GLOBAL KEY ACCOUNT MANAGER-AUTOMOTIVE will focus on the Japanese automotive industry operating in the U.S. & Canada and the key accounts that define the market (end users, OEMs, system integrators, consultants, etc.). Position will drive specifications and the sale of Factory Automation equipment within the defined automotive market. Will also develop and be responsible for industry strategies including identifying key accounts to be significant contributors to the company's growth in the defined market.
Position Duties and Responsibilities
Develop strategy for defined industry; penetrate targeted Japanese automotive industry accounts, as well as major projects to grow the company's Factory Automation business.
Initiate sales activity with top level Japanese management in target industry accounts and coordinate with cross functional sales team.
Engage as a key contributor on a globally coordinated team to drive automotive project specifications. Coordinate globally to support end user and/or OEM activity.
Become subject matter expert (SME) for selected industry. Support OEM teams as SME, as needed.
Extensive utilization of CRM tool for managing sales pipeline, customer activities, etc.
Engage and coach an extended team of other resources (company sales personnel, distributors, etc.) to increase sales within key automotive accounts.
Discover and validate total cost of ownership (TCO) differentiators within target industry accounts. Create discovery agreement and secure commitment.
Understand target market product trends and specifications and communicate requirements to Product and Solutions Marketing groups.
Recommend focused marketing activities for the target industry and target accounts.
Manage partnerships with internal & external resources at the company to accomplish objectives. Leverage globalization.
Represent company at important automotive industry activities and participate in industry specification activities.
Create data, budgets and reports to support company business (i.e. Monthly report on sales/marketing activity).
Review and analyze quarterly report on industry trends, competition and activities.
Perform other job functions as assigned.
25% -50% travel within North America, with occasional overseas travel
Significant network of contacts, and ability to network in the defined market
Demonstrated ability in strategic planning and execution
Excellent interpersonal skills and “presence” to deal effectively with senior-level contacts
Excellent communication skills, including presentation skills
Ability to learn company products and recommend technical applications to meet customer needs
Computer proficiency – Microsoft Office
Sales experience with some or all of the following:
PLC’s, HMI’s, Industrial PC’s. Software, and interfaces
Motion Control (Servo) and CNC's
Previous experience working in a Japanese business culture and/or working with Japanese Customers
Beneficial Education, Skills and Experience
Sales Management experience a plus
Bachelor’s Degree in Engineering or equivalent experience
10 + years’ experience in the defined market: Japanese Automotive OEM’s, End-Users, SI’s, and Consultants, with in-depth knowledge of application, manufacturing and/or engineering processes
Ability to communicate fluently (oral & written) in Japanese
10 + years’ experience selling Automation Solutions to senior-level accounts in the defined market (preferably 5+ years selling in Japan)
Cincinnati, Ohio, United States