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Senior Account Executive

2 months ago

Atlanta, Georgia, United States SICK, Inc. Full time
Job Overview

***This position is fully remote, allowing the candidate to operate from their home office while engaging in regular domestic and international travel.

ABOUT SICK:

SICK, Inc. stands as a premier global provider of intelligent sensors, systems, and services tailored for factory, logistics, and process automation. With a robust portfolio of over 1,000 patents, our commitment to innovation and technology is unwavering. This dedication to pioneering advancements and 'Sensor Intelligence' empowers SICK to deliver solutions across diverse production phases in industries such as automotive, packaging, electronics, food and beverage, consumer goods, storage and conveyor, robotics, material handling, oil and gas, chemicals, power, and maritime sectors. Moreover, our focus on Sensor Intelligence is instrumental in realizing Industry 4.0 and the Industrial Internet of Things for our clientele.

POSITION SUMMARY:

The Lead Account Manager (LAM) serves as the chief coordinator and driving force behind the International Key Account (IKA) team, holding global accountability for their IKA and steering its successful international development.

The LAM is tasked with cultivating and sustaining strategic partnerships with their International Key Account (IKA) by comprehensively understanding their requirements, offering tailored consultancy, demonstrating solution expertise, and fostering cross-border collaboration to secure long-term, sustainable, and profitable sales growth for both the IKA and SICK.

KEY RESPONSIBILITIES:

  • Oversee the successful short-, mid-, and long-term global development of their IKA.
  • Accountable for integrating SICK's business models (serial products/system/services) into long-term and annual budget initiatives.
  • Own and manage the IKA account plan, ensuring the development and maintenance of strategic objectives, development strategies, and specific activities.
  • Foster a collaborative atmosphere within the IKA team, actively involving team members in defining and executing the account strategy, including their participation in the account plan and annual budget processes.
  • Organize and partake in regular team collaboration meetings, providing feedback on identified challenges to relevant management units.
  • Deliver international customer transparency information, including customer structure, buying team configuration, share of wallet, and competitive positioning.
  • Facilitate proactive information sharing within the IKA team and across pertinent functions.
  • Coordinate and engage in establishing international pricing among all involved parties, with final pricing approval resting with the LAM.
  • Pursue sales excellence by negotiating international contracts, strategic projects, and product developments, coordinating all phases from pre-sales to customer fulfillment.
  • Ensure the International Key Account is properly established, maintaining IKA-specific data integrity within CRM systems.
  • Plan the sales activity budget to support the LAM in developing the IKA and the international IKA team, covering customer events, team meetings, international travel, marketing initiatives, etc.
  • Represent the IKA, its ongoing activities, and strategy at the Executive Level.

QUALIFICATIONS:

Education and Experience:

  • A four-year degree in a technical discipline with either an academic or experiential focus on technical sales.
  • Previous sales experience in complex, high-technology industrial control products through direct sales and/or regional distributors is essential.
  • Preferred prior technical industry experience outside of sales.

ADDITIONAL QUALIFICATIONS:

  • Regular travel (50%) including international destinations.
  • Fluency in English, both spoken and written.
  • Exceptional communication skills, including virtual communication proficiency.
  • Strategic thinking capabilities.
  • Leadership skills, including the ability to motivate and guide a team without direct reports.
  • Proficient negotiation skills.
  • Cultural awareness and social competence.
  • Understanding of legal documentation and the ability to navigate legal processes for agreements.
  • International sales experience.
  • Comprehension of economic principles (margins, etc.).
  • Aptitude for engaging with multiple levels, including senior management (internal and external).
  • Familiarity with various project management methodologies (agile, waterfall, etc.).

CORE COMPETENCIES:

Ethics and Integrity, Personal Growth and Learning, Customer Focus, Personal Accountability, Building Effective Relationships.

If you excel in a dynamic, team-oriented environment that presents challenges and opportunities for professional growth, SICK is the ideal place for you. We offer competitive compensation and an excellent benefits package.

Affirmative Action (AA)/Equal Opportunity Employer (EOE) M/F/D/V