Account Manager - focused on Software Sales

RSM Solutions, Inc; Orland Park (IL); On-site; USD 110,000 - 150,000; Full time

Job summary

RSM Solutions, Inc. in Chicago seeks an Account Exec / Account Manager with a hunter mindset to drive mid-market manufacturing software sales. 70% outside field sales and 30% inside sales, with uncapped commissions. US Citizens or Green Card holders only. On-site Chicago role with potential Midwest focus.

You will lead sales efforts, build strategic plans, negotiate contracts, and develop metrics to measure success with current and prospective customers.

Qualifications

• Experience selling ERP/MES/WMS/QMS software to mid-market or enterprise clients.
• Track record in B2B manufacturing software sales with executive-level closes.
• Experience with large-scale implementation sales via top IT services firms.
• Strong understanding of manufacturing digitization needs.

Responsibilities

• Lead sales efforts to the mid-market manufacturing sector.
• Build a sales plan to offer integrated software and services as a strategic partner.
• D the full sales cycle including proposals, scoping, pricing and contract negotiations.
• Develop metrics and reporting to drive success with customers.

Skills

Account management

Enterprise software sales

B2B sales

Manufacturing industry experience

Contract negotiations

Sales planning

Relationship management

Tools

CRM software

ERP systems

Job description

If you have read my job descriptions before, this will be a refresher. For those of you who haven't read my job descriptions before, welcome to the party....I like to add a little humor, so you will see some comedy scattered in this Job Description.

You might have seen this role posted before...we are not replacing sales staff. Rather, we are consistently adding to this clients sales staff

I am actually very good friends with the COO for this firm. He and I have been close personal friends for close to 15 years. The reason I mention this is that I know a little bit about these guys and what creates a good 'fit' here... So, what are those components of a good 'fit'. you might ask? Well here are a few characteristics:

• This is an environment where there is an expectation that you will not just do your best work...but want to do your best work. Everyone that you will interact with are also striving to do their best work as well. So, we are seeking that individual that doesn't just want a 'job' but is looking to elevate their career, learn from others, and share their knowledge.
• This is not a 'drama filled' environment. This role is not for that kind of person that feels like the world revolves around them. We have all meet salespeople that have a sense of 'bravado' (there is a less politically correct term for this)...this is not that kind of environment. So, I think you get what I am saying...confidence is one thing...being an (carefully placed explative) is another.

This particular client manufactures MES (Manufacturing Execution System) Software that is used by firms both large and small (typically their customer base are typically firms with 500 employees or less) and are primarily focused in the Midwest in terms of its install base (these guys are based in Germany...nope it isn't SAP). This clients MIP (Manufacturing Integration Platform) and Advanced Planning and Scheduling System use AI to help complete this client's overall product portfolio. A great way to describe this firm is that they are smack dab in the middle of the "Smart Factory Revolution". With over 45 years of experience and 520 professionals across 13 locations, they empower manufacturing companies to optimize their production processes through innovative software solutions. Their software is used by over 1,100,000 people in 1,750 manufacturing companies worldwide.

For this role, we are seeking a Account Exec / Account Manager that is already located in Chicago. In addition, I can only work with US Citizens or Green Card Holders for this role.

If you are not located in Chicago, we would need you to be located in the midwest. This role is about 70% outside sales and 30% inside sales. This is a true 'hunter with hunger' role. There is no cap on commissions here as well. This role has uncapped commissions.

If you are anything like me, my eyes get a little buggy when I see job descriptions with a zillion 'must haves', half of which don't exist. So, due to that, I am going to give you the high level bullet points. If you are interested and apply, I can share all of those bullets. However, this should give you a good idea of what we are looking for and what the responsibilities of the role are.

Here are the key responsibilities:

• Lead Sales efforts to the mid-market manufacturing sector.
• Build a sales plan to provide integrated software and service solutions to meet prospect and existing customer needs as a strategic business partner.
• Drive all aspects of the sales cycle including, proposals, scoping, pricing and contract negotiations, etc.
• Develop proven metrics and reporting to drive the team to achieve success with our current and prospective customers.

Here is what we are seeking:

• Experience working for either an ERP, MES, WMS or QMS Software firm as an account executive. This enterprise software sales experience is an absolute must have. I get it, some might say 'sales is sales'...however, this particular client would disagree with you. So, I absolutely need to see ERP, MES, WMS or QMS sales experience in your background in order for this role to be a fit.
• If, in tandem with that enterprise software sales (ERP, WMS, QMS, MES), you have large scale implementation project sales experience with a Cognizant, IBM Global Services, Accenture, PWC, E&Y, etc, that would be great to see.
• Experience in business-to-business sales (especially in the manufacturing space), including prospecting, relationship management and closing complex deals for consulting-intense software solutions in the manufacturing industry, or the industrial automation space (especially at the executive level).
• Strong technology skills, familiarity with value-added processes in the manufacturing industry. This should include the digitization needs of manufacturing companies and their processes.