UserAccount: Regional Account Manager - Industrial Automation - Team Selling

Mission of the Role

***This position is a remote based sales role. The ideal candidate will be based in Detroit MI area and work out of their home office. Covering a regional sales territory.

This position has primary responsibility for supporting and growing profitable SICK sales and market share within SICK’s defined strategic industries in the associated region.  The Regional Account Manager will be responsible for a named set of accounts and will drive market share within these accounts.  This Regional Account Manager will also be a critical part of a defined selling team that will utilize collective experiences, knowledge, and expertise to drive efficient and effective response to all defined SICK’s customer with a Customer Centric focus.  This position will be involved in strategic, complex sales with a focus on products, services, systems, and solutions selling.

Key Responsibilities

• Be the trusted advisor and main point of contact to our customers. Introduce and sell SICK solutions and services to both existing and new account prospects to achieve established goals and grow market share.


• Work strategically with the defined Team Selling Unit in the local region to meet both individual goals as well as defined team goals.


• Responsible for business development and standard solution opportunities within defined customer list. If opportunities push beyond standard solutions this person will engage the SICK solution expert in the defined region and area of expertise.


• Use and accurately maintain the company’s CRM system for all customer and sales process data to ensure teamwork, collaboration, and global transparency towards providing an amazing customer experience.


• Develop direct customer relationships using deep understanding of customers business needs, production applications, and technical language utilized in their industry.


• Use consultative sales techniques and solutions that are differentiated to improve customer production quality control and production efficiency, based on SICK Sales Power (SSP) to uncover customer needs and solve difficult applications.


• Provide an amazing customer experience and accurately manage customer communications and SICK customer relationship with named accounts.


• Identify and qualify business and customer opportunities and/or threats; understand the account potential, competitors, and position in the market and requirements for doing business.


• Be responsible for new leads and potential opportunities for new and diverse product applications through continued product, industry, and client research.


• Introduce SICK new products, solutions, systems, and Lifetime Services with a sense of urgency and entrepreneurialism.


• Utilize the defined Team Selling Unit for efficiency and effectiveness.  As needed engage outside the team selling unit with specialists, national product managers, and other colleagues, as appropriate, to maximize our share of wallet.


• Develop strategic account plans for target customers and opportunities.


• Pursue Sales Excellence, developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and performance reviews with Supervisor.


• Capitalize on TSC development and training opportunities to position yourself for highest levels of performance recognition and continued career development.


• Keep abreast of market and competitive activity; recommend actions in areas where competitor activities are having a negative impact on sales goals.


• Participate in trade shows, prepare and give marketing/sales presentations to technical societies, etc.


• Carry out other duties and responsibilities as may be assigned or required.

Key Qualifications

• Experience: Prior sales experience involving sales of complex, high technology industrial automation solutions and sensor products through direct sales. *This includes Products, Systems and Services). Prior Technical industry experience outside of sales is preferred.


• Education: Bachelor’s degree in a technical field with either an academic or experiential orientation toward technical sales.


• Position-specific Qualifications:
  
  
  
  • High degree of direct sales skills and the implementation of account sales plans through a network of direct and indirect sales channels.
  
  
  • Ability to manage consistently to a sales plan, providing sales leadership in the implementation of corporate sales strategies.
  
  
  • Fundamental leadership in sales and opportunity assessment.
  
  
  • Focus on utilization of the team selling unit to locally solve problems and create strategic plans through shared knowledge and collaboration.
  
  
  • Must be flexible, resilient and open to change.
  
  
  • A self-starter with strong motivation and desire for continuous learning and improvement.
  
  
  • Outstanding attention to detail and adherence to project deadlines.
  
  
  • Ability to collaborate effectively across multiple functions within the organization.
  
  
  • Ability to work under pressure and manage multiple priorities simultaneously.
  
  
  
  


• Computer/Technological:
  
  
  
  • Professional competence in Microsoft Office tools.
  
  
  • CRM Systems experience or similar tools.
  
  
  
  


• Language: Professional written and spoken fluency in English required.


• Schedule: Generally Monday to Friday, some weekends (if required).


• General Working Conditions: Be able to usually work in an office environment; flexible work arrangements.


• Travel: Ability to travel regionally up to four days a week.


• Physical Demands: General office environment space and exposure. Computer monitor more than 4 hours a day.


• Work Status: Legally permitted to work in the country you are applying and willing to undergo an employment background check. *This position is not eligible for sponsorship now or in the future.

Compensation

The base salary is one part of our Total Rewards package and is determined within a range.  The starting base salary range for this position is listed below; the actual starting salary will be based on a variety of factors including experience, skill set, education, performance, licenses/certifications, business needs and other job-related factors, as permitted by law.

• Starting Base Annual Salary Range:  $83,640 - $126,500


• Bonus Eligibility: This role is eligible for variable sales commissions based on a combination of company and individual performance.