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Account Executive - CKA (Corporate Key Account)

Company: SICK, Inc.
Location: Stoughton
Posted on: May 16, 2022

Job Description:

Job Description ***This is a remote, field based position. The ideal candidate will work out of their home office and be based in or near Boston MA. They will conduct regular business travel as required by the position. ABOUT SICK, INC: SICK is a leading global provider of intelligent sensors, systems, and services for factory, logistics, and process automation applications. With more than 1,000 patents, innovation and technology are at its core. This focus on innovation and "Sensor Intelligence" have allowed SICK to develop products for every phase of production in the automotive, packaging, electronics, food and beverage, consumer goods, storage and conveyor, robotics, material handling, oil and gas, chemical, power, maritime industries and more. In addition, SICK's focus on Sensor Intelligence allows us to make Industry 4.0, or the Industrial Internet of Things, a reality for their customers.POSITION SUMMARY:This Account Executive position for the Corporate Key Account (CKA) has primary responsibility for continuous consistent long-term business and relationship development for all Autonomy & Robotics business within the CKA; for maximizing the share of wallet attained across a broad array of SICK solutions (systems, services, products), and for budget attainment within profit expectations provided on global basis. Continued focus on the global digital transformation throughout the CKA by delivering Industry 4.0 solutions through cloud / edge connectivity and software. In the Autonomy & Robotics focus area, specific focus on Creating Safe Productivity is a key offering this Global Sales Manager role will be responsible (i.e. 3D dynamic safety, safety solutions in the cloud, understanding sensor fusion to partner with the customer to create safe solutions, etc.). The above to be accomplished through global sales leadership and coordinating globally the activities of a multi-discipline account team comprised of direct reports and non-direct reports. CKA customers are our highest level of customers classified by the SICK Group. The mission of this role is to provide the CKA an amazing customer experience for both direct and indirect buying channels on a global basis throughout all SICK Sales Cluster's (SSC). The primary focus of this role is all global autonomy and robotics programs mainly within the CKA Robotics and Advanced Technology business sectors of the CKA. Requires collaboration throughout the world working closely with SSC leaders, SSU (Sales Service Unit) leaders, SICK Germany home office, and identified CKA specific contacts working in core, prime, or pro SSU classifications. RESPONSIBILITIES:

