OEM/EMEM Account Manager

Mettler Toledo•Columbus, OH

8d•Hybrid

About The Position

Reporting to the OEM Business Manager, this position is responsible for developing and managing direct OEM accounts focused in the Engineering, Machinery, & Equipment Manufacturing (EMEM) segment across an assigned territory in the US, with the objective of achieving revenue targets. The Account Manager will provide value selling consulting services to potential and existing customers engaged in OEM/EMEM opportunities. The candidate will identify, develop, and support OEM/EMEM business opportunities. As a recognized expert on applications of the OEM/EMEM Group, the candidate will also establish peer-based relationships with other sales representatives and distributors in the field, while ensuring sustainable growth of the OEM/EMEM business in their assigned region.

Requirements

Bachelor's degree from a 4-year college preferred; Associate's degree (AA) with a technical major or equivalent from two-year College is acceptable.
Industrial Engineering background preferably.
Experience in the value selling approach to sales; methodical and structured preparation of sales opportunities (calls+ visits) and follow up.
Must be proficient in MS Office software and knowledgeable with PC applications, related computer connectivity, and process control theory.
Solid presentation skills, organizational skills and professional image

Nice To Haves

Previous weighing, PLC connection and automation networking experience a distinct advantage.
Previous experience in computer connectivity and process control theory.

Responsibilities

Develop and manage specialist EMEM accounts on a direct basis, focused primarily on Core Standard Industrial/OEM Product solutions.
Grow sales revenue of SI/OEM Products by active participation in the sales process with EMEM accounts including pre and post sales visits, executing the Sales Force Guidance Group Initiative.
Achieve the C1 and OP targets, aligned with the rest of the OEM/EMEM team members.
Provide consultative support in the sales process for the SI/OEM Core solutions in the assigned area and focus accounts.
Generate cross-selling opportunities for other Product Divisions.
In coordination with the OEM Business Manager, assist with the marketing and business strategy for SI/OEM Core solutions to the EMEM market segment.
Promote and proactively conduct product-selling activities to include calling on existing and new accounts: OEM's, EMEM's, integrators, and engineering firms.
Develop sales opportunities in conjunction with Product Management and the SBU Team through the provision of webinars, technical consulting and application reviews. Promote on-site events as well.
Develop strong application and product knowledge and serve as a recognized expert for SI/OEM Core products.
Share experiences, ideas, potential customers, business opportunities and good practices with other SI/OEM team members.
Good discipline in the CRM System, reporting of sales activities, follow-up of opportunities and maintaining an accurate pipeline.
Correct management of discounts and demo material.