Senior Manager OEM Key Account Management

Position Summary

The Account Manager – OEM is responsible for the development and implementation of sales strategies and plans to acquire new business for assigned solutions and services to meet or exceed annual sales goals and grow market share. The individual is responsible for establishing and maintaining relationships at assigned accounts and engaging with distributors to ensure effective and efficient utilization of resources.

Essential Functions:

• Owns the account strategy within the assigned accounts and communicates to the internal teams on an account by account basis when appropriate. Leads development and execution of documented account plans.
• Establishes executive level relationships with the customer base and understands customer processes, drivers and business model.
• Coordinates and communicates with domain experts, Marketing management and the distributor organizations.
• Provides application knowledge and industry expertise and manages sales activities according to Schneider Electric’s Customer Centric Selling process.
• Qualifies customer opportunities, engage the appropriate resources and coordinates the solution design to impact the customer’s decision process and presents solutions to the customer (value proposition). Organizes and manages a technical engagement team for identified opportunities and integrates competitive data and strategy into proposals.
• Maintains accurate assessment of target and opportunity funnel within the Customer Relationship Management system.
• Teams with corporate Contracts and Negotiations group to come to terms with customers.
• Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances through distributor.
• .Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Engages Schneider Electric’s account team and the senior Management, as required, to plan for and win opportunities.
• Supports customer/internal program reviews and also the development of regional level Market Focus Plans.
• Ensures through familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Achieves assigned sales quota in designated strategic accounts.
• Meets assigned expectations for profitability.
• Achieves strategic customer objectives defined by company management.
• Completes strategic customer account plans that meet company standards.
• Maintains high customer satisfaction ratings that meet company

Basic Qualifications:

• Bachelor’s degree of engineering in Electronics, Electrical, Mechatronics or equivalent.
• Must be able and willing to travel up to 50% of the time.

• Minimum 8 or more years of successful sales experience in technical sales for Industrial Automation Products or related technologies in renowned organizations in Industry Automation
• Experience working with all levels of an industrial automation plant including VPs, plant engineers and OEM machine builders.