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AWS Solutions Sales Account Manager

Location: Detroit Metro


 

Short Facts

  • Detroit Metro
    Detroit Metro, United States of America
  • KUKA
    KUKA
  • Sales
    Sales

Responsibilities

  • Leads the development of the AWS solution sales strategies intended to increase KUKA’s market penetration and increase overall market share in the USA.
  • Responsible for generating sales and business strategies for advanced welding systems (AWS) which includes both non-robot-based friction welding solutions and robotic friction stir welding solutions. Applies extensive knowledge of manufacturing processes towards the identification of opportunities for revenue generation by leveraging KUKA’s total portfolio of products, engineering services, and the KUKA group integration capabilities. 
  • Manages solution sales opportunities throughout the country, coordinates with colleagues, and oversees the planning of AWS Solution Sales to sustainably grow the business and increase market share year-over-year.  Responsible for achieving, then exceeding, budgeted sales order intake, revenue, and margins, while maintaining a low level of risk for the organization.
  • Responsible for annual AWS solutions sales OI budget and year over year growth in OI in the US and supports growth in North America.
  • Develops and maintains long-term business relationships between KUKA Robotics and headquarters operations, and end-user customers.
  • Supports the development of business plans, local strategies, budgets (OI/REV), and action plans for the advanced welding systems market in the US.
  • Identifies new accounts/customers and new market opportunities.
  • Develops proposal package, including application concepts, project quotes, budgets, payback analysis, timing and change requirements, in collaboration with inside sales and other resources.
  • Initiates technical support contact to respond to customer or to complete proposals.
  • Reviews purchase orders for accuracy and supporting documentation.
  • Monitors and benchmarks the competition’s products and services and notifies management of benchmarks (prices, technical advantages, technical problems, organization, etc.).
  • Travels domestically and internationally to customer sites and to KUKA headquarters. Performs on-site visits at existing and potential customer headquarters.
  • Exercises sound judgment in controlling sales and administrative costs.
  • Adheres to the quality system and participates in continual improvement.
  • Utilizes Salesforce to communicate and track all solution sales opportunities.  Ensures sales values are current, forecasted booking dates are accurate, and all sales visits are logged.
  • Manages process for monthly, quarterly, and annual sales forecast and results reporting and provides output to President and Finance on a scheduled basis.
  • Directly manages and develops intercompany relationships with key industry partners as needed to support the solution sales strategy.
  • Confers with President, Chief Regional Officer, and other management personnel to review current market and business status or conditions compared to achievements and discusses possible alterations in goals, objectives, or business plans.
  • Collaborates with KUKA Global AWS Sales Group to develop and plan global strategies and local implementation.
  • Provides input to the marketing department on development of strategic marketing, messaging, advertising, tradeshow, and communication direction.
  • Gathers, reviews, and communicates information about markets, competitors, and economic business growth plans to optimize marketing and sales penetration strategies development and support product input management data collection and product development initiatives.
  • Utilizes Salesforce to communicate and track all solution sales opportunities.  Ensures sales values are current, forecasted booking dates are accurate, and all sales visits are logged.
  • Leads and reports progress of key events (Sales and System Partner Meetings, Trade Shows, etc.), and sales management meetings.
  • Represents corporation at industry and trade association events and speaking engagements.
  • Participates in the development and administration of company policies, processes and long- and short-term goals, objectives, strategies, budgets and operational forecasts.
  • Keeps abreast of KUKA business activities by participating in the development of and attending Company, staff, sales, solutions strategies, and quality management meetings.
  • Measures and assesses customer feedback and competitive benchmarks to improve competitiveness and customer satisfaction.
  • Periodically travels to customer sites and to other KUKA AG entities – both domestic and international and on short notice.
  • Understands, enforces, and follows safety regulations and identifies safety concerns.
  • Adheres to the Quality System and participates in continual improvement.
  • Adheres to Corporate Compliance Program and policies.
  • Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

Currently acts as role model and mentor and leads teams as needed.  Position may expand to include direct supervision of team members.  Responsible to carry out supervisory tasks in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems; developing leadership skills and succession plans/recommendations.  Ensures that workers receive the appropriate training for their respective positions.  Documents training records, tracks individual and departmental progress to identify and close training gaps.

Application Requirements

  • Bachelor’s degree in mechanical, electrical or robotics engineering. Minimum of ten years of automation sales experience. An equivalent combination of education and experience may be considered.
  • Requires knowledge of the friction welding and friction stir welding applications and processes of application markets branch(es) and ability to identify opportunities for revenue generation by utilizing KUKA’s portfolio of products, engineering services, and the KUKA group integration capabilities. 
  • Ability to collaborate within the KUKA Group and within KUKA’s partner network to create greater value to our clients and new revenue sources for the company. 
  • Ability to collaborate with Company and customers to develop new robotic applications.  Strong computer skills (Word, Excel, PowerPoint, SharePoint, CRM, Internet, and E-mail). 
  • Preferred:  Strong prior relationships with targeted customer contacts in leadership, management, engineering, purchasing, plant operations roles in targeted industry/application branch companies, supplier base, and its integrators; prior sales management experience.

What we offer

Attractive pay
Great working environment

About KUKA

Start date: Immediately

Apply now online