As EFI continues to grow in the print and packaging segments, we are hiring a Global Sales Director based in Europe to lead and develop the overall promotion of the product category to increase sales and profitability of business to drive sustainable growth. The Global Sales Director will further develop EFI’s market presence in a creative and entrepreneurial style by positioning EFI’s packaging portfolio as a leader in this marketplace.
The Global Sales Director, Packaging will report directly to the Chief Revenue Officer and SVP-WW Sales and Marketing with a dotted line to the Vice President and General Manager, Building Materials & Packaging. You are a key member of the Sales Leadership Team who will own the commercial business related to packaging. The Nozomi Sales Development Managers/Specialists would have a dotted line reporting into you, while they report solid line to the respective Regional Sales Vice Presidents.
Key Working Relationships
Success is built on your trusted relationships and partnering closely with the Inkjet Leadership team including the GM, Building Materials & Packaging and staff as well as the Regional Sales Vice Presidents (RVPs), their Regional Sales Managers and field Sales Development Managers.
In this role, you will collaborate with various functions including the Inkjet Finance team, Legal, Sales Operations, Services, Engineering, and Corporate Marketing to leverage EFI resources and capabilities towards the achievement of goals and provide seamless delivery and performance of product offerings in the market. Liaise between Nozomi product team in Spain and Field Sales leadership as well as Global Accounts teams around the world to drive revenue and cross selling activities. Oversee and work with sales ops team on effective pipeline mgmt. and sales hygiene associated with sales pipeline. Liaise with marketing teams to determine competitive pricing and promotional activities of a product category to achieve sales targets Partner with RVPs to build out internal processes such as Nozomi incentive compensation plans, SFDC metrics, and pipeline dashboards/reports. Work with sales and marketing colleagues to focus on improving market access and driving growth. Coordinates the involvement of company personnel, including support, service, and management resources, to meet performance objectives.
Responsibilities Develop, implement, and drive the short term and long-term global GTM plan for EFI’s Nozomi product line. Determine optimal product positioning through field and customer interaction, sales trends, competitors, and buying habits to promote sales opportunities. Provide category insights on how to effectively sell through our Nozomi portfolio including its related services and ink. Instrumental in prospecting and finding candidates to represent Nozomi products and service, ink, and equipment revenues with RVPs around the world. Responsible for budget development and revenue for category; Develops forecasts for product demand to ensure the sustainability of inventory. Understand packaging market needs of the commercial business in each region and how digital fits into the customer’s environment. Maintain a thorough knowledge of EFI’s packaging products, solutions, programs and service offerings as well as competitive landscape and trends in the industry that impact the customer and EFI. Leverage and evolve sales channel partners to drive Nozomi product line revenue. Review and recommend new products/ solutions which could be sold to drive revenue. Provide input to strategic decisions that impact sales of the packaging product suite. Lead the establishment of improved or more effective work processes to drive clearer accountability, communication and the measurement of progress against agreed targets. Provide EFI Sales Leadership team with regular feedback on the GTM team, the marketplace, market trends, business risk, program’s effectiveness and customer challenges and for proposing innovative solutions and actions plans. Organize and orchestrate quarterly reviews for all accounts in your assigned territory using marketing programs, events, and executive contacts to build new relationships; conduct quarterly business reviews with GTM team on packaging accounts. Leverage your leadership position to help assist close sales deals and sales expertise to qualify and move opportunities through a well-defined sales process to deal closure. Build and maintain enduring relationships with clients as a trusted advisor, understanding the customer’s business and needs. Manage and orchestrate internal executive sponsors to support deal initiation and execution; ensure all executive level engagements move our relationship with the customer forward. Effectively manage monthly bookings and revenue with reliable forecast accuracy. Maintain timely, accurate and thorough documentation of all activities, tasks, contacts and account management activities in SFDC. Attend and participate in appropriate industry business organizations or events to represent EFI’s capabilities and drive new business opportunities.
Essential Skills and Experience Bachelor’s degree or equivalent. Solid knowledge of sales and category management principles. 10+ years in the packaging industry with an emphasis on selling digital capital equipment to Enterprise customers who operate globally. Exceptional executive presence and demonstrated ability to take command of sales opportunities and influence C-Suite level decision makers; politically astute to manage through an organization. Demonstrated ability to understand, design and sell customized, highly complex customer solutions. Highly developed probing, interviewing and research skills and ability to identify customers’ needs. Proven ability to lead, build trust, and be highly credible across all levels of organizations. Orchestrate deals via a virtual selling team and dedicated resources maximizing revenue opportunity. Lead and drive the entire sales cycle, leveraging repeatable offerings to accelerate and win deals. Strong interpersonal skills to communicate professionally, persuasively and confidently over phone, e-mail and in face-to-face interactions. Ability to work collaboratively and effectively across departments, functions, cultures and time zones. Experience and discipline to successfully work in a matrixed environment. Demonstrated ability to close, complex, multi-site, multimillion-dollar deals. Proven track record of meeting/exceeding both individual and team sales quota/goals. Expertise in complete sales cycle management – prospect identification, qualification, proposal and close. Ability to handle complex technical sales cycles. Willingness to travel extensively.
calendar_todayhace 21 horas