Regional Account Manager - West

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.

• 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