Key Account Representative

Nidec Motor Corporation; Cleveland (OH); On-site; USD 90,000 - 120,000; Full time

Job summary

Nidec Motor Corporation is seeking a high-energy Service Sales professional to manage and grow key customer relationships in the assigned geography, defend installed base, secure LTSA, and sell field service, spares, upgrades and replacement of existing equipment.

The role requires leadership across cross-functional teams, experience with industrial automation products, and a strong focus on achieving sales quotas for the NIS automation systems business. Travel will be 60-70% in the territory.

Qualifications

• Experience with industrial automation products including motors, drives, PLCs, HMIs preferred.
• Interested in growing income through sales of drive and automation systems.
• Passion for creating new customers.
• Communications - written and oral, technical and commercial.

Responsibilities

• Create, maintain and achieve Service sales plan objectives.
• Promotes team selling and expansion of existing relationships across geographic areas.
• Promotes customer relationships to protect installed base.
• Promotes selling of field service and upgrade to existing customers in the geographic areas.
• Prospects for the replacement of other OEM equipment as part of the Service offerings.
• Acts as a resource to service team to facilitate the resolution of customer relationship issues.
• Provide feedback to other employees regarding our products, applications and services.
• Review bidding to ensure accuracy and appropriate methods to meet company and customer objectives. Assist employees in settling margins, identifying resources and assessing future potential business.
• Participate in selling to large/key accounts as needed. Maintain ongoing contact with customers and consider their needs relative to product lifetime maintenance.
• Aware of competitor product/service information and advises employees on effective sales tactics as needed.
• Maintains trade contacts and participates in functions in industry associations in accordance with company policy.
• Lead preparation of technical and commercial offers (budget and full) including technical risk assessment
• Conduct technical presentations of the company's products
• Develop and maintain contact with key customers on an ongoing basis and develop major customer proposals and business activity.
• Work with Marketing Team to execute marketing programs, staff trade shows and perform lead follow-up.
• Communicate customer feedback/needs to R&D for new product developments.
• Demonstrate the ability to work within cross functional teams; the position requires working diligently with the Field Service and Engineering Teams.
• Maintain the CRM system (salesforce.com) to update the status of accounts and opportunities.
• Interaction with project managers (including the company's factories) in order to control the fulfillment of obligations to the Customer in accordance with the schedule
• If necessary - Interaction with Customers throughout the project life cycle, addressing issues and tasks arising in the process, including sales of the service for installed equipment
• Travel 60-70% within the assigned territory.

Skills

Industrial automation

Drive & automation sales

New customer development

Communication skills

Education

2-year technical degree

Bachelor’s degree in Mechanical or Electrical Engineering

Job description

NIS Service division is the regional function reporting as matrix to the global service division.

Within the assigned Key Accounts, it is responsible for the customer relationship

management with the existing customers, defending the installed base, securing LTSA, and

selling field service, spares, upgrades and replacement of existing Nidec equipment as well

brown field replacement of motors and VFDs and all DC motors. This individual will be

responsible for managing and developing customers in the assigned geography while

achieving sales quota for the NIS automation systems business

PRINCIPLE JOB RESPONSIBILITIES

• Create, maintain and achieve Service sales plan objectives.
• Promotes team selling and expansion of existing relationships across geographic areas.
• Promotes customer relationships to protect installed base.
• Promotes selling of field service and upgrade to existing customers in the geographic areas.
• Prospects for the replacement of other OEM equipment as part of the Service offerings.
• Acts as a resource to service team to facilitate the resolution of customer relationship issues.
• Provide feedback to other employees regarding our products, applications and services.
• Review bidding to ensure accuracy and appropriate methods to meet company and customer objectives. Assist employees in settling margins, identifying resources and assessing future potential business.
• Participate in selling to large/key accounts as needed. Maintain ongoing contact with customers and consider their needs relative to product lifetime maintenance.
• Aware of competitor product/service information and advises employees on effective sales tactics as needed.
• Maintains trade contacts and participates in functions in industry associations in accordance with company policy.
• Lead preparation of technical and commercial offers (budget and full) including technical risk assessment
• Conduct technical presentations of the company's products
• Develop and maintain contact with key customers on an ongoing basis and develop major customer proposals and business activity.
• Work with Marketing Team to execute marketing programs, staff trade shows and perform lead follow-up.
• Communicate customer feedback/needs to R&D for new product developments.
• Demonstrate the ability to work within cross functional teams; the position requires working diligently with the Field Service and Engineering Teams.
• Maintain the CRM system (salesforce.com) to update the status of accounts and opportunities.
• Interaction with project managers (including the company's factories) in order to control the fulfillment of obligations to the Customer in accordance with the schedule
• If necessary - Interaction with Customers throughout the project life cycle, addressing issues and tasks arising in the process, including sales of the service for installed equipment
• Travel 60-70% within the assigned territory.

REQUIRED QUALIFICATIONS AND EXPERIENCE

Education and Qualifications

• A minimum 2-year technical degree is required, Bachelor’s Degree in Mechanical or Electrical Engineering preferred

Experience

• Experience with industrial automation products including motors, drives, PLCs, HMIs preferred
• Interested in growing income through sales of drive and automation systems.
• Passion for creating new customers
• Communications - written and oral, technical and commercial