District Account Manager

About the role

This fully remote role as a District Account Manager involves developing and implementing strategic sales plans for targeted accounts to win business and grow FANUC America Corporation's (FAC) market share. The sales professional will develop and cultivate relationships with key stakeholders and decision-makers, collaborating with internal and external teams to identify complex sales solutions, and becoming a trusted advisor in the customer's automation journey.

Responsibilities

• Develop and maintain a comprehensive understanding of target industries, accounts, and senior leadership
• Research market trends, regulatory and economic factors, and value/supply chains
• Analyze customer business models, operations, financials, strategy, and competitive landscape (including internal and partner presence)
• Analyze executive roles, priorities, and backgrounds to enable informed, credible, and highly personalized engagement at the C-suite level
• Become FAC's subject-matter expert/thought leader for select industry vertical(s) and serve as the "face of FAC" to the industry through participation in various promotional events
• Determine the appropriate entry point(s) into the customer organization and engage via appropriate channels
• Develop strategies to improve customer satisfaction on an ongoing basis
• Implement and maintain comprehensive key account strategic plans for all accounts
• Communicate the sales strategy to the pursuit team, secure buy-in for action items, and track progress toward agreed-upon objectives
• Avoid competitive threats by assessing the competitive landscape and developing strategies to counter them
• Lead the formal introduction of FAC & FANUC to the appropriate audience(s) within the customer's organization
• Execute facility automation audits with the FAC Executing Group responsible and/or relevant ASIs to identify customer pain points and propose potential solutions
• Facilitate the formal introduction of FAC ASIs when appropriate to the opportunity
• Conduct formal reviews on a semiannual or quarterly basis with the key customer stakeholders
• Solicit input and feedback from customers on product operation and new requirements
• Manage company assets through accurate monthly forecasts and support in the collection of overdue payments
• Represent FAC by regularly visiting customer sites and attending tradeshows/industry events

Requirements

• Bachelor’s degree in Engineering, Business Administration or related field; or equivalent relevant experience
• Minimum five years of capital equipment sales with proven selling and negotiation skills, experience developing strategic account plans
• Minimum five years of experience in the robotics and/or automation industry with working knowledge of FANUC products
• Minimum three years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticals
• Strong presentation skills utilizing PowerPoint, with the ability to sell to top down through client organizations

What would be even better

• Master’s Degree in Engineering, Business Administration, or related field
• Extensive knowledge of manufacturing processes

Benefits

• Medical, Dental & Vision Insurance
• 401(k) Retirement Program
• Life Insurance
• Short-Term & Long-Term Disability Plans
• Tuition Reimbursement
• Wellness Program
• Flexible Spending Accounts
• Employee Assistance Program
• Flexible Benefit Dollars
• Generous Holiday & Vacation Program

Pay

The pay range for this position is $103,834 - $174,138 per year.