danaher Product Identification Platform (PID) which includes Videojet, Esko, X-Rite Pantone and other companies, known for their work in the packaging workflow. These companies provide solutions for every step of the workflow including color inspiration and specification, packaging design and pre-production, production quality assurance and packaging marking and coding. Laetus is an expert in the marking and coding environment.
5-10 years of direct sales experience.
B2B experience selling complex industrial products and solutions.
Experience in 1 or more vertical markets is an asset (packaging, Visual inspection, Track And Trace in Pharma, medical devices, FMCG, nutrient business).
Formal sales training and/or experience in value selling.
Hands on experience using a CRM (i.e. Salesforce.com).
Ability to develop and execute to a business plan and manage territory as it is one’s own business
Engages stakeholders and internal resources to best serve customers
Listens to voice of the customer and asks great questions which inspire breakthroughs for our customers
Willing to move to action quickly and not get derailed in details or fear of failure
Uses metrics, KPI, and forecasting to self-manage productivity
Develops, nurtures, and understands health of customer opportunity funnel and openly works with leadership and sales operations to ensure best results
Fluent in Spanish and English
Ensure sales budget delivery through a channel of agents/distributors in the assigned region
Increase Laetus market share within Vision Inspection
Execute commercial excellence in account management focused on driving growth strategies with existing agents/distributors, marketing and increasing market share
Generate sales and successfully launch new products in the market
Effective channel management to ensure that the channel keeps growing in line with the available market.
Manage agents/distributor performance through best in class business practice
Ensure operational controls are administered and monitored
Establish and maintain key relationships at all levels in the agents/distribution organisation, in order to leverage contacts and information
Increase channel competitiveness and strength through adequate business enablers (knowledge, skillset, focus, programs)
This highly autonomous role requires strong business acumen, planning, and the ability to execute strategically
Followership: can quickly establish credibility, trust and support with all levels of the organization and with Customers
Zoom in/ zoom out: ability to perform detailed analysis, connect insights, articulate the solution, and execute at a tactical level
Collaboration: manage relationships, deliverables, expectations and leverage expertise of business units and functions across Laetus and PID
Resilience: maintain a positive “we will win” attitude in the face of obstacles
Ownership: approach work with a strong sense of accountability, commitment and urgency
Growth mindset: creatively develop paths forward to growth where others get stuck, commit to continuous improvement at personal and organizational levels
Self-driven problem solver: confidence and self-motivation to proactively identify root cause of issues, propose solutions and fill leadership gaps
Able to travel up to 75%
Tasks / Responsibilities:
Develops monthly sales territory and account / partner plans to achieve assigned targets.
Executes planned activities and documents in Laetus CRM
Manages all opportunities utilizing CRM and following standard sales process steps.
Prepares and presents a monthly funnel review utilizing CRM to demonstrate the quality of the funnel, activity plans and command of the account base.
Prepares and presents monthly forecast by accurately managing opportunity dates, dollar value and probabilities in CRM.
Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
Develops a network of customers, partners and industry contacts in the territory to position Laetus as a key member of the product ID platform
Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market providing input during monthly business review
Participates in sales activities including: customer site visits, telephone contacts, trade seminars and shows, product demonstrations/evaluations, customer seminars and channel management.
Acts as a mentor for the growth and development of other Area Sales Managers .
Provides key field input in corporate programs including market research, Kaizen events and equipment beta testing.
Help build an environment that encourages creativity, operates with honesty and fairness, is open to new ideas, and encourages and solicits contribution of ideas
Support and assist management in identifying where change will be beneficial to the company/department, promote change, be supportive of change and help accomplish change
Promote concept of serving internal and external customers with quality service in a timely manner
Support learning and be a mentor in the areas in which you have strengths and create opportunities for learning to occur with others
Provide timely, open communication to all Laetus customers, distributors and personnel in the region
Communicate sales and operating plans, initiatives and performance to regional sales team, in a timely manner
Keep abreast of new technology and activities in industry
Keep abreast of industry sales trends
- According to signature rules V 01 118
Danaher Business System Tools
MS Office applications
Laetus product configuration and pricing tools
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) .