Regional Account Manager - Industrial Automation - Team Sales

This position is a remote-based sales role. The ideal candidate can be based in Raleigh, NC; Greensboro, NC; or Richmond, VA. Work out of a home office and cover a regional sales territory.

About the Role

This position has primary responsibility for supporting and growing profitable SICK sales and market share within SICK’s defined strategic industries in the associated region. The Regional Account Manager will be responsible for a named set of accounts and will drive market share within these accounts. This role is a critical part of a defined selling team that utilizes collective experiences, knowledge, and expertise to drive efficient and effective responses to all defined SICK customers with a customer-centric focus. This position involves strategic, complex sales with a focus on products, services, systems, and solutions selling.

Responsibilities

• Be the trusted advisor and main point of contact to customers.
• Introduce and sell SICK solutions and services to both existing and new account prospects to achieve established goals and grow market share.
• Work strategically with the defined Team Selling Unit in the local region to meet both individual and team goals.
• Responsible for business development and standard solution opportunities within a defined customer list. Engage SICK solution experts for opportunities beyond standard solutions.
• 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 utilized in their industry.
• Use consultative sales techniques and solutions differentiated to improve customer production quality control and production efficiency, based on SICK Sales Power (SSP) to uncover customer needs and solve difficult applications.
• Provide an amazing customer experience and accurately manage customer communications and relationships with named accounts.
• Identify and qualify business and customer opportunities and/or threats; understand account potential, competitors, and position in the market and requirements for doing business.
• Be responsible for new leads and potential opportunities for new and diverse product applications through continued product, industry, and client research.
• Introduce SICK new products, solutions, systems, and Lifetime Services with a sense of urgency and entrepreneurialism.
• Utilize the defined Team Selling Unit for efficiency and effectiveness. Engage specialists, national product managers, and other colleagues as needed to maximize share of wallet.
• Develop strategic account plans for target customers and opportunities.
• Pursue Sales Excellence by developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and reviews with supervisor.
• Capitalize on TSC development and training opportunities to position yourself for high performance recognition and continued career development.
• Keep abreast of market and competitive activity; recommend actions in areas where competitor activities impact sales goals.
• Participate in trade shows, prepare and give marketing/sales presentations to technical societies, etc.
• Carry out other duties and responsibilities as assigned or required.

Requirements

• Prior sales experience involving sales of complex, high-technology industrial automation solutions and sensor products through direct sales (includes Products, Systems, and Services).
• Prior technical industry experience outside of sales is preferred.
• Bachelor’s degree in a technical field with either an academic or experiential orientation toward technical sales.

Qualifications

• High degree of direct sales skills and implementation of 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.
• Fundamental leadership in sales and opportunity assessment.
• Focus on utilization of the team selling unit to locally solve problems and create strategic plans through shared knowledge and collaboration.
• 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.
• Professional competence in Microsoft Office tools.
• CRM Systems experience or similar tools.
• Professional written and spoken fluency in English required.
• 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.

Schedule

• Generally Monday to Friday, with some weekends if required.
• Flexible work arrangements.

Travel

Ability to travel regionally up to four days a week.

Physical Demands

General office environment space and exposure. Computer monitor use for more than 4 hours a day.

Pay

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 $83,640 - $126,500; the actual starting salary will be based on factors including experience, skill set, education, performance, licenses/certifications, business needs, and other job-related factors, as permitted by law.

This role is eligible for variable sales commissions based on a combination of company and individual performance.