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Regional Solutions Engineer

Danaher

This is a Full-time position in Ashland, VA posted February 3, 2021.

This is us Videojet Technologies (a Danaher Company) is a world-leader in the product identification market, providing in-line printing, coding, and marking products, application specific fluids, and product life cycle services. Our goal is to partner with our customers in the consumer packaged goods, pharmaceutical, and industrial goods industries to improve their productivity, to protect and grow their brands, and to stay ahead of industry trends and regulations. With our customer application experts and technology leadership in continuous ink jet (CIJ), thermal ink jet (TIJ), laser marking, thermal transfer overprinting (TTO), case coding and labeling, and wide array printing, Videojet has more than 325,000 printers installed worldwide. Our customers rely on Videojet products to print on over ten billion products daily. Customer sales, application, service, and training support is provided by direct operations with over 3,000 team member in 26 countries worldwide. In addition, the Videojet distribution network includes more than 400 distributors and OEMs, serving 135 countries. The Regional Solutions Engineer is responsible for working closely with the NE Sales teams and Regional Sales Managers to facilitate combined equipment sales and service growth through solutions-based selling models. The Regional Solutions Engineer will be well-versed in technical solutions, including application expertise for equipment integration and remote service connectivity, and commercial service offerings. In additions the Regional Solutions Engineer will be responsible for assisting in sales training of Sales Engineers to reinforce aptitudes of the various technologies, enhancing presentation and demonstration skills. The primary objective is to provide service support to an increasingly complex sales process, while packaging sales of advanced service offerings to meet changing customer needs. In addition to supporting the sales process, the Regional Solutions Engineer will be responsible for project management functions in several key areas of our business: (1) project management of complex or sizable remote service installations, (2) project management of trials of VJ equipment in large opportunities and (3) project management of installation and training in support of large, multi-unit orders. (4) Assist in the training of SE’s to increase knowledge of various technologies while supporting and monitoring presentation and demonstration skills. The Regional Solutions Engineer must work closely with the NE Regional sales teams to improve Service product quoting capabilities and assist in Service product positioning in order to drive sustainable revenue and OP growth for Videojet NA. Additionally, must work closely with Field Service and Technical Support resources to ensure technical requirements are met and product installations go smoothly. This position will require direct engagement with customers, Sales, and Service, in a coordinated effort to drive equipment growth and customer satisfaction. Your responsibilities as a Regional Solutions Engineer at Videojet include: Support the execution of competitive displacement strategies in the NE Region through the AP channel, including direct selling activities at customer sites in partnership with Videojet’s Sales Engineers Conduct on-site pre-sales application audits to ensure proper equipment configurations and solutions are defined for customers. Ensure on-site trials are properly spec’ed with the correct equipment and accessories needed for an application; coordinate installation, training, and follow-up with customers and Videojet personnel Coordinate installation and training with customers and Videojet service personnel to ensure customer satisfaction is achieved post-new equipment purchase Perform key project management tasks in support of sales opportunities and service execution Support NE Sales Training Train Sales Engineer’s on Specific Technologies- focusing on Core Product Families Prepare Mock Demonstrations and accompanying during customer visits Grade and Rate for Continuous Improvement Monitor and review proposals for accuracy Drive remote service penetration across NA via direct engagement with customers. Manage a sales opportunity funnel as a subset of regional industrial sales opportunity funnels, focused on combined equipment and service opportunities KEY SUCCESS METRICS: · Equipment Revenue Growth – Improve equipment sales performance, measured by revenue per SE, to deliver annual revenue growth. Work cross functionally with AP Sales Engineers and Service Product Management to drive incremental growth, positioning the right service products based on customer need. · Service Contract Growth – Increase AP service contract attachment YOY. Ensure creative and effective execution of EQ-Service bundling to drive increase in revenue and contract penetration. · Remote Service Activations – Increase number of remote service activations to supplement Videojet’s Field Service team with advanced troubleshooting support from office-based Technical Support resources to create a stronger competitive advantage with Videojet’s service capabilities. · Equipment Win Rate – Improve equipment win rates by increasing field trial success and enabling solutions-based selling to more effectively position service offerings with equipment. · Customer Satisfaction (Net Promoter Score) – Improve first time installation success rate via detailed project management and customer coordination; ensure training plans are in place and executed for large installation projects and customer sign off is achieved KEY COMPETENCIES: · Leadership in a cross functional environment – the ability to influence and shape opinion among a peer group of service and sales personnel · Results orientation – driven to realize results; does what it takes to accomplish business objectives. · Technical and Service Commercial Expertise – exhibits technical competency on Videojet hardware and applications; has sound understanding of service offerings and pricing to enable equipment and service combined growth · Maturity and business judgment – the ability to constructively interact with key internal and external leaders to successfully address complex business issues/opportunities. · Flexibility – the proven ability to successfully deliver results while quickly adapting to changing priorities and unforeseen challenges. · Prioritization skills – the ability to successfully manage multiple (and sometimes competing) priorities/ areas of focus. · Responsibility – an attitude of complete accountability for all things relating to the product line(s), regardless of functional responsibility. Travel – 70% of time in NE · Customer and Company Focus – demonstrates ability to engage with customers and deliver solutions in line with customer expectations; can push back and advocate for Videojet when needed Your Education and/or Background Experience will include: · Bachelors (ideally in a technical or engineering discipline) or relevant technical experience with Videojet (or similar) products · Ability to listen to customers, clearly separate perception from fact/data and execute winning plans and strategies to drive customer preference. · Strong deductive reasoning and problem-solving skills · Highly detail oriented; exhibits ability to manage and execute multi-step action plans · Commercial experience, including direct selling of products or services Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here .

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