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Technical Sales Manager (In Line Solutions NA)

Company: X-Rite
Location: Charleston
Posted on: November 19, 2021

Job Description:

X-Rite is seeking a Technical Sales Manager (In-Line Solutions NA) to join our team! This is a remote opportunity - our candidate can be based anywhere in the U.S within proximity to an airport.

Who We Are

X-Rite Pantone, an Operating Company of Danaher Corporation, is the global leader in color science and technology. We develop, manufacture, market and support innovative color solutions through measurement systems, software, color standards and services. X-Rite Pantone's expertise in inspiring, selecting, measuring, formulating, communicating and matching color helps users get color right the first time and every time, which translates to better quality and reduced costs. X-Rite Pantone serves a range of industries, including printing, packaging, photography, graphic design, video, automotive, paints, plastics, textiles, dental and medical.

Your Challenge:

The Technical Sales Manager is responsible for the sale of X-Rite's In-line solutions in North America. You will call on prospective customers, provide technical expertise, product information and/or demonstrations, and submit proposals. You will be responsible for new account development and growing existing accounts within a specific industry or product segment.

Responsibility to develop the overall in line business to ensure sales and financial targets are met. You will be in close contact with the BU for In-Line Color Measurement located in Germany and support the existing sales channel in NA.

In your main role at X-Rite, you will:
Annually, develop and implement tactical sales plans consistent with achieving a sustainable sales growth year over year, by providing solid market intelligence, forecasting future customer buying activity and industry trends.
Technical and commercial support of our sales channel and partners for sale of capital equipment.
Demonstrate our In-Line solutions at prospective buyers and serve them until completion of sale.
Identify and interpret customer needs and answer questions to assist in the selection, application, and operation to provide the best solution of color measurement and control for production machines with our customers.
Work closely with Sales Management on specific account penetration plans and establish relationships at the appropriate levels to ensure that revenue goals are met or exceeded.
Act as the Customer Advocate to expedite orders, when needed, to maintain positive customer relationships.
When needed, assist Finance in the collection of overdue receivables.
If applicable, manage assigned Independent Sales Representatives for assigned territories and give the proper support to ensure they meet or exceed their sales revenue targets.
Regularly report and communicate to sales management: sales forecasts, order activity, stages of negotiations, pricing levels and competitive information. Work with Vice President and Directors of Sales, to forecast and reach acceptable territory market shares. Update/maintain on a regular basis forecasting system in accordance with sales administration requirements.
Keep informed of significant market and industry trends, and competitive positioning in relation to these trends.
Engaging daily with and other tools provided by the company to update customer records and profiles, record activity, provide forecasts, and process opportunities through the sales stages and record key account plans. Responsible for the timely distribution and follow-up on X-Rite generated sales leads.
Attend and support X-Rite national and regional industry trade shows. This may include participating in the trade show booth set-up and tear down.
Manage and maintain X-Rite demonstration instruments and ensure that they are properly calibrated and current.
Responsible for managing expense allowances to obtain the greatest return on X-Rite sales dollars. File expense reports in a timely manner.

Your Education and/or Background Experience will have:
Bachelor's degree in electrical engineering, mechanical engineering, color science, or related field. Master's degree preferred.
Two to five years sales experience of capital equipment with ability to lead all aspects of the selling cycle from negotiation to close.
Direct selling experience in a business-to-business environment; demonstrated ability to sustain superior performance in a full range of selling activities which include hardware, software, and services. Proven track record to achieve or exceed assigned sales target.
Ability to effectively interact with all levels of an organization. Excellent communication skills, both verbal and written. Solution selling skills a must.
Strong background in the paper industry and process control is preferred
Proficient computer skills, including sales automation software, Microsoft software suite (Word, PowerPoint, and Excel) are required. Other software programs may be added as the company evolves.
Ability to travel 50% - 70% of the time. This position can only be successful with frequent in plant visits to build and maintain customer relationships. Possession of a passport to travel internationally, specifically Germany for training during on boarding and when needed during sales care.

When you join us, you'll also be joining Danaher's global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you'll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System tools and the stability of a tested organization.

Danaher Corporation and all Danaher Companies require all US and Puerto Rico employees to be vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation as required by law.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here .

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation.

If you've ever wondered what's within you, there's no better time to find out.

Keywords: X-Rite, Charleston , Technical Sales Manager (In Line Solutions NA), IT / Software / Systems , Charleston, South Carolina

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