Intralogistics OEM Account Manager
Siemens
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Benefits offered by this job
Job summary
Qualifications
- 8+ years of selling technical products and solutions.
- Proven ability to develop new business opportunities.
- Position requires 20% overnight travel.
Responsibilities
- Develop and execute an OEM Account strategy.
- Establish strong relationships with influential contacts.
- Coordinate with Industrial Sales Area Management.
Skills
Education
Job description
Siemens is a global technology company focused on industry, infrastructure, transport, and healthcare. We enable sustainable progress through technology by empowering customers and combining the real and digital worlds. Our people come first, and we strive to support growth and development across a diverse, global team.
The Intralogistics OEM Account Manager is responsible for development and maximization of account penetration and profitable growth of assigned OEMs/system integrators for the Digital Industries portfolio of products and solutions. The role represents Digital Industries in all sales/strategic activities and acts as the interface between the OEM and Siemens. The objective is to Enter, Expand, and Defend accounts and achieve account business targets (KPIs) including specification, account development, and revenue generation leading to market share growth. The role is expected to be self-sufficient in product, technology, and solution knowledge at an executive level and in first-level engineering discussions. The candidate can be based anywhere within the territory ranging from Boston, MA to Baltimore, MD, with a preference in the Boston area.
- Primary focus will be on the Digital Industries Portfolio, which includes Factory Automation (PLC/HMI/IPC/IO/etc.), Motion Control (Low Voltage Variable Frequency Drives/Servo Drive/Servo Motor/etc.), and Digital Connectivity and Power (Industrial Communications/Networking/Power Supply/etc.). Communicate and articulate the customer value of Siemens products, solutions, and technologies at executive and engineering levels.
- Analyze OEM customers’ market, business targets & strategy, issues, needs, processes, value chain, and key business drivers; transfer insights to DI Business Units.
- Develop and execute an OEM Account strategy to grow factory automation, motion control, communications, services, and digitalization.
- Align business planning of the respective Business Units with the OEM’s strategic goals.
- Develop and maintain the Account Business Plan (ABP) and track opportunities in SieSales CRM, implementing the account strategy with emphasis on share-of-wallet, budget, and weekly forecast based on YTD figures.
- Provide transparent reporting of OEM planning and metrics in SieSales CRM to Sales Management and Business Units.
- Coordinate and support the creation of value-based offers, including calculation, terms & conditions, scope, and alignment with the Vertical (End User).
- Establish strong time management practices and develop, expand, and cultivate long-term relationships with influential contacts within the customer organization, including C-Level.
- Ensure seamless handover to project execution and delivery, including win-loss analysis.
- Feed OEM requirements back into Business Units and influence Siemens strategy, solution, and portfolio development to meet OEM needs.
- Focus on Digital Industries deliverables according to OEM and market needs; provide value by sharing market and industry information with the OEM.
- Build and lead a virtual national team with members of all relevant DI Business Units to develop business with the OEM.
- Coordinate with Industrial Sales Area Management, VSS resources, and Vertical (End-User) Account Teams to establish a push-pull effect between End-User and OEM.
- Collaborate with other Siemens entities to maximize account penetration.
- Facilitate and plan relationships at executive and senior levels with the OEM and Siemens management.
- Provide early risk recognition and escalate major risks to appropriate DI Management when necessary.
Basic Qualifications:
- 8+ years of selling technical products and solutions with a proven track record of meeting and exceeding sales goals
- Technical knowledge of factory automation, motion control, drive systems, control products, and Industrial Ethernet networks
- Proven ability to develop new business opportunities in a teaming environment
- Demonstrated ability to identify a customer’s specific challenge, develop relationships, execute a strategy, propose a technical solution, and win the opportunity
- Excellent communication and collaboration skills
- Position requires 20% overnight travel
- BS in mechanical engineering, electrical engineering, or computer science
- Legal authorization to work in the United States permanently without company sponsorship now or in the future
Preferred Qualifications:
- Preferred experience with intralogistics/material handling customers
Ready to create your own journey? Join us today.
About Siemens: We are a global technology company focused on industry, infrastructure, transport, and healthcare. Our commitment to equity and inclusion strengthens our diverse global workforce. We offer health and wellness benefits; details available here.
The pay range for this position is $98,630 - $169,080 annually with a target incentive of 46% of the base salary. The actual wage offered may be lower or higher depending on budget and candidate experience, knowledge, skills, qualifications, and premium geographic location.
- Mid-Senior level
- Full-time
- Industries: Automation Machinery Manufacturing
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