Regional Account Manager - Team Selling (Industrial Automation)

Profile insights
Here’s how the job qualifications align with your profile.
Skills

Continuous improvement
(Required)

Technical sales

Sales management
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Education

Bachelor's degree
 
Job details
Here’s how the job details align with your profile.
Pay

$83,640 - $145,000 a year
Shift and schedule

Weekends as needed

On call
 
Benefits
Pulled from the full job description
401(k)
Dental insurance
Disability insurance
Health insurance
Life insurance
Paid time off
Vision insurance
 
Full job description
***This is a remote, field-based sales position. The ideal candidate will work out of their home office and cover a regional sales territory of Northern California.

ABOUT SICK:

SICK is one of the world’s leading manufacturers of sensors, safety systems, and automatic identification products for industrial applications. Whether automating factories or optimizing distribution centers, SICK provides cost-effective solutions. We have been a technology leader for more than 70 years and with more than 50 global subsidiaries, SICK has a presence all over the world. Leveraging a history of innovation, our company has pioneered a long line of industry firsts‑such as the first safety light curtain, the first color sensor, and many more.

COMPENSATION & BENEFITS:

Our base salary is one part of our total compensation package and is determined within a range. The starting base salary range for this position is listed below. Actual starting salary will be based on a variety of factors including experience, skill set, education, performance, license/certifications, business needs, and other job-related factors permitted by law.

Starting Base Annual Salary Range:

$83,640 - $145,000

Bonus Eligibility:

This role is eligible for variable sales commissions based on a combination of company and individual performance.

Benefits:

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 benefits package! SICK offers 17 PTO days starting, medical insurance, vision insurance, dental insurance, disability/life benefits, 401k retirement plan and more. Click here to view more about our benefits!

POSITION SUMMARY:

This position has primary responsibility for supporting and growing profitable SICK sales and market share within SICK’s defined strategic industries in the associated region. The Regional Account Manager will be responsible for a named set of accounts and will drive market share within these accounts. This Regional Account Manager will also be a critical part of a defined selling team that will utilize collective experiences, knowledge, and expertise to drive efficient and effective response to all defined SICK’s customer with a Customer Centric focus. This position will be involved in strategic, complex sales with a focus on products, services, systems, and solutions selling.

RESPONSIBILITIES:

Be the trusted advisor and main point of contact to our customers. Introduce and sell SICK solutions and services to both existing and new account prospects to achieve established goals and grow market share.
Work strategically with the defined Team Selling Unit in the local region to meet both individual goals as well as defined team goals.
Responsible for business development and standard solution opportunities within defined customer list. If opportunities push beyond standard solutions this person will engage the SICK solution expert in the defined region and area of expertise.
Use and accurately maintain the company’s CRM system for all customer and sales process data to ensure teamwork, collaboration, and global transparency towards providing an amazing customer experience.
Develop direct customer relationships using deep understanding of customers business needs, production applications, and technical language utilized in their industry.
Use consultative sales techniques and solutions that are differentiated to improve customer production quality control and production efficiency, based on SICK Sales Power (SSP) to uncover customer needs and solve difficult applications.
Provide an amazing customer experience and accurately manage customer communications and SICK customer relationship with named accounts.
Identify and qualify business and customer opportunities and/or threats; understand the account potential, competitors, and position in the market and requirements for doing business.
Be responsible for new leads and potential opportunities for new and diverse product applications through continued product, industry, and client research.
Introduce SICK new products, solutions, systems, and Lifetime Services with a sense of urgency and entrepreneurialism.
Utilize the defined Team Selling Unit for efficiency and effectiveness. As needed engage outside the team selling unit with specialists, national product managers, and other colleagues, as appropriate, to maximize our share of wallet.
Develop strategic account plans for target customers and opportunities.
Pursue Sales Excellence, developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and performance reviews with Supervisor.
Capitalize on TSC development and training opportunities to position yourself for highest levels of performance recognition and continued career development.
Keep abreast of market and competitive activity; recommend actions in areas where competitor activities are having a negative impact on sales goals.
Participate in trade shows, prepare and give marketing/sales presentations to technical societies, etc.
Carry out other duties and responsibilities as may be assigned or required.
QUALIFICATIONS:

Education and Experience:

Four-year degree in a technical field with either an academic or experiential orientation toward technical sales.
Prior sales experience involving sales of complex, high technology industrial automation solutions and sensor products through direct sales (*this includes Products, Systems and Services).
Prior technical industry experience outside of sales is preferred.
Other Qualifications:

Able to travel regionally up to four days a week.
High degree of direct sales management skills and the implementation of account sales plans through a network of direct and indirect sales channels.
Able to manage consistently to a common plan, providing sales leadership in the implementation of corporate sales strategies.
Fundamental leadership in sales management, opportunity assessment, and excellent communication and interpersonal skills with a global mindset.
Focus on utilization of the team selling unit to locally solve problems and create strategic plans through shared knowledge and collaboration.
Must be flexible, resilient, and open to change.
A self-starter with strong motivation and desire for continuous learning and improvement.
Possess general knowledge of software applications and technologies within automation.
Computer proficiency with Microsoft and Internet applications.
Able and willing to work alternative schedules including weekend, and on-call hours as needed.
Legally permitted to work in the United States.
Able to work in a general office environment.