Sales Account Manager - Industrial Robotics Sales
About The Position
Kawasaki Robotics (USA) Inc. is a leading supplier of industrial robots and automation systems and an integral member of the $15Billion global industrial giant, Kawasaki Heavy Industries. We are now looking for ambitious, career-minded, high energy and success focused individuals. Kawasaki Robotics has a strong presence across Asia, Europe and the Americas where we have become a leader for robotic systems in industrial automation and as well as a technological leader in the semiconductor robot sector. At Kawasaki, we service a wide range of industries and applications and our total commitment to quality and constant improvement has enabled us to become one of the leading robot and industrial automation suppliers in the world. Are you ambitious, energetic, committed to success and looking for a truly great brand to sell? Do you want qualified leads, excellent pre and post-sales support and limitless opportunities? We are now inviting applications for the rare opportunity to join our General Industries Sales Team in the role of Sales Account Manager specifically responsible for growing our robot and system sales across a mix of industry sectors. POSITION PURPOSE The Account Manager is responsible for sales of Kawasaki robots and related services to targeted customers and channel partners. This person must achieve maximum sales and profitability potential through the acquisition and development of new business and long-term account management. This person will also develop and implement action plans and strategies, assisting Kawasaki management with business forecasting and reporting. The Account Manager will operate from Kawasaki’s North America headquarters in Wixom, MI.
Requirements
- Bachelors’ degree in Engineering or relevant subject matter (e.g. Business)
- Must have at least 5 years of successful sales experience in industrial automation
- Must demonstrate strong technical credibility in front of customers and internal engineering personnel
- Must have the potential to become a top capital equipment sales professional
- Must have high energy and strong commitment to work for results
- Demonstrate excellent communication and negotiation skills
- Demonstrable ability to manage the entire sales process efficiently
- Must have proven record of cultivating long term profitable relationships with customers
- Candidates will be computer literate and a fluent user of communication technology
- Willingness to travel up to 50%
Nice To Haves
- Experience in field service and/or applications engineering is desirable but not required
Responsibilities
- Seek out and evaluate opportunities using Kawasaki criteria to establish potential
- Have a strong understanding of assigned accounts and establish contact with them
- Plan and execute all sales activities for assigned accounts within company guidelines
- Prepare key account plans, including Success/Action plans, SWOT analysis and account profiles
- Develop long-term relationships with various customer decision making positions directly or indirectly connected to potential sales - including Purchasing, Engineering, Finance and other key functions as appropriate
- Actively listen to customers and collect relevant data about their business/processes
- Evaluate customer production methods and automation / robotic needs
- Identify and articulate a connection between a prospect’s needs and Kawasaki solutions
- Prepare and present technical proposals and cost estimates
- Negotiate prices with the customers within defined revenue and profit criteria
- Provide convincing ROI arguments and alternative strategies to solve resistance
- Close sales by guiding the customer effectively through the sales process
- Report sales activities to Kawasaki management on a regular basis
- Estimate and forecast potential robot and system sales quarterly
- Continually upgrade and maintain knowledge of robot and systems technology
- Investigate and report competitive activity and trends
- Demonstrate a positive attitude and company focus
- Attend trade shows and support Kawasaki Marketing activities
- Assist Accounting department with customer collections as needed
- Achieve individual sales target in volume, revenue and profitability
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