  • Drive all aspects of SICK core processes across the account team serving the named CKA account. Core processes of Sales Pro, Service Pro, Enhanced Product Management (EPM), and all aspects of the Customer Project Management (CPM) process.
  • Make Diving into The Unknown (DITU) an everyday occurrence for you and your team keeping an agile mindset for both the known and unknown / complex customer needs at the CKA thus providing a consistent amazing customer experience.
  • Full utilization of the company's business process platform (Microsoft Dynamics CRM) by self and the account team to assure a high level of coordination and team performance. Advanced use of the MS Office Platform (Word,
  • Utilize SCRUM/Agile methodology inside the global account team, and across the company to prioritize process improvements that deliver an amazing customer experience.
  • Coach and develop a global account team; hold personnel accountable for high performance towards company cultural expectations, personal performance goals and activities.
  • Determine future hiring needs and organizational changes as needed to achieve the mission.
  • Ensure tight coordination of sales planning and execution activities between all parts of the boarder organization, not limited to Strategic Industry teams, Product Management, Lifetime Services, Customer Care, Application Solutions, Consulting & Digital Solutions, inside and outside of the incumbent's direct reports to ensure maximum organizational efficiency and focus through Sick Beyond Borders (SBB)
  • Establish and maintain internal relationships within the SICK global network.
  • Advanced knowledge of Autonomous Mobile Robot solutions specifically related to sensing, artificial intelligence, path planning, motion control, safety, broad field sensing, vision, and autonomous navigation.
  • Knowledge of obstacle detection and collision avoidance sensing solutions and how those can be adapted into Simultaneous Localization & Mapping Solutions.
  • Knowledge of robotics perception, robotic manipulation, and end of arm tooling solutions for Industrial Robots and Cobots.
  • Knowledge of the four SIL (Safety Integrity Levels) and PL (Performance Levels) for safety performance and their association to varying sensor solutions
  • Participate in relevant industry specific SICK group activities and meetings, present and advocate for the CKA and customer needs.
  • Establish and maintain relationships with relevant global leaders throughout the SICK Group, work collaboratively with the organization to address customer needs and provide an amazing customer experience.
  • Establish and maintain relationships with industry influencers and key strategic partners; build relationships with CKA personnel and assist the account team with maintaining relationships, negotiating and closing deals.
  • Collaborate with the Marketing and Product Management Departments to plan and oversee marketing activities to ensure a consistent corporate image is portrayed throughout all materials and events; keep abreast of and monitor market and competitor activity adjusting marketing strategy as appropriate.
  • Direct the investigation into additional customer needs and opportunities, leveraging SICK EoC – Environment of Customer process to uncover CKA needs.
  • Interface and collaborate openly with Global Sales & Service Clusters to execute the CKA account strategy & projects and build a strong consistent global brand in the eyes of the customer.
  • Establish and maintain a sales budget; achieve gross margin (CB2/CB4) goals by managing discount levels within the limits of authority provided.
  • Provide accurate and timely sales reports; present to executive management as appropriate.
  • Lead local and global account team meetings to discuss business opportunities (direct & indirect), accomplishments, issues and concerns, company/business changes and/or process improvements.
  • Communicate escalated Accounts Receivable, Accounts Payable and Customer Service issues with other management and staff for timely resolution.
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
  • Carry out other duties and responsibilities as may be assigned or required. QUALIFICATIONS: Education and Experience
    • Four-year degree with either an academic or experiential orientation to the sales of electronics, mechanics or optics, other industrial controls and processes or significant relevant work experience.
    • An engineering and/or advanced degree is a plus.
    • Experience in identifying market dynamics.
    • Understanding of megatrends and strategizing how those trends affect short-, mid-, and long-term growth of the CKA (i.e. technology & innovation, the environment, etc.)
    • Minimum of 10 years of experience involving sales of complex industrial automation solutions through direct sales and indirect buying channels.
    • Minimum 3 years of experience in an Account Leadership role.
    • Demonstrated coaching and leadership skills in a multi-channel global sales organization with proven, positive results required. Other Qualifications
      • Excellent sales and communication skills with the ability to influence promotional efforts of distributors and distributor sales staff.
      • Excellent closing and negotiation skills with the ability to directly support and help close major projects.
      • Excellence in understanding of internal / external business processes and appropriate communication paths to position key serial product and systems global business opportunities
      • Advanced knowledge and computer proficiency with Microsoft Office and internet applications.
      • Ability and willingness to work alternative schedules including weekend, and on-call hours as needed
      • Legally permitted to work in home country and ability to travel frequently on an international basis
      • Ability to work in a general office environment and home office
      • Ability to travel locally and internationally at least 50% of the time.CORE COMPETENCIES:Ethics and Integrity Personal Growth and Learning, Customer Focus, Personal Accountable, Building Effective RelationshipsBENEFITS: At SICK, we believe that our employees are the key to achieving our mission and values. SICK's benefit package has long been recognized and valued because of its comprehensiveness and competitiveness in the market. To help our employees make the most of their overall well-being, we are thrilled to provide an outstanding rewards package! See attached benefits summary documents for details!If you thrive in a fast-paced, team-oriented work environment that offers challenges and the opportunity for growth, we are the place for you! SICK has several locations throughout domestic US and offers competitive wages and an excellent benefits program. Qualified candidates can apply online by clicking the "Apply Online" button. Visit us at Action (AA)/Equal Opportunity Employer (EOE) M/F/D/V

Keywords: SICK, Inc., Boston , Account Executive - CKA (Corporate Key Account), Other , Stoughton, Massachusetts

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