Medical Project Corporate Account Manager

SMC; Boston (MA); On-site; USD 90,000 - 130,000; Full time

Job summary

SMC in Boston seeks a Corporate Account Manager to coordinate national/global sales and service efforts for strategic accounts. You will understand customer tech needs, align SMC resources, and report progress to management.

You will lead the sales process, manage key relationships, and develop action plans to win specifications and drive profitable growth across strategic accounts.

Qualifications

• Bachelor's degree required; related fields accepted.
• Proven sales experience in industrial automation or equivalent.
• Extensive knowledge of industrial automation applications.
• Strong communication, negotiation and leadership skills.
• CRM proficiency and ability to learn new tools.
• Clean driving record.

Responsibilities

• Retains and grows sales through proactive management and winning specifications for corporate accounts.
• Meet or exceed annual growth expectations consistently.
• Present SMC capabilities, services and products to target customers.
• Serve as the primary contact for assigned customers and growth.
• Represent the voice of the customer’s needs within the organization.
• Lead all aspects of the sales process with cross-functional support.
• Own and manage the customer relationship end-to-end.
• Develop and execute detailed customer action plans and forecasts.

Skills

Sales

Communication

Negotiation

Leadership

CRM proficiency

Problem solving

Education

Bachelor's degree in Business/Marketing/Engineering (or related field)

Tools

CRM software

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.

Essential Duties

• 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 calculates 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.
• Communicates consistently and timely with the key decision makers of the customer, including related OEMs, engineering firms, subcontractors, etc.
• Coaches and 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; majority 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.