Data Capture ANZ Territory Account Manager
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POSITION INFORMATION :
TAM is responsible for focusing on end-users, but partner engagement is also required to leverage their resources and ensure effective coverage across geographies.
Your mission is raising customers’ satisfaction and market share in the region.
* Product Group : Data Capture
* Region : Australia, New Zealand
KEY RESPONSIBILITIES :
* Develop sales in a specific territory by serving existing customers, promoting products, and concluding orders.
* Map potential prospects customers in territory by listing customer needs and current suppliers.
* Meet portfolio revenue, volume, and price targets.
* Manage client portfolios by balancing mix and product availability.
Business Development :
* Develop clients' knowledge and understand client decision-making process and role of stakeholders (buyer, technical buyer, influencer, sponsor).
* Gather information on client midterm marketing plan / strategy (new product launches) to anticipate client future needs / expectations.
* Propose internally, for validation, new products / services for customers.
* Work closely with customers and potential customers to understand their needs and marketplace direction.
Contract Management :
* Prepare / present sales proposals and contracts reflecting pricing guidelines.
* Ensure contracts negotiation and escalate appropriately if the goal cannot be reached within the approved limits.
* Ensure contracts execution and follow up by monitoring the deliveries of the contracted volume.
Execution Reporting :
* Keep customers updated on contract progress and ensure targets are met.
* Collect forecast from customers and input into the system.
* Monitor the financial situation of customers towards risk of insolvency and escalate potential issues to the appropriate level in due time.
Customer Relationship Management :
* Monitor the quality of the customer relationship by assuring overall satisfaction.
* Identify client needs from the point of view of different stakeholders (purchasing, manufacturing, marketing, management, end users / consumers).
* Anticipate potential obstacles and rejections.
QUALIFICATIONS / REQUIREMENTS :
* Education : Bachelor in Business / Engineering or equivalent field
* Language : Fluency in local language and Fluent in English; written and verbal communication
* Experience : 5+ years in retail & healthcare industries on related products and applications
OTHER INFORMATION & SPECIFIC SKILLS :
* Good knowledge / relationship of key players, partners, and end users in the industry
* Proven track record of success in sales
* Strong team player who strives for continuous improvements
* Good communication and negotiation skills
* Knowledge of the sales processes.
* RESULTS ORIENTATION : A drive to achieve results and goals in the short and long term;
* CUSTOMER FOCUS : A drive to discover and meet the needs of customers (either internal or external);
* INTERPERSONAL CHARACTERISTICS : Open, communicative, give and take dialogue, seeks input from others, but not dependent on getting a consensus. Good listener – both in being receptive and in asking good, probing questions to illuminate an issue. Keeps people informed – the “what’s” and “why’s” of issues. Perceived as trustworthy, honest, non-political. Does not shy away from constructive conflict and confrontation. Able to work in a team / group environment (versus a strictly “hub and spoke” management style);
* MOTIVATIONAL CHARACTERISTICS : High energy level. High dominance (comfortable with authority and leadership), highly competitive achievement (drive to win, results orientation). High level of autonomy, and low need for structure and boundaries;
* SENSE OF URGENCY : A bias for taking action - spontaneous recognition of problems and opportunities.
COMPANY BACKGROUND :
Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.
Datalogic can boast over 50 years of history, during which it has achieved unique results : approximately 1,200 patents in multiple jurisdictions; 11 research centers and development (in Italy, USA, China, and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future.
Today, Datalogic Group has approximately 3,000 employees worldwide, distributed in 29 offices, with 11 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam, and Australia. Datalogic S.p.A. is listed on the STAR segment of the Italian Stock Exchange since 2001 as DAL.MI. In 2022, the Datalogic Group made significant strides and concluded the year by generating revenue of approximately €655 million. The Group is headquartered in Bologna, Italy.
Seniority Level
Mid-Senior level
Employment Type
Full-time
Job Function
Sales, Customer Service, and Other
Appliances, Electrical, and Electronics Manufacturing
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