Job Description
Who You Are
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.
How It's Done
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
What You Need
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
What Would Be Even Better
Master's Degree in Engineering, Business Administration, or related field
Extensive knowledge of manufacturing processes
It's Your Move
At FANUC America, our commitment to People is at the heart of everything we do. We recognize and respect the unique contributions of every team member, and we believe in fostering an environment where careers can grow and thrive. Guided by our core values of Integrity, Dedication, and Excellence, we encourage you to explore new opportunities within our organization-whether that means expanding your skill set, stepping into a new challenge, or collaborating across departments.
Your experience and insights already make you a valued part of our team. If you're ready to take the next step, we invite you to apply for this position today. Good luck-and thank you for your continued dedication to FANUC America.
We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:
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
Sponsorship is not provided for this position
Equal Opportunity Employer, including disabled and veterans
