Senior Strategic Account Executive - Automotive (OEM & Tier 1) Vecna Robotics seeks a driven and passionate Senior Account Executive to lead our growth in the automotive manufacturing market. This role will focus on automotive OEMs headquartered in and around Detroit, MI, and the Tier 1 suppliers that support them, helping their plants and supporting distribution operations automate material flow from the receiving dock to the line and through finished goods. You will work in a fast paced entrepreneurial environment with an all-star team. The Account Executive will develop a pipeline of opportunities across automotive OEM and Tier 1 accounts, from new and existing contacts, and will be responsible for engaging, managing, and closing opportunities. This role is an integral member of the sales team, contributing skills and knowledge to the development of strategic automotive accounts. The Account Executive is a highly visible role that requires tactical and strategic account planning across multi-plant, multi-stakeholder enterprise organizations. The ideal candidate has automotive manufacturing, warehouse, automation, AMR and software experience, an established network within Detroit-area OEMs and Tier 1 suppliers, and is a highly motivated self-starter with proven success in achieving sales quotas and executing sales strategies with automotive customers.
Reporting to the Director of Sales, this is a remote, fulltime role with benefits. Candidates must be based in the Detroit, MI metro area or able to reach Detroit-area customer sites regularly. Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time. We are not accepting applications or inquiries from recruitment agencies or search firms for this position.
In this role, the Account Executive will: - Proactively drive new sales and growth opportunities within automotive OEMs and Tier 1 suppliers by understanding the customer's business needs, such as line-side delivery, kitting and sequencing, just-in-time (JIT/JIS) material flow, and labor constraints, and aligning their needs with appropriate solutions.
- Capture net new automotive accounts as well as maintain and grow existing accounts, expanding from initial plant deployments to multi-site and enterprise-wide programs.
- Build strong "trust" relationships with clients, creating trust and confidence at all levels, from plant managers, manufacturing engineering, and materials/logistics leaders to corporate operations, procurement, and executive leadership, to increase revenue and sales opportunities.
- Lead negotiations through a complex decision-making process, including automotive capital approval cycles, model-year and program launch timelines, and corporate purchasing and supplier requirements.
- Develop and execute account and territory sales strategies for the Detroit-area automotive market.
- Obtain competitive information during daily contacts and distribute as appropriate to develop sales strategies, including insight into competing AMR, AGV, and conveyor/automation providers and system integrators active in automotive.
- Assist in establishing product development priorities based on automotive customer experience and manufacturing use cases.
- Own sales forecasting by demonstrating in-depth knowledge of automotive sales and buying cycles from initial contact through the procurement process.
- Prepare formal proposals, ROI analyses, and business cases and present to all levels of the organization.
- Capture customer information and sales activity data into customer relationship management (CRM) system.
- Meet or exceed sales quota and revenue goals.
- Represent Vecna Robotics at automotive and manufacturing industry events, and partner with integrators and ecosystem partners serving the automotive market.
- Travel approximately 50%, primarily to OEM and Tier 1 plants and offices in the Detroit area and the broader Midwest.
What we are looking for: - BS in engineering, business, or related discipline; equivalent experience considered.
- 7-10+ years of direct sales experience selling products in the automotive manufacturing, warehouse, or tech environment, with at least 3-5 years selling directly to automotive OEMs and/or Tier 1 suppliers.
- Established relationships and an active network within Detroit-area automotive OEMs (e.g., Big Three) and Tier 1 suppliers.
- Working knowledge of automotive manufacturing operations, including plant logistics, line-side replenishment, lean manufacturing principles, and supplier requirements.
- Exceptional interpersonal, negotiation, and conflict resolution skills.
- Excellent written and verbal communication.
- Excellent organizational skills and attention to detail.
- Experience managing effective customer relations.
- Full Sales Cycle Experience - must be a true "hunter" with the ability for prospecting, identifying potential leads, overcoming objections, and closing deals.
- Proven track record of consistent quota over-achievement.
- Illustrated success prospecting, building and executing a solid pipeline of opportunities, and presenting and discussing solutions with C-level and other decision-makers in large, matrixed automotive organizations.
- Experience navigating automotive procurement and capital expenditure processes, including multi-plant and enterprise agreements.
- Logistics and/or technology and/or industrial automation sales experience preferred; experience selling AMRs, AGVs, or material handling automation into automotive plants strongly preferred.
- Fanatical pipeline management discipline.
- Solutions sales and/or software sales experience preferred.
This position includes a competitive base salary listed below (aligned with experience) plus a monthly commission plan.
Pay Range: $120,000 - $172,500 per year
