Key Account Manager - Industrial Robotics Sales - Coyote Technical & Executive Sourcing
Wixom, MI
About the Job
KEY ACCOUNT MANAGER - INDUSTRIAL ROBOTIC SALES
- Are you ambitious, energetic, committed to success and looking for a truly great brand to sell?
- Do you want qualified leads, excellent pre and post-sales support and limitless opportunities?
- My client is a leading supplier of industrial robots and automation systems and an integral member of a $15Billion global industrial giant.
- My client services a wide range of industries and applications and their total commitment to quality and constant improvement has enabled them to become one of the leading robot and industrial automation suppliers in the world.
- The Key Account Manager is responsible for sales of Kawasaki robots and related products to targeted customers. This person must achieve maximum sales and profitability potential through the acquisition and development of new business and long-term account management. This person will also develop and implement action plans and strategies, assisting management with business forecasting and reporting.
- Seek out and evaluate opportunities using the company's criteria to establish potential
- Have a strong understanding of assigned accounts and establish contact with them
- Plan and execute all sales activities for assigned accounts within company guidelines
- Prepare key account plans, including Success/Action plans, SWOT analysis and account profiles
- Develop long-term relationships with various customer decision making positions directly or indirectly connected to potential sales - including Purchasing, Engineering, Manufacturing and other key functions as appropriate
- Actively listen to customers and collect relevant data about their business/processes
- Evaluate customer production methods and automation / robotic needs
- Identify and articulate a connection between a prospect’s needs and the company's products
- Prepare and present technical proposals and cost estimates
- Negotiate prices with the customers within defined revenue and profit criteria
- Provide convincing ROI arguments and alternative strategies to solve resistance
- Close sales by guiding the customer effectively through the sales process
- Report sales activities to management on a regular basis
- Estimate and forecast potential robot and system sales quarterly
- Continually upgrade and maintain knowledge of robot and systems technology
- Investigate and report competitive activity and trends
- Demonstrate a positive attitude and company focus
- Attend trade shows and support the company's marketing activities
- Assist Accounting department with customer collections as needed
- Achieve individual sales target in volume, revenue and profitability
- Bachelors’ degree in Engineering or relevant subject matter (e.g. Business)
- Must have at least 5 years of successful sales experience in industrial automation
- Must demonstrate strong technical credibility in front of customers and internal engineering personnel
- Must have demonstrable experience in selling capital equipment into Automotive Tier Suppliers (not OEM’s)
- Must have the potential to become a top capital equipment sales professional
- Must have high energy and strong commitment to work for results
- Demonstrate excellent communication and negotiation skills
- Demonstrable ability to manage the entire sales process efficiently
- Must have proven record of cultivating long term profitable relationships with customers
- Candidates will be computer literate and a fluent user of communication technology
- Willingness to travel up to 50%
- Experience in application engineering is desirable but not required
Source : Coyote Technical & Executive Sourcing
