Global Key Account Manager - EMS
San Jose, CA
The Global Key Account Manager (EMS) position focuses on the Electronic Manufacturing Services industry, their associated Brand End-Users and the key accounts that help define the market, including major suppliers to the market (machine builders, system integrators, and contract manufacturers). Product sales focus of automation products (PLC, HMI, Servo, VFD, and Robot) that support the electronic manufacturing industries. Develop target accounts to be a significant contributor to global growth in the defined markets. Develop and execute short and long term strategic sales plan.
Position Duties and Responsibilities
Develop strategy for defined industry; penetrate targeted industry accounts, as well as major projects for corporate specification opportunities.
Initiate sales activity with top level management at target industry accounts and coordinate cross functional teams.
Become subject matter expert (SME) for selected industries. Support Business Development and Channel Sales teams as SME, as needed.
Discover and validate key differentiators within target industry accounts. Create discovery agreement and secure commitment.
Understand target market product trends and specifications and communicate requirements to Product and Solutions Marketing groups.
Recommend focused marketing activities for the target industry and accounts.
Work with End Users, CMs and OEMs/SIs, to coordinate application products.
Manage partnerships with internal resources at all parties to accomplish objectives. Leverage globalization and provide global coordination of GKAM Accounts. Coordinate third party relationships as needed.
Represent at important industry events and participate in industry specification activities.
Create data, budgets and reports to support business, i.E.:
Monthly report on sales/marketing activity.
Perform other job functions as assigned.
25% travel within North America and occasional travel to overseas.
Significant network of contacts and ability to network in the defined market
Demonstrated ability in industry marketing planning and execution
Excellent interpersonal skills and “ presence” to deal effectively with senior-level contacts
Excellent communication skills, including presentation skills
Sales experience with some or all of the following:
Programmable Logic Controllers
Human Machine Interface
Motion Control (servo) and CNCs
Variable Frequency Drives
Ability to learn products and recommend technical applications to meet customer needs
Beneficial Education and Experience
Sales Management experience a plus
Bachelor’ s degree in Engineering – Mechanical, Electrical, Automation, Manufacturing – or equivalent experience
8+ years’ experience in the defined market with in-depth knowledge of industry requirements and applications within the Electronic Manufacturing Services (EMS) or the Original Design Manufacturers (ODM), or at the Brand Label End-User
5+ years’ experience selling automation solutions to senior-level contacts at national accounts in the defined market
Minimum of 5-8 years Application Solution Sales, and/or Strategic Sales and Marketing Experience at Fortune 1000 End User, and OEM customers