Job Summary:

The Global Key Account Manager will oversee and coordinate the growth of US-based customers to our global locations as well as coordinate the growth of international customers into the US market. This successful candidate will work with global subsidiaries to establish responses to global RFP’s and be the main point of contact for all global opportunities originating from the US market. The ideal candidate will be apt in building strong relationships across the SATO organization and with key global clients.

Duties and Responsibilities

o Identify existing US-based customers with global locations to significantly grow sales of SATO solutions outside of the US market.

o Be the key US sales interface between all Global SATO subsidiaries.

o Manage the coordination of all RFP responses to global opportunities originating from US-based companies.

o Negotiate and establish global pricing, SLAs, financial terms and contracts in conjunction with the Global Key Account team based in Japan.

o Work with a US-based sales team to establish SATO as a global solutions provider to its key global customers.

o Coordinate rollout of global projects to ensure successful implementation.

o Develop strong relationships with SATO global subsidiaries as well as Japan headquarters.

Required Skills

o Strong global key account management experience

o Ability to manage multiple global projects simultaneously

o Excellent project management skills and a positive attitude

o Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests, and manage laterally and upwards

o Creative and analytical thinker with strong problem-solving skills

o Must demonstrate exceptional verbal and written communication skills

o Must demonstrate the ability to communicate effectively at all levels of the organization across multiple cultures

o Ability to critically evaluate information gathered from multiple personnel sources, reconcile conflicts, reshape high-level information into details that are easily understood and identify the underlying true needs of the customer

o Ability to assess the impact of new requirements on Salesforce.com and all upstream and downstream applications, systems and processes

Qualifications and Experience Required:

o Minimum of three years of experience as a key account manager

o Excellent verbal, written and interpersonal communication skills required.

o Business planning experience; including formulating sales and marketing strategies.

o A documented history of successfully driving projects to completion

o A demonstrated ability to understand and articulate complex requirements

o Able to create and conduct formal presentations.

o Experience in developing product and solution offerings.

o Ability to manage a global sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.

o Drive the process and be accountable for achieving goals.

o Knowledge of data collection, mobile computer, barcode scanners, and RFID a plus.

o Highly experienced in GoogleApps and Salesforce.com

SATO America is looking for a Services Manager to drive and expand our service business. In this role, you are responsible for developing, growing and managing our onsite, depot and complementary service programs to deepen our market penetration, customer retention, and business performance.

The successful candidate will be passionate about the voice of the customer and analyzing the business segment; striving to make the business a success. The person will be responsible for ensuring the efficiency of business, sales growth, and operations, as well as setting strategic goals for the future. They will be an accomplished leader, able to provide guidance that enhances performance in a manner, which incorporates the company’s vision and culture.

The goal will be to ensure the profitability of our company’s activities, growth of our services business, help complimentary services to expand our reach within customers and drive sustainable growth within the services segment of our business to create short/long term success.

Responsibilities:

• Develop and implement the growth strategy of the services side of our business, driving, and scheduling to completion.
• Work with internal customers, external customers, and various internal/external teams to turn strategies and requests into actionable items.
• Develop services program based on the voice of the customer, internal goals and company growth strategies.
• Develop incentive programs to drive incremental growth within new and existing customers.
• Report on business analytics and performance.
• Review competitive landscape and ensure the program is competitive in the market, while still driving the fundamental business goals and objectives.
• Manage internal and external service personnel and services programs.
• Develop and implement a strategy for increasing market share, sales, and profit.
• Set short and long-term direction for the service teams.

• · Develop and maintain relationships with key customers, partners, and vendors.
• Identify new opportunities for growth and efficiency gains.
• Develop customer-specific solutions, built on customer requirements, business strategies and opportunities.
• Manage onsite and depot service program, as well as study the feasibility of creating new programs such as printer as a service.
• Coordinate with internal personnel and third party Independent Service Providers to create a North American (US and Canada) onsite and depot service program.
• Help to mold software tools and make recommendations to track tech utilization, deployment, costs, etc. Also, allow for customer interaction and real-time statistics of repair status.
• Passion for sales and customer service excellence. Communicate effectively with customers, colleagues and team members.

• Develop standardized pricing & quotation process for sales and help, where required, to negotiate and finalize contracts.
• Collaborate with cross-functional teams with personnel from areas within sales, service, the executive team and customers to ensure an excellent customer experience.
• Work with the team to document processes/procedures to ensure the entire team is on the same page and proper communications are moved throughout the organization.
• Ensure all personnel is consistently and properly trained to company standards.
• Compile and document company standards for service personnel, customer satisfaction, and ongoing processes.
• Identify resource and capacity planning to achieve short/long term goals.
• Monitor employee and program progress, utilizing various metrics and report back to the executive team.
• Passion for sales and customer service excellence. Communicate effectively with customers, colleagues and team members.
• Grow and Maintain a Robust Business.

