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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, requiring the candidate to operate from their home office and engage in regular domestic and international travel.

ABOUT SICK:

SICK is a premier global provider of advanced sensors, systems, and services tailored for factory, logistics, and process automation. With over 1,000 patents, our commitment to innovation and technology is unparalleled. This dedication to progress and "Sensor Intelligence" empowers SICK to deliver solutions across various sectors, including automotive, packaging, electronics, food and beverage, consumer goods, robotics, and more. Our focus on Sensor Intelligence is pivotal in realizing Industry 4.0 and the Industrial Internet of Things for our clientele.

POSITION SUMMARY:

The Lead Account Manager (LAM) serves as the principal leader and coordinator for the International Key Account (IKA) team, holding global accountability for their IKA and driving successful international growth.

The LAM will cultivate and sustain strategic alliances 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 expansion for both the IKA and SICK.

KEY RESPONSIBILITIES:

  • Oversee the successful short-, mid-, and long-term global advancement of their IKA.
  • Accountable for integrating SICK's business models (serial products/system/services) into long-term and annual budget planning.
  • Own and manage the IKA account plan, including the establishment of strategic goals, development strategies, and specific initiatives.
  • Foster a collaborative atmosphere within the IKA team, actively involving team members in defining and executing the account strategy, including participation in account plan development and annual budgeting.
  • Organize and lead periodic team collaboration meetings, providing feedback on identified challenges to relevant management units.
  • Deliver international customer transparency information, including customer structure, purchasing team configuration, share of wallet, and competitive positioning.
  • Facilitate proactive information sharing within the IKA team and other pertinent functions.
  • Coordinate and engage in establishing international pricing among all parties involved; final pricing approval rests with the LAM.
  • Pursue excellence in sales, negotiate international contracts, strategic projects, and product developments, coordinating across all phases from pre-sales to customer fulfillment.
  • Ensure proper setup and maintenance of IKA-specific data in CRM systems.
  • Plan the sales activity budget for the LAM to develop the IKA and the international IKA team, covering customer events, team meetings, international travel, marketing initiatives, etc.
  • Represent the IKA, its activities, and strategy at the executive level.

QUALIFICATIONS:

Education and Experience:

  • A four-year degree in a technical discipline with a focus on technical sales.
  • Prior experience in selling complex, high-technology industrial control products through direct sales and/or regional distributors is essential.
  • Experience in a technical industry outside of sales is preferred.

Other Qualifications:

  • Willingness to travel regularly, including internationally.
  • Fluency in English, both spoken and written.
  • Exceptional communication skills, including virtual communication.
  • Strategic mindset.
  • Leadership abilities, including motivating and guiding a team without direct reports.
  • Proficient negotiation skills.
  • Cultural awareness and social competence.
  • Ability to interpret legal texts and manage legal processes for agreements.
  • International sales experience.
  • Understanding of economic principles (margins, etc.).
  • Capability to engage with multiple levels, including senior management (internal and external).
  • Familiarity with various project management methodologies (agile, waterfall, etc.).

CORE COMPETENCIES:

Integrity, Commitment to Personal Growth and Learning, Customer Orientation, Accountability, and Relationship Building.

If you excel in a dynamic, team-focused environment that presents challenges and opportunities for professional development, SICK is the right fit for you. We offer competitive compensation and an excellent benefits package.

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