Remote Lead Account Manager – Industrial Automation

Lead Account Manager - Industrial Automation

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SICK is one of the world’s leading solutions providers for sensor-based applications in the industrial sector. Founded in 1946 by Dr.

-Ing. e. h. Erwin Sick, the company with headquarters in Waldkirch im Breisgau near Freiburg ranks among the technological market leaders. With 63 subsidiaries and equity investments as well as numerous agencies, SICK maintains a presence around the globe. SICK has more than 10,000 employees worldwide and generated a group revenue of EUR 2.1 billion in the 2024 fiscal year.

*** This is a remote, field-based position. The ideal candidate will work out of their home office and conduct regular business travel.

The Lead Account Manager (LAM) is the leader, coordinator, and the driving force of the International Key Account (IKA) team and has global responsibility for their IKA and is responsible for the successful international development of their IKA. The Lead Account Manager (LAM) will develop and ensure strategic partnerships with their International Key Account by understanding their needs, providing individual consultancy, solution competence and cross-border teamwork to achieve long-term sustainable and profitable sales growth for both the International Key Account and SICK.

• Responsible for the successful short-, mid-, long-term global development of their IKA.
• Accountable for embracing the SICK business models (serial products / system / services) in long term and yearly budget activities.
• Owns the IKA account plan and responsible for developing and maintaining the account plan including derivation of strategic objectives, development strategy and specific activities.
• Creates a collaborative environment for the IKA team and actively involve the IKA team members to define and implement the account strategy, herewith to include the IKA team members in the account plan development process and annual budget process.
• Organize and participate in a periodical team collaboration meeting and to deliver feedback about identified obstacles to the relevant Sales Service Cluster/Head Quarters unit’s management.
• Responsible for providing international customer transparency information including customer structure, buying team setup, share of wallet and competitive position.
• Provides proactive information sharing within the IKA team and other relevant functions.
• Coordinates and engage in the setting of international pricing between all involved parties; final pricing approval is done by the LAM.
• Pursue Sales Excellence and negotiate international contracts & strategic projects and product developments and to coordinate between all involved parties in all phases from pre-sales to customer fulfillment including the execution phase.
• Ensure that the International Key Account is properly setup and maintenance of IKA-specific data entry and quality in CRM.
• Responsible for planning the sales activity budget which can be used by the LAM to develop the IKA and the international IKA team e.g., for execution of customer events, IKA team meetings, international traveling, marketing actions, etc.
• The LAM is responsible to represent the IKA, their ongoings and strategy at the Executive Level.

• Experience:
  
  Prior sales experience involving sales of complex, high technology industrial automation solutions and sensor products through direct sales.
  * This includes Products, Systems and Services). Prior Technical industry experience outside of sales is preferred.
• Education:
  Bachelor’s degree in a technical field with either an academic or experiential orientation toward technical sales.
• Position-specific Qualifications:
  • High degree of direct sales skills and the implementation of strategic account sales plans through a network of direct and indirect sales channels.
  • Ability to manage consistently to a sales plan, providing sales leadership in the implementation of corporate sales strategies.
  • Leadership competences (motivating and leading a team without direct reports, etc.)
  • Experienced negotiation skills.
  • Fundamental leadership in sales and opportunity assessment.
  • Understanding legal text and how to drive legal processes for agreements.
  • International sales experience a plus.
  • Must be flexible, resilient and open to change.
  • A self-starter with strong motivation and desire for continuous learning and improvement.
  • Outstanding attention to detail and adherence to project deadlines.
  • Ability to collaborate effectively across multiple functions within the organization.
  • Ability to work under pressure and manage multiple priorities simultaneously.

• Computer/Technological:
  • Professional competence in Microsoft Office tools.
  • CRM Systems…