Equipment Inside Sales

Overview

Markem-Imaje is a trusted global manufacturer of product identification and traceability solutions. Our connected solutions help manufacturers reduce waste, increase efficiency, achieve compliance and protect their brand. We offer the most complete range of market-leading marking and coding systems along with software, services and consumable solutions so you can streamline all your printing needs from one supplier.

Location:

Bengaluru, KA, IN

Work Arrangement:
Hybrid

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The Inside Sales Representative is responsible for contacting and building relationships with existing customers to secure Aftermarket Sales Revenue (Consumables, Services and Spares). Depending upon the customer engagement, the role involves up-selling customers to longer terms or additional services and/or identifying potential expansion opportunities. Additionally, the Inside Sales Rep will be responsible for providing sales forecasts, contacting customers over phone and mail for After Market Business, creating quotes, doing follow ups, obtaining Purchase Orders, processing through CRM, collecting payment, ensuring billing and updating customers, precisely END to END sales cycle.

Working and maintaining records in our customer relationship management (CRM) system as per organisation’s guidelines.

What you will do:

• Achieve your quota by selling Consumables, Services and Spares for MI selected group of customers and offer upsell opportunities when applicable
• Capture customers’ conversations/comments/remarks/updates in CRM for analysis
• Work within an established list of customers across Pan India for Consumables, Spares and Services
• Develop the expertise to provide accurate monthly/quarterly sales forecasts and achieving sales targets week by week, month by month and quarter by quarter
• Manage accounts for business revenue with the help of CRM and proactively work on the opportunity pipeline and update it with progress
• Work proactively, in advance of respective Sales Play, to provide all information, pricing, and solutions to enable timely renewals
• Collaborate with other team members and departments (inter & intra) to optimize sales processes and End to End Sales cycle
• Identify lead generation opportunities to expand the territory and drive upsells
• Contact customers through phone and email daily for driving sales
• Effectively partner and build relationships with internal and external customers
• Manage basic objection handling with customers, providing solutions and support for after market MI business
• Timely renewal of expiring Service Contracts
• Timely conversion of Warranty Expiration
• Selling Service Conversion to existing Installed Base (IB)
• Timely renewal of expiring Consumables Agreements
• Recovering customers who stopped buying consumables from MI
• Manage high volumes of internal and external contacts through phone and email
• Maintain timely and accurate pipeline in Sales Force Dot Com
• Conduct Installed Base (IB) Audit for improved IB Accuracy scores
• Work within an established customer base across Pan India
• Renewal:
  Customers with expiring Service Contracts and/or Consumables Agreements
• Warranty Expiration/Conversion:
  Proactive offer of Service Contracts to existing IB
• Recovery & Renewal of Consumables to existing IB
• Recovery/Conversion of Spares to existing IB
• Prepare necessary documents (e.g., Contract Templates, Quotations) and conduct routine Health Checks in advance of renewal milestones to capture status of account to facilitate seamless renewals
• Collaborate with other functional teams to optimize sales processes
• Identify up-selling and cross-selling opportunities during customer interactions to expand MI’s share of wallet within the account
• Effectively partner and build relationships with internal and external stakeholders
• Manage basic objection handling with customers

• 3 to 5 years experience working in a sales capacity required with Sales or After Market Sales experience
• A team player, managing End to End Sales cycle
• Must have worked in CRM and SAP
• Ability to work in a fast paced environment required
• Working knowledge in Microsoft Excel and Outlook
• Aptitude to learn new…