GLOBAL KEY ACCOUNT MANAGER - ELECTRONIC MANUFACTURING SERVICES
The Global Key Account Manager (EMS) position focuses on the Electronic Manufacturing Services industry, their associated Brand End-Users and the key accounts that help define the market, including major suppliers to the market (machine builders, system integrators, and contract manufacturers). Product sales focus is our client's line of automation products (PLC, HMI, Servo, VFD, and Robot) that support the Electronic Manufacturing industries. Develop target accounts to be a significant contributor to global company growth in the defined markets. Develop and execute short and long term strategic sales plan.
Position Duties and Responsibilities
-Develop strategy for defined industry; penetrate targeted industry accounts, as well as major projects for corporate specification opportunities.
-Initiate sales activity with top level management at target industry accounts and coordinate cross functional teams.
-Become subject matter expert (SME) for selected industries. Support Business Development and Channel Sales teams as SME, as needed.
-Drive specification of Automation Solutions from top down.
-Discover and validate key 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 accounts.
-Work with End Users, CMs and OEMs/SIs, to coordinate application of company products.
-Manage partnerships with internal resources to accomplish objectives.
-Leverage globalization and provide global coordination of GKAM Accounts. Coordinate third party relationships as needed.
-Represent company at important industry events and participate in industry specification activities.
-Create data, budgets and reports to support business, i.e.:
-Monthly report on sales/marketing activity.
-Perform other job functions as assigned.
25% travel within North America and occasional travel to overseas. Majority of travel is within the San Francisco Bay area.
-Significant network of contacts and ability to network in the defined market
-Demonstrated ability in industry marketing planning and execution
-Excellent interpersonal skills and “presence” to deal effectively with senior-level contacts
-Excellent communication skills, including presentation skills
-Sales experience with some or all of the following:
*Programmable Logic Controllers
*Human Machine Interface
*Motion Control (servo) and CNCs
*Variable Frequency Drives
-Ability to learn company products and recommend technical applications to meet customer needs
-Computer proficiency – Microsoft Office
Beneficial Education and Experience
Sales Management experience a plus
-Bachelor’s degree in Engineering – Mechanical, Electrical, Automation, Manufacturing – or equivalent experience
-8+ years’ experience in the defined market with in-depth knowledge of industry requirements and applications within the Electronic Manufacturing Services (EMS) or the Original Design Manufacturers (ODM), or at the Brand Label End-User
-5+ years’ experience selling automation solutions to senior-level contacts at national accounts in the defined market
-Minimum of 5-8 years Application Solution Sales, and/or Strategic Sales and Marketing Experience at Fortune 1000 End User, and OEM customers
Mountain View, CA