Strategic Account Manager - OEM & Automation Partnerships

Rehrig Pacific; Kenosha (WI); On-site; USD 90,000 - 130,000; Full time

Job summary

Rehrig Pacific seeks a Strategic Account Manager OEM & Automation Partnerships to secure early engagement with automation OEMs, system integrators, and technology partners influencing packaging specs and automated warehouse design.

The role targets pipeline creation, specification wins, and revenue growth through automation partnerships, requiring travel and strong cross-functional coordination with engineering, product, and commercial teams.

Qualifications

• Bachelor's degree in Engineering, Business Administration, or related field.
• 5+ years in business development, strategic sales, or automation.
• Experience engaging automation OEMs, system integrators, and tech partners.
• Strong communication, presentation, negotiation, and relationship-building skills.

Responsibilities

• Develop and execute engagement strategies with OEMs, system integrators, and automation technology providers.
• Generate qualified pipeline and advance specification opportunities through proactive prospecting.
• Coordinate demonstrations, testing, validation activities, and customer evaluations to support opportunity advancement.
• Maintain disciplined CRM management, forecasting accuracy, and opportunity progression to improve commercial visibility.

Skills

Strategic sales

Relationship building

Negotiation

Presentation

Consultative selling

Education

Bachelor's degree in Engineering, Business Administration, Supply Chain Management, Logistics, or related field

Tools

Salesforce

Microsoft 365

Sales intelligence platforms

AI-enabled business tools

Job description

Purpose of Role

The Strategic Account Manager OEM & Automation Partnerships is responsible for securing early engagement with automation OEMs, system integrators, and technology partners that influence packaging specifications and automated warehouse design decisions. Through targeted account penetration, relationship development, and proactive business development, this role creates qualified pipeline, advances specification opportunities, and expands Rehrig's footprint within strategic automation accounts. Success is measured by pipeline growth, specification wins, OEM relationship development, platform adoption, and revenue growth generated through automation partnerships.

*Candidate must live within 90 minutes of a manufacturing plant.

Areas of Accountability

Strategic Account Penetration & Relationship Development

Develop and execute engagement strategies for assigned OEMs, system integrators, and automation technology providers and Customer end-users. Establish relationships with decision-makers, influencers, and specification owners across engineering, solutions, operations, product management, commercial, and executive functions. Develop a thorough understanding of customer business models, automation initiatives, growth priorities, and organizational dynamics. Position Rehrig as a trusted partner while maintaining relationships that support specification influence, account expansion, and long-term growth within assigned organizations.

Pipeline Creation & Specification Advancement

Generate qualified pipeline through proactive prospecting, account penetration, relationship development, and industry engagement. Identify, qualify, and advance opportunities for specification inclusion, platform validation, pilot programs, preferred supplier positioning, and automation deployments through structured pursuit planning. Engage customers early in project lifecycles to position Rehrig solutions before formal procurement activity begins. Maintain disciplined CRM management, customer data hygiene, relationship mapping, forecasting accuracy, opportunity progression, and sales process compliance to improve commercial visibility and decision-making.

Opportunity Development & Commercial Execution

Align Rehrig products, services, and technical capabilities with customer requirements by coordinating Product Management, Engineering, Manufacturing, Quality, Operations, and Commercial resources. Coordinate demonstrations, testing, validation activities, proof-of-concept efforts, and customer evaluations that support opportunity advancement and commercial adoption. Coordinate the transition of newly awarded business into execution by aligning customer expectations, internal stakeholders, deliverables, and ownership. Capture customer requirements, market challenges, and competitive insights that improve opportunity conversion and customer outcomes. Expand Rehrig's position within assigned accounts through additional applications, platform adoption, and multi-product solution growth.

Knowledge, Skills & Experience

Bachelor's degree in Engineering, Business Administration, Supply Chain Management, Logistics, or related field; equivalent experience considered. 5+ years of experience in business development, strategic sales, automation, intralogistics, material handling, packaging, or related industrial markets. Proven success developing new business opportunities and penetrating complex customer organizations within technical or solution-based selling environments. Demonstrated ability to build relationships across engineering, operational, commercial, and executive stakeholder groups. Experience managing long-cycle, multi-stakeholder opportunities involving technical evaluation, specification influence, and business justification. Working knowledge of warehouse automation, robotics, material handling systems, reusable packaging, supply chain technologies, or related solutions preferred. Experience engaging automation OEMs, system integrators, robotics providers, material handling organizations, or large-scale distribution operations strongly preferred. Strong communication, presentation, negotiation, relationship-building, and consultative selling skills. Proficiency with Salesforce, Microsoft 365, sales intelligence platforms, and AI-enabled business tools. Willingness to travel approximately 50-70%, including air travel and regional driving. Ability to lift and handle products as required for customer demonstrations, trade shows, and field-based activities.