Sales Account Manager
Esko
Ghent, Belgium
4 dagen geleden

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.
  • 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
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