District Account Manager

FANUC America Corporation • Union City, CA

1d

About The Position

In this role as a District Account Manager, you will be responsible for developing and implementing strategic sales plans for targeted accounts that will lead to winning business and growing FANUC America Corporation’s (FAC) market share. The sales professional will develop and cultivate relationships with key stakeholders and decision-makers and collaborate with internal and external teams to identify complex sales solutions, ultimately becoming a trusted advisor in the customer’s automation journey leading to long-term partnerships. We are looking for a dynamic, strategic, and successful sales professional skilled at taking initiative and being a trusted advisor to their customers; someone with a background in robots, robotic applications, and the assigned market, including having developed relationships and established contacts at all levels of organizations.

Requirements

• Bachelor’s degree in Engineering, Business Administration or related field; or equivalent relevant experience
• Minimum five years of capital equipment sales with proven selling and negotiation skills, experience developing strategic account plans
• Minimum five years of experience in the robotics and/or automation industry with working knowledge of FANUC products
• Minimum three years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticals
• Strong presentation skills utilizing PowerPoint, with the ability to sell to top down through client organizations

Nice To Haves

• Master’s Degree in Engineering, Business Administration, or related field
• Extensive knowledge of manufacturing processes

Responsibilities

• Develop and maintain a comprehensive understanding of target industries, accounts, and senior leadership by: Researching market trends, regulatory and economic factors, and value/supply chains, Analyzing customer business models, operations, financials, strategy, and competitive landscape (including internal and partner presence), Analyzing executive roles, priorities, and backgrounds to enable informed, credible, and highly personalized engagement at the C-suite level
• Become FAC’s subject-matter expert/thought leader for select industry vertical(s) and serve as the “face of FAC” to the industry through participation in various promotional events, including but not limited to interviews, panel discussions, articles/papers, webcasts, presentations at industry events
• Determine the appropriate entry point(s) into the customer organization and engage via appropriate channels, including but not limited to social media, e-mail, telephone, digital meeting, and/or in-person meetings
• Focus on total customer satisfaction across customer organization by developing: Strategies to improve customer satisfaction on an ongoing basis, Action items to address customer satisfaction opportunities for improvement
• Develop, implement, and actively maintain comprehensive key account strategic plans for all accounts, including identifying contributions needed from other organizations & individuals within FAC, the FANUC Group globally, and/or our ASI network collectively (the pursuit team)
• Effectively communicate the sales strategy to the pursuit team, secure buy-in for action items, and track progress toward agreed-upon objectives, including updating the strategic plan as necessary and communicating updates to FAC/FANUC/ASI stakeholders on an ongoing basis
• Carefully assess the competitive landscape and develop strategies to counter competitive threats
• Serve as the primary contact to lead and coordinate interactions between the customer’s organization and the pursuit team, including leveraging FAC’s sales, engineering, and other support groups to respond to customer requests timely
• Develop critical customer insights to uncover short- and long-term customer needs
• Lead the formal introduction of FAC & FANUC to the appropriate audience(s) within the customer’s organization
• Coordinate the execution of facility automation audits with the FAC Executing Group responsible and/or relevant ASIs to identify customer pain points and propose potential solutions
• Following the audit, assess the technological & commercial risks associated with each opportunity, leverage any successful existing ASI relationships, and determine the proper solution to secure the business for FAC
• Identify and facilitate the formal introduction of FAC ASIs when appropriate to the opportunity, and track progress of the ASI/end user relationship as needed
• Conduct formal reviews on a semiannual or quarterly basis with the key customer stakeholders to track open issues, new opportunities, ongoing projects, product requests, support needs, etc.
• Solicit input and feedback from customers on product operation and new requirements to provide direction on product improvements and new products to increase FAC’s competitive advantages and market share
• Manage company assets through accurate monthly forecast, and support in the collection of overdue payments
• Represent FAC by regularly visiting customer sites and attending tradeshows/industry events within and outside of assigned territory

Benefits

• Medical, Dental & Vision Insurance
• 401(k) Retirement Program
• Life Insurance
• Short-Term & Long-Term Disability Plans
• Tuition Reimbursement
• Wellness Program
• Flexible Spending Accounts
• Employee Assistance Program
• Flexible Benefit Dollars
• Generous Holiday & Vacation Program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior