Lead Account Manager - Industrial Automation

Mission of the Role

***This is a remote, field-based position. The ideal candidate will work out of their home office and conduct regular business travel.

The Lead Account Manager (LAM) is the leader, coordinator, and the driving force of the International Key Account (IKA) team and has global responsibility for their IKA and is responsible for the successful international development of their IKA. The Lead Account Manager (LAM) will develop and ensure strategic partnerships with their International Key Account by understanding their needs, providing individual consultancy, solution competence and cross-border teamwork to achieve long-term sustainable and profitable sales growth for both the International Key Account and SICK.

Key Responsibilities

• Responsible for the successful short-, mid-, long-term global development of their IKA.
• Accountable for embracing the SICK business models (serial products / system / services) in long term and yearly budget activities.
• Owns the IKA account plan and responsible for developing and maintaining the account plan including derivation of strategic objectives, development strategy and specific activities.
• Creates a collaborative environment for the IKA team and actively involve the IKA team members to define and implement the account strategy, herewith to include the IKA team members in the account plan development process and annual budget process.
• Organize and participate in a periodical team collaboration meeting and to deliver feedback about identified obstacles to the relevant Sales Service Cluster/Head Quarters unit’s management.
• Responsible for providing international customer transparency information including customer structure, buying team setup, share of wallet and competitive position.
• Provides proactive information sharing within the IKA team and other relevant functions.
• Coordinates and engage in the setting of international pricing between all involved parties; final pricing approval is done by the LAM.
• Pursue Sales Excellence and negotiate international contracts & strategic projects and product developments and to coordinate between all involved parties in all phases from pre-sales to customer fulfillment including the execution phase.
• Ensure that the International Key Account is properly setup and maintenance of IKA-specific data entry and quality in CRM.
• Responsible for planning the sales activity budget which can be used by the LAM to develop the IKA and the international IKA team e.g., for execution of customer events, IKA team meetings, international traveling, marketing actions, etc.
• The LAM is responsible to represent the IKA, their ongoings and strategy at the Executive Level.

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 strategic 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.
  • Leadership competences (motivating and leading a team without direct reports, etc.)
  • Experienced negotiation skills.
  • Fundamental leadership in sales and opportunity assessment.
  • Understanding legal text and how to drive legal processes for agreements.
  • International sales experience a plus.
  • 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 50%. Some International travel will be required.
• 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: $101,820 - $154,000
• Bonus Eligibility: This role is eligible for variable sales commissions based on a combination of company and individual performance.