Regional Account Manager - West - Coyote Technical & Executive Sourcing
Novi, MI
About the Job
REGIONAL ACCOUNT MANAGER - WEST
My client, a leading supplier of industrial robots and automation systems, is looking an ambitious, career-minded, high-energy and success focused individual.
DEFINITION (POSITION PURPOSE)
- The Account Manager is responsible for sales of the company's industrial automation equipment and related services to targeted customers and channel partners. 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 the company's management with business forecasting and reporting.
- The Account Manager will operate within the “West” Region, including CA, OR, WA, NV, ID, MT, WY, and CO.
MAJOR RESPONSIBILITIES & DUTIES
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, Finance 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 solutions
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 the company's management on a regular basis
Estimate and forecast potential industrial automation equipment and system sales quarterly
Continually upgrade and maintain knowledge of industrial automation equipment 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
REQUIRED SKILLS/EDUCATION/EXPERIENCE
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 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 in and out of state up to 65%
- Experience in field service and/or applications engineering is desirable but not required
No visa sponsorship (H1-B, etc.) available at this time, sorry.