Global Key Account Manager - EMS

San Jose, CA

Post Date: 06/16/2017 Job ID: KP11169 Industry: Manufacturing/Engineering

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.



Travel Requirements

25% travel within North America and occasional travel to overseas.

Required Skills

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

Robots

Complimentary products/solutions

Ability to learn products and recommend technical applications to meet customer needs



Beneficial Education and Experience

MBA desirable

Sales Management experience a plus

Required Experience

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



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