Americas

Strategic Account Manager- HP Indigo Press Owners

Job Locations: Americas, EMEA

Job Category: Marketing

Job Schedule: Full Time

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General Description

Michelman has been a valued partner in the Digital Printing industry for over 25 years. This role is responsible for managing, developing, and facilitating broad and deep strategic organizational relationships between Michelman and specific global key accounts (HP Indigo press owners) while proactively collaborating with our global distribution network.

Primary Responsibilities

• Develop and implement strategic and tactical plans aligned with customers’ and Michelman’s business strategy to deliver growth in targeted areas and strengthen the base business.
• Accountable to deliver new HP Indigo page growth: focus on new business development by proactively bringing new application opportunities to the account; work with Michelman’s business applications and development team to commercialize these opportunities.
• Build and establish relationships with key customer contacts throughout regions and functional spaces from the C-Suite to production facilities
• Establish a Global Key Account contact calendar to engage all functions/hierarchies/contacts of both Michelman and customer organizations
• Lead solution development efforts that best address customer needs, while coordinating the involvement of all external and internal stakeholders
• Extract the voice of customers to understand the unmet needs of key accounts and the industries they serve. Define the problem statement(s) well and work to create product(s) that will meet the future demands of the Key Account and associated markets.
• Coordinate the quarterly review of the Global Key Account strategy with regional Account Managers, highlighting current and ongoing projects/programs, and challenges, and addressing variances or highlighted successes.
• Present and review Global Key Account strategy and dashboard internally (e.g. HP Indigo leadership team, PPLT) and externally (e.g. HP Indigo executives). Regularly share updates pertaining to the Global Key Account with Global Business VP, HP Indigo.
• Manage and coordinate Global Key Account contracts, pricing, and conditions in accordance with Sales, Marketing, and Leadership guidelines and distribution agreements.
• Pro-actively secure multi-year contracts with the global accounts
• Perform standard account management practices to understand customer needs, requirements, and potential sales opportunities.
• Utilize internal tools (SFDC, TM1, UltiPro, etc.) to streamline customer account information and to prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Be Michelman's constant and consistent face to the customer during successes and challenges. Collaborate with our distribution network to resolve any issues and problems faced by customers and manage supply chain challenges, and complaints, to maintain trust and continuity
• Travel to each region as needed to maintain regional alignment within Michelman.

Critical Competencies, Knowledge, Skills, and Abilities

• Deep understanding of the digital printing industry and its value chains – e.g. key trends, competitive landscape, external environment
• Broad established network within the industry, preferably in the label and packaging markets
• Demonstrated ability to pivot from strategy development to tactical execution.
• Demonstrated ability to lead cross-functional and cross-regional teams without direct authority.
• Demonstrated ability to engage key accounts across all levels and functions of their organization.

Education and Experience

• Bachelor’s degree required.
• 10+ years’ technical sales or marketing experience in the printing industry
• Cross-functional work experience outside of sales or marketing
• Experience with HP Indigo press solutions is preferred. Experience managing global customer relationships and coordinating global sales efforts without direct authority.
• Experience working across multiple geographies, languages, and cultures

Other

• Ability to travel up to 40%, including internationally.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive, and benefits package in a dynamic, empowered team environment.

Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products (where permitted).

For more information about Michelman, please visit https://www.michelman.com/.

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner that will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans

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