Qualifications:

• Bachelor’s in Business or other technical degree
• 7-10 years of proven experience in managing a service group, creating service programs and proven experience growing a business segment.
• Understanding of sales principles and customer service practices.
• Knowledge of thermal and laser printers, as well as RFID and other interfaces, is a plus.
• Ability to ensure high levels of customer satisfaction
• Ability to work independently and in a team environment

• Excellent verbal, written and interpersonal communication skills required.
• Demonstrate an exceptional understanding of various service programs and fundamental requirements to compete and win.
• Business planning experience; including formulating sales, P&L, Forecasting, market analysis, and marketing strategies.
• Strong understanding of creating programs and statistical information around customer retention, customer-centric programs, and B2C and B2B programs is required.
• Able to create and conduct formal presentations.
• Experience with Oracle Service platform a plus.
• Experience with various service platforms is required.
• Experience in developing product and solution offerings.
• Ability to drive processes and be accountable for achieving goals.

Ability to travel domestically and internationally

SATO America is looking for a Food Safety Business Development/Sales Manager to drive our expanding Food Safety business. In this role, you are responsible to promote & sell our world-class food safety printing and RFID solutions and serve as the point person to effectively develop and deepen our customer relationships.

This position will be tasked with championing prospect development and acquisition of new clients both individually and through collaboration with sales colleagues & channel partners. The successful candidate will maintain and develop sound business relationships with clients, channel partners and internal teams to ensure effective sales & marketing management processes are in place to meet service delivery and profitability targets.

Responsibilities:

• The business development manager will be responsible for current accounts as well as driving new business through direct efforts, sales colleagues and channel partners.
• Demonstrate an exceptional understanding of the food safety marketplace and fundamental market development, selling and negotiation/closing skills.
• Develop and implement sales and marketing strategy for securing market share, sales, and profit.
• Set short and long-term direction for the sales engagement process.
• Develop sales of solution to Supply Chain Management for the food safety industry, with a focus on quick service restaurants, food delivery services, and food production/manufacturing.
• Collaborate with the Global Food Safety team, Regional Business Development Managers and Channel Account Managers that will drive the total SATO product line
• Effectively interfacing within all departments of SATO as well as external customers.
• Be a self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning.
• Identify new opportunities and share those leads with cross-functional teams.
• Lead sales calls, customer meetings and events with target customers.
• Develop customer relationships and provide data and insights on customer requirements, strategies, and business opportunities
• Consult with department heads to plan services and to secure information on equipment and customer specifications
• Develop customer-specific solutions, proof of concept demo equipment, and in-depth/in-house engineer expertise.
• Prepare quotations to customers and negotiate and finalize contracts.
• Collaborate with Sales, Product and Project Managers to ensure seamless customer experience.

Qualifications:

• 2+ years of proven food safety sales experience preferably gained through selling products & solutions into the food industry coupled with business development experience (both direct and through partners) including cultivating opportunities, qualifying opportunities, scoping work efforts, closing on sales and finalizing contracts.
• Excellent verbal, written and interpersonal communication skills required.
• Business planning experience; including formulating sales and marketing strategies.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.
• Drive the process and be accountable for achieving goals.
• Understanding of sales principles and customer service practices.
• Customer Centric Focus.
• Knowledge of data collection, mobile computer, bar code scanners, and RFID a plus.
• Working experience with RFID a plus.
• Ability to ensure high levels of customer satisfaction through excellent sales service.
• Ability to work effectively independently.
• Ability to travel

The Northeast Business Development Manager is accountable for selling in a direct to end-user business environment, responsible for selling the full line of SATO solutions and services. The individual acts as a consultant for AIDC and RFID solutions.

Key Responsibilities:

• Drive strategic account penetration by building and executing professional selling relationships with key stakeholders, discovering needs, relating customer value to SATO hardware, software & service solutions, handling objections, and managing on going customer relationships.
• Work to develop a continuous pipeline of new opportunities from the list of assigned target accounts while maintaining and growing the existing client base.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Assume total ownership for accelerating the sale process: target new business development, managing the quote process, "quarterbacking" the proposal development and successful delivery of the SATO solution.
• Conduct regular business reviews with customers, create action plans, and measure activity against target.
• Coordinate resources to identify key internal and external resources, communicate relevant information, and build customer focused relationships.
• Consultative problem solving to drive customer value by using both internal & external collaboration to maximize account penetration and sales of the complete product line.
• Develop customer relationships and provide data and insights on customer requirements, strategies and business opportunities.

Qualifications:

• Minimum 5 years successful sales experience using consultative selling and closing skills in technology environment.
• Excellent verbal, written and interpersonal communication skills coupled with solid technical abilities. A demonstrated ability to close a sale that may consist of a long selling cycle.
• Must be technically savvy having a basic knowledge of PC level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook software.
• A strong working knowledge of AIDC solutions and their associated selling techniques.
• General understanding of RFID technology and applications.
• College degree a plus.
• A self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy and planning.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.