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Senior Account Executive

2 months ago


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

***This position is remote, with the candidate working from their home office and may require regular domestic and international travel.

ABOUT SICK:

SICK is a prominent global provider of advanced sensors, systems, and services tailored for factory, logistics, and process automation applications. With a robust portfolio of over 1,000 patents, our commitment to innovation and technology is paramount. This dedication to pioneering solutions and 'Sensor Intelligence' enables SICK to create products that cater to every stage of production across various sectors, including automotive, packaging, electronics, food and beverage, consumer goods, and more. Furthermore, our focus on Sensor Intelligence positions us to realize Industry 4.0 and the Industrial Internet of Things for our clients.

POSITION SUMMARY:

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

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

KEY RESPONSIBILITIES:

  • Oversee the successful short-, mid-, and long-term global development of the 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, including the establishment of strategic objectives, development strategies, and specific activities.
  • Foster a collaborative environment for the IKA team, engaging team members in defining and executing the account strategy, including their involvement in the account plan and annual budget processes.
  • Organize and participate in regular team collaboration meetings, providing feedback on identified challenges to relevant management units.
  • Ensure transparency of international customer information, including customer structure, buying team composition, share of wallet, and competitive positioning.
  • Facilitate proactive information sharing within the IKA team and across relevant functions.
  • Coordinate international pricing discussions among all parties involved, with final pricing approval resting with the LAM.
  • Pursue excellence in sales, negotiating international contracts, strategic projects, and product developments while coordinating all phases from pre-sales to customer fulfillment.
  • Ensure proper setup and maintenance of IKA-specific data within the CRM system.
  • Plan the sales activity budget to support the development of the IKA and the international IKA team, including customer events, team meetings, international travel, and marketing initiatives.
  • Represent the IKA, its ongoing strategies, and developments at the executive level.

QUALIFICATIONS:

Education and Experience:

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

ADDITIONAL QUALIFICATIONS:

  • Regular travel, including international, is expected (approximately 50%).
  • Fluency in English, both spoken and written.
  • Exceptional communication skills, including proficiency in virtual communication.
  • Strong strategic thinking capabilities.
  • Leadership skills, including the ability to motivate and guide a team without direct oversight.
  • Proficient negotiation skills.
  • Cultural awareness and social competence.
  • Understanding of legal documentation and processes for agreements.
  • Experience in international sales.
  • Comprehension of economic principles (e.g., margins).
  • Able to engage with multiple levels of management, both internal and external.
  • Familiarity with various project management methodologies (agile, waterfall, etc.).

CORE COMPETENCIES:

Integrity, Commitment to Personal Growth and Learning, Customer-Centric Approach, Accountability, and Building Effective Relationships.

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

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