The Corporate Account Manager is responsible for representing SMC in all business activities associated with a corporate account that requires a coordinated sales and service effort by several individuals within SMC on a national and/or global scale to win customer specifications. This person will be responsible for developing a thorough understanding of the customer's business and technological requirements, and for aligning SMC
resources with the customer's objectives to obtain mutual success, while at the same time communicating progress and overall situation to SMC management.
ESSENTIAL DUTIES
• Retains and profitably grows sales through proactive management and winning specifications of Corporate Accounts.
• Meet or exceed annual growth expectations on a consistent basis.
• Presents all of SMC's capabilities, services and products to current and prospective target customers
• Serves as the primary contact for assigned customers and is responsible for customer growth
• Represents the voice of the customer's needs and goals within the organization
• Leads all aspects of the sales process, calling upon others to assist in solution development
• Own and manage customer relationship
• Develop and execute detailed customer action plan and forecast as required
• Maintains/creates very strong and deep-rooted relationships with key decision makers within designated strategic target accounts; recognized and respected by customer's top management team within top rated accounts
• Effectively utilize SMC tools and resources to ensure organizational consistency and efficiency
• Complete market reports as new and relevant information becomes available. Initiate and manage Investment Opportunities.
• Manage SMC assets appropriately and be able to successfully calculate ROI using the RINGI process
• Have passed all training required by SMC
• Be competent in all SMC sales philosophy, strategies, and tactics
• Use and accurately maintain CRM: sales calls, projects, opportunities, contacts, lead, success reports, to align customer data regionally, globally as necessary.
• Implementing complex pricing proposal and agreements that satisfy customer requests while maintaining profitability for SMC, including global agreements.
• Developing and implementing a sales channel strategy that meets the needs of the corporate account.
• Identifying new projects and opportunities at customer such as plant expansions, machinery purchases, improvements, etc.
• Consistent and timely communication with the key decision makers of the customer, including related OEM's, engineering firms, subcontractors, etc.
• Coaching/mentoring experiences with less senior sales staff and peers with a focus on the plant level salespeople at the corporate acct.
• Successfully complete other duties as prescribed by the Sales/Branch/Industry Manager
PHYSICAL DEMANDS/WORK ENVIRONMENT
• Customer facing position; with the majority time spent at customer site
• Potential travel with some extended stay away from home
• Physically capable of lifting SMC products and displays up to 50 lbs.
MINIMUM REQUIREMENTS
• Bachelor's degree in Business, Marketing, Engineering or related technical field, or equivalent experience.
• Proven sales experience with SMC or equivalent industrial automation sales experience.
• Extensive knowledge of industrial automation applications.
• Demonstrated track record of meeting and exceeding sales or performance targets.
• Comprehensive understanding of pneumatic components and their application.
• Understanding of competitive product lines.
• High level communication, negotiation, problem-solving, and leadership skills.
• Proficient in CRM and the use of computers and ability to learn new programs and tools as required.