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Account Manager

4 months ago

Red Wing, United States DESTACO Full time

Account Manager- CRL- Central Research Laboratories

Company Overview:

DESTACO, a Dover Company, is a global leader in the design and manufacture of high-performance automation, Workholding, and remote handling solutions. The company serves customers in variety of end-markets, including the automotive, life sciences, consumer goods, packaging, aerospace, and nuclear sectors.

Built on a legacy of over 100 years, DESTACO offers a comprehensive portfolio of products to engineer precise movement, placement and control solutions that drive productivity and uptime for manufacturers around the world. The DESTACO family of products consists of industry-leading brands such as DESTACO Manual and Power Clamps, Camco and Ferguson Indexers, Robohand Grippers and CRL Manipulators and Transfer Ports.

DESTACO is based in Auburn Hills, Michigan, and operates globally through ~700 team members across 12 locations.

Central Research Laboratories (CRL), the Remote Handling business within DESTACO is a key P&L serving the Life Sciences (pharmaceutical, radio-pharmaceutical and bio-containment) and Nuclear market segments. Our products are recognized in the marketplace under the CRL brand.

Position Summary:

The Account Manageris responsible for increasing penetration in existing accounts as well as identification of new markets and customers within in the US Department of Energy national laboratories. S/he will ensure CRL has a prominent presence at the various facilities and government contractors.The ideal candidate will have a track record of success working with DOE national laboratories and intimate knowledge of their business environment.

The ideal candidate will serve as a commercial and technical liaison between the customer and CRL Customer Service, Engineering, Quality and Operations.

S/he will be responsible for monitoring the competitive situation at all assigned customers and create response plans where appropriate. The candidate must be a result-driven sales professional, with a record of achievement demonstrating initiative and ownership of the business.

The Account Manager will report to the Sales Manager. This is a remote position (near major Airport) andrequires some travel (up to 25%). The position requires the ability to work and communicate with Product Management, Engineering, Marketing, Customer Service, Technical Support, and in teams at various levels across the organization.

Key Job Responsibilitiesincluded but not limited to:

  • Meet and exceed assigned sales goals
  • Professionally represent CRL/Destaco at all nuclear accounts
  • Achieve bookings and revenue targets as assigned
  • Create and execute growth plans for assigned accounts
  • Manage key projects from quoting through the beginning of production
  • Participate in key industry events and tradeshows
  • Work cross-functionally to communicate customer technical and commercial requirements throughout the CRL and DESTACO organizations
  • Manage all customer contacts and opportunities in Salesforce
  • Regularly acquire and submit forecasting information based on customer business indicators and planning
  • Understand and align to the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company's strategies for growth
  • Plan, schedule and conduct regular business reviews with key customers

Leadership Competenciesaligned with Dover and executed in DESTACO with appropriate expectations for the job level:

  • Winning the Right Way:Operates with High Ethical Standards, Openness and Trust. Fosters a culture in the organization to conduct business aligned with those standards.
  • Customer Impact:Creates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics, products and services, channels, the customers and their end-markets.
  • Results-Driven:Produces results that exceed Dover's strategic objectives via a combination of planning and implementation, while living the Dover Values.

Job Requirements:

Experience:

  • Demonstrated history of exceeding sales goals
  • Minimum of 3+ years' of Sales experience
  • Experience in preparing annual sales plan and strategic direction preferred.
  • Experience with long sales cycle desirable.

Knowledge, Skills and Abilities:

  • Ability to communicate throughout the organization.
  • Ability to quickly grasp technical concepts
  • Ability to effectively communicate technical concepts to people of all technical levels.
  • Proficiency in Microsoft Office Suite
  • High energy, strong interpersonal skills
  • Must be able to individually set-up, attend and tear down booth at trade shows (lift 25 lbs.)

Education and Certification Qualifications:

  • 4-year degree or higher in Business or Engineering or equivalent experience
  • Valid driver's license

Travel Requirements:

  • Regional travel up to 25%
  • Infrequent international travel (1-2 trips per year)

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.