Lifecycle Sales Account Manager - Consumables (Canada)

Job Description

Job Description

Who are we :

Heidelberg Canada Graphic Equipment Ltd. is a reliable and highly innovative partner to the printing industry. Our brand has been synonymous with quality and future viability for more than 170 years.

This means that we are a company with a long tradition, but at the same time we help define the future trends in our industry thanks to state-of-the-art technologies and innovative business ideas.

We are dedicated to our equipment, our technology, our associates, and our customers. Come join the team!

Lifecycle Sales Account Manager Consumables (Canada : Ottawa and Maritimes)

Department : Consumables Sales (Eastern Region)

Location : Ottawa Ontario

Pay Range : $CAD - position paid in Canadian dollars

What we are looking for :

The Eastern Region Lifecycle Sales Account Manager is responsible for achieving territory sales quota, ensuring customer satisfaction, building market awareness, identifying, and building new business.

As well, this role must work cross-functionally within Heidelberg to ensure the success of the product line and customer satisfaction.

Groups include our Account Management team, Sales Specialist team, product management group, marketing, parts, service, and operations teams.

Serving customers is the cornerstone of our business, and the Lifecycle Sales Account Manager is expected to deliver personalized, consistent, competent, and proactive sales support;

the Lifecycle Sales Account Manager must always exhibit professionalism.

Location : Based out of Ottawa, Ontario and handling Eastern region sales in Ottawa and the Maritimes. Working from home office, daily travel to local customers.

Other travel as required.

Ideal candidate will have technical skills and experience in offset print production, background in print related consumables sales, or print industry capital equipment sales.

What you will do :

This position is accountable for achieving the sales targets for its products through a combination of direct sales and working cooperatively with the Lifecycle Leadership team, Heidelberg’s Sales Account Managers, Consumable Customer Service Representative staff, Logistics, and other departmental staff.

Using insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Heidelberg solutions.

• You will effectively manage mid-level management customer relationships and be expected to disrupt their thinking and build consensus within diverse stakeholders to deliver Heidelberg solutions.
• Design and implement sales strategies to ensure the company meets its revenue objectives by growing new and existing accounts.
• Job responsibilities include selling the full range of Lifecycle products and solutions to new and existing customers within the assigned territory while also keeping customers up to date on the latest product offerings.
• This position must demonstrate a strong understanding of print and finishing production processes (conventional, UV, and digital), print quality, color management, and workflow to advise customers about solutions.
• Proficient in developing and presenting proposals, quotations, ROI and cost analysis to customers, presenting in demonstrations, and closing both transactional and contractual sales.
• Job responsibilities also include providing technical product support and tactical pricing and sales support to customers and the Sales Account Manager.
• Identify opportunities for Prepress, Press, Postpress and Parts & Service. Look for opportunities to leverage consumable bundle programs to help the purchase of Heidelberg equipment, technology solutions, or repair.
• Maintain company CRM system reporting all customer activity, opportunities, accurate forecasting, and competitive install base.

Meet minimum assigned call activity guidelines using all multichannel processes including but not limited to face-to-face, Phone, email, direct mail, and text.

Build relationships between the Canada sales team, product management team, marketing, operations, service department, business development and competitive analysis.

Monitor customers after purchase, facilitate customer issue escalations, when necessary, with Heidelberg’s Application Support Team.

Actively promote Lifecycle Solutions in the assigned territory through social media, participating in industry events and supporting customer events and shows.

Education and Experience :

• Minimum 5 years’ experience navigating operational organizations and driving sales targets.
• Post Secondary education is preferred.
• Print industry background is preferred.

Skills :

• Effective written and verbal communication skills with the ability to interact with all levels inside and outside of the organization.
• Bilingual French and English verbal and written communications skills are critical
• Polished sales presentation techniques and proven sales techniques
• Intermediate personal computer skills including Word, Excel, Outlook, and CRM
• Strong analytical skills and proficiency with pricing and sales forecasting.
• Ability to analyze complex situations and arrive to sound conclusions that benefit both the customer and Heidelberg.
• Ability to travel daily, depending on customer site and needs.

Benefits :

Full extended medical, dental and retirement program benefits provided

Important Message :

Heidelberg Canada is committed to providing equal opportunity and valuing diversity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, color, religion or belief, national or social or ethnic origin, citizenship status, sex, pregnancy, age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and / or expression, marital, civil union or domestic partnership status, past or present military service, protected veteran, family medical history or genetic information, family or parental status, or any other status in accordance with the requirements of all applicable federal, state, and local laws.

Compliance :

Must be authorized to work in the Canada without sponsorship.