Corporate Account Manager

SMC; Detroit (MI); On-site; USD 90,000 - 130,000; Full time

Job summary

SMC seeks a Corporate Account Manager to lead a coordinated sales and service effort for key corporate accounts in the United States. You will understand the customer’s business and technology needs, align SMC resources, and communicate progress to management while driving profitable growth.

You will manage relationships with decision makers, develop action plans, and lead complex pricing and contracts to satisfy customer requests while maintaining SMC profitability.

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering or related field.
• Proven sales experience with SMC or equivalent industrial automation sales.
• Extensive knowledge of industrial automation applications.
• Demonstrated track record of meeting/exceeding sales targets.
• CRM proficiency and ability to learn new tools.
• Clean driving record.

Responsibilities

• Retains and grows sales through proactive management and winning specifications.
• Meet or exceed annual growth expectations.
• Present SMC capabilities to target customers.
• Serve as primary contact for assigned customers and drive growth.
• Represent customer needs within the organization.
• Lead all aspects of the sales process with solution development support.

Skills

Account management

Sales negotiations

CRM proficiency

Pricing proposals

Market analysis

Education

Bachelor's degree

Tools

CRM software

ROI analysis

Job description

PURPOSE

The Corporate Account Manager is responsible for representing SMC in all business activities associated with a corporate account that requires a coordinated sales and service effort by several individuals within SMC on a national and/or global scale to win customer specifications. This person will be responsible for developing a thorough understanding of the customer's business and technological requirements, and for aligning SMC resources with the customer's objectives to obtain mutual success, while at the same time communicating progress and overall situation to SMC management.

Responsibilities

• Retains and profitably grows sales through proactive management and winning specifications of Corporate Accounts.
• Meet or exceed annual growth expectations on a consistent basis.
• Presents all of SMC’s capabilities, services and products to current and prospective target customers.
• Serves as the primary contact for assigned customers and is responsible for customer growth.
• Represents the voice of the customer’s needs and goals within the organization.
• Leads all aspects of the sales process, calling upon others to assist in solution development.
• Owns and manages customer relationship.
• Develops and executes detailed customer action plan and forecast as required.
• Maintains/creates very strong and deep-rooted relationships with key decision makers within designated strategic target accounts; recognized and respected by customer’s top management team within top-rated accounts.
• Effectively utilizes SMC tools and resources to ensure organizational consistency and efficiency.
• Completes market reports as new and relevant information becomes available. Initiates and manages investment opportunities.
• Manages SMC assets appropriately and is able to successfully calculate ROI using the RINGI process.
• Has passed all training required by SMC.
• Is competent in all SMC sales philosophy, strategies, and tactics.
• Uses and accurately maintains CRM: sales calls, projects, opportunities, contacts, leads, success reports to align customer data regionally and globally as necessary.
• Implements complex pricing proposals and agreements that satisfy customer requests while maintaining profitability for SMC, including global agreements.
• Develops and implements a sales channel strategy that meets the needs of the corporate account.
• Identifies new projects and opportunities at customer such as plant expansions, machinery purchases, improvements, etc.
• Maintains consistent and timely communication with the key decision makers of the customer, including related OEMs, engineering firms, subcontractors, etc.
• Coaches/mentors less senior sales staff and peers with a focus on plant-level salespeople at the corporate account.
• Successfully completes other duties as prescribed by the Sales/Branch/Industry Manager.

Physical Demands / Work Environment

• Customer‑facing position; with the majority of time spent at customer site.
• Potential travel with some extended stay away from home.
• Physically capable of lifting SMC products and displays up to 50 lbs.

Minimum Requirements

• Bachelor’s degree in Business, Marketing, Engineering or related technical field, or equivalent experience.
• Proven sales experience with SMC or equivalent industrial automation sales experience.
• Extensive knowledge of industrial automation applications.
• Demonstrated track record of meeting and exceeding sales or performance targets.
• Comprehensive understanding of pneumatic components and their application.
• Understanding of competitive product lines.
• High level communication, negotiation, problem‑solving, and leadership skills.
• Proficient in CRM and the use of computers and ability to learn new programs and tools as required.
• Clean driving record.