solution Sales Manager, asia indirectDover Corporation

Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full range of reliable and innovative inkjet, thermal transfer, laser, print and label application systems. Markem-Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.
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Roles & Responsibilities:
Responsible for the development of annual and medium-term business plans to increase Solution business size within MI ASPAC ID.
To own and manage the Solutions Sales process in ASPAC ID, collaborate with Channel Development Managers to drive Channel Partner to build leads, identify sales opportunities, update SFDC, review needs and requirements of projects, work with Solution Architect/Consultant to design the solution and explain the solution to partners & end customers and to close opportunities.
Prepare and deliver quotations, negotiate prices and terms & conditions, coordinate the project handover to the Delivery Team and ensure successful project delivery from the MI and Partners' delivery team.
Responsible to drive all solutions sales efforts for ASPAC ID by interfacing at the corporate level with customers, decision makers, channel partners and CDMs.
To guide, mentor, develop and train the Channel Partners in ASPAC ID to become competent with Solution Selling capability.
With support from Channel Development Managers, to identify and recruit new Solution Partners to enlarge the route-to-market of MI Solutions business in ASPAC ID
Responsible for the regular cadence of meetings with Partners to review the progress of solution activities. Ensuring sales activities and data are duly and correctly updated in the SFDC (Sales Force).
Be willing to travel extensively in ASPAC ID for site visit and on-site discussion and for channel partners meetings, estimated 50% of time (when travel restriction is lifted).
Continuously develop product and solution knowledge, able to learn the latest market trends, competition movements and improve personal soft-skills in negotiation, presentation and selling capabilities.
Key Competencies:
Performance motivation
Results driven, strive to meet and exceed expectation with business growth mindset.
Willing to accept challenging tasks, highly motivated and able to overcome hurdles and challenges.
Achieves the assigned annual targets.
Strive to develop alternatives ideas and to approaches to issues.
Able to demonstrate strong personal commitment to the goals and planning.
Prepared to lead strongly with the ability to influence, lead from the front and take accountability.
Resilience & Discipline
Able to deal with adversity, stress and ambiguity, and able to make appropriate decisions under such circumstances.
Open attitude to receive constructive feedback with a positive mindset and reflection for self-improvement, and take it as an opportunity to grow.
Remain in control under pressure.
Maintain high discipline and high level of professionalism in dealing with all stakeholders, internally and externally.
Leadership & Influencing Skills
Able to step-up and take charge among peers and partners to develop the right direction with a win-win mindset.
Able to clearly articulate and filter through ideas in a constructive manner to other team members both internally and externally.
Stay positive and optimistic, able to exemplify the same sentiment to others.
Not afraid to speak up and taking an alternative a stance in a professional way even if the points are not aligned with the others within the team.
Able to provide training, mentorship and guidance to Channel Partners in solution selling.
Visionary
Able to set, communicate and present long term goals to partners, peers and the management.
Able to convert the company vision into strategic actions and implement the actions.
Develop a personal policy based on both internal and external factors.
Able to consider cross functional limitations, internal boundaries and differences within and beyond the organization and act within these constraints to achieve goals.
Market Knowledge
Identify the market trends, competitors positioning and make timely decisions to protect and/or strengthen MI market position.
Identify Partners' driving factors and goals, align them to MI strategy.
Able to gather competitor market information.
Maintain high level of vigilance to market development and changes, able to position MI strategically to gain advantage of the trends.
Taking an innovative approach with appropriate risks to gain market share.
Result Oriented
Willing to be measured and tracked by the defined KPI's.
Proactively work with all contributing stakeholders and influence personal and team goals.
Identify hurdles, propose solutions and roadmaps toward achieving the goals in a disciplined and timely manner.
Adhere to deadlines.
Knowledge and Skills:
Possess strong solution selling skills, able to stay focused throughout the sales cycle.
Strong influencing skill, able to work with partners and influence them to pursue projects.
Good knowledge of printing & coding industry as this is relevant in CoLOS solutions.
Know the decision making process and organizational layers of the Target Account management and Channel Partners.
Understand Systech strategy in the area of global serialization (and other areas) and able to articulate this direction to their account base.
Experience with CRM tool and Sales Forces (SFDC).
Appropriate industrial and application knowledge in F&B, Pharma, CPG and semiconductors.
Deep understanding of IT Infrastructure (Networks, ISA95 standards, Integration to ERP/MES/WMS)
Outstanding Competitive Selling and Negotiating Skills
Highly developed communication skills; demonstrating strong verbal and written abilities.
Strong numeric/analytical capabilities within (but not limited to) financial, system quotes, forecasting, and problem resolution.
Proven experience in preparing/delivering group presentations.
Work Experienced Required:
Bachelor's Degree in Engineering, or related field.
Minimum 5 years of experience in Solution selling to the industrial and manufacturing space, ASPAC regional experience is preferred.
At least 3 years of experience developing business plans and executing strategies to pursue solution project in highly competitive market.
At least 3 years of working experience through channel partners ecosystem environment, selling project through channel partners.
Understanding of Factory/Warehouse Distribution workflow & processes, Material Handling/Packaging Equipment and Integration is a plus.
Establishing and maintaining good relationships with customers across different geographies
Leadership/Project Management in a matrix organization.
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All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.
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Dover Corporation

Makati City, Metro Manila
Permanent
Full-time