Account Executive - Retail Automation

About the Role

This is a remote-based, field sales role. The person will work out of their home office and conduct regular business travel to see customers. This position has primary responsibility for supporting and growing profitable SICK, INC. sales and market share within the Storage & Conveyor industry at named accounts, with a passion and drive for success in the industrial automation sector. The role involves strategic, complex sales with a focus on products, services, systems, and solutions selling.

Responsibilities

• Be the trusted technical advisor to customers, introducing and selling SICK, INC. solutions and Lifetime Services to both existing and new accounts to achieve established goals and grow market share through solution selling.
• Use and accurately maintain the company’s CRM system for all customer and sales process data to ensure teamwork, collaboration, and global transparency for an amazing customer experience.
• Develop direct customer relationships using a deep understanding of customers' business needs, production applications, and technical language used in their industry.
• Use consultative sales techniques and solutions differentiated to improve customer production quality control and efficiency, based on SICK, INC. Sales Power (SSP) to uncover customer needs and solve difficult applications.
• Provide an amazing customer experience by accurately managing customer communications and the SICK, INC. customer relationship with named accounts.
• Identify and qualify business and customer opportunities and/or threats; understand account potential, competitors, and market position.
• Be responsible for generating new leads and potential opportunities for new and diverse product applications through continued product, industry, and client research.
• Introduce SICK, INC. new products, solutions, systems, and Lifetime Services with a sense of urgency and entrepreneurialism.
• Provide leadership and coaching to an Account sales team comprising sales colleagues, specialists, national product managers, and others to maximize share of wallet.
• Develop strategic account plans for target customers and opportunities, establish KPIs for account team performance, and provide reporting on these KPIs.
• Provide leadership and coaching for the execution of the growth strategy and mid-term plan, ensuring timely and thorough completion by the sales team through continuous collaboration and knowledge sharing.
• Pursue Sales Excellence by developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and reviews with your supervisor.
• Capitalize on development and training opportunities to position yourself for high performance and career growth.
• Keep abreast of market and competitive activity; recommend actions where competitor activities negatively impact sales goals.
• Participate in trade shows, prepare and give marketing/sales presentations to technical societies, and carry out other duties as assigned.

Requirements

• Prior sales experience involving complex, high-technology industrial automation solutions and sensor products through direct sales (including Products, Systems, and Services).
• Technical industry experience outside of sales is preferred.
• Experience selling into the Storage & Conveyor Manufacturing Industry is preferred.
• Bachelor’s degree in a technical field with either an academic or experiential orientation toward technical sales.

Skills & Competencies

• High degree of direct sales skills and the ability to implement account sales plans through 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 team selling to locally solve problems and create strategic plans through shared knowledge and collaboration.
• Flexible, resilient, and open to change.
• 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.
• Professional competence in Microsoft Office tools.
• CRM Systems experience or similar tools.
• Professional written and spoken fluency in English.

Schedule

Generally Monday to Friday, with some weekends if required. Ability to travel nationally up to four days a week (50% travel).

Pay

Starting base annual salary range: $90,910 - $137,500. The actual starting salary will be based on experience, skill set, education, performance, licenses/certifications, business needs, and other job-related factors. This role is also eligible for variable sales commissions based on a combination of company and individual performance.