How It's Done- Develop and maintain a comprehensive understanding of target industries, accounts, and senior leadership by:
- Researching market trends, regulatory and economic factors, and value/supply chains
- Analyzing customer business models, operations, financial performance, strategic objectives, and competitive landscape
- Evaluating executive roles, priorities, and backgrounds to enable informed, credible, and highly personalized engagement at the C-suite level
- Develop and execute strategic growth plans within assigned accounts and target markets, with a particular emphasis on Electronics, Semiconductor, and 3C manufacturers throughout North America
- Drive adoption of FANUC industrial robots, collaborative robots, intelligent automation software, and open control architectures
- Establish and strengthen FANUC's position as the preferred robotics and automation platform by developing executive-level relationships with key stakeholders and influencing strategic automation initiatives across customer organizations
- Focus on total customer satisfaction across the customer organization through action planning and strategic engagement
- Develop, implement, and actively maintain comprehensive key account strategy plans, including identifying contributions needed from other organizations and individuals within FANUC and FANUC partner organizations
- Assess competitive threats, emerging technologies, and market dynamics and develop strategies to strengthen our position within industry and target accounts
- Develop actionable customer insights to identify both short-term opportunities and long-term strategic initiatives, including applications such as precision assembly, electronics manufacturing automation, PCB and PCBA handling, functional testing, AI-server manufacturing, machine tending, logistics automation, palletizing, depalletizing, quality inspection, machine vision-guided robotics, autonomous material flow, cleanroom automation, semiconductor wafer and component handling, and advanced manufacturing support systems
- Serve as the primary point of contact between customer organizations and the pursuit team, coordinating activities across sales, engineering, application, and support functions to ensure timely responses to customer requirements
- Coordinate facility automation audits to identify operational challenges and potential automation opportunities.
- Evaluate any technological and commercial risks during customer evaluations determining the optimal solution strategy while securing business opportunities
- Leverage FANUC technologies and Authorized System Integrator (ASI) capabilities to develop and deliver innovative automation solutions that align with customer business objectives, manufacturing strategies, and operational requirements
- Conduct quarterly or semiannual business reviews with key customer stakeholders to review open issues, ongoing projects, support requirements, emerging opportunities, and overall account performance
- Manage company assets through accurate monthly forecasting, pipeline management, and support of overdue payment collection activities
- Regularly visit customer sites within assigned accounts and territory to strengthen relationships, support strategic initiatives, identify new business opportunities, and maintain visibility into evolving automation requirements and investment plans
What You Need- Bachelor's degree in Engineering, Business Administration or related field; or equivalent relevant experience
- Minimum five years of capital equipment sales with proven selling and negotiation skills, experience developing strategic account plans
- Minimum three years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticals
- Experience in the robotics and/or automation industry with working knowledge of FANUC products
- Strong presentation skills utilizing Power Point, with the ability to sell to top down through client organizations
- A strong understanding of the Electronics, Semiconductor, and 3C Market and the role of contract manufacturers in support of OEM's
- Must have or be able to obtain a valid driver's license
What Would Be Even Better- Master's Degree in Engineering, Business Administration, or related field.
- Extensive knowledge of manufacturing processes
- 5+ years of capital equipment sales with proven selling and negotiation skills, experience developing
- 5+ years of experience in the robotics and/or automation industry with working knowledge of FANUC products
- 5+ years of selling experience at the c-suite level of an organization with established contacts within select markets and industry verticals
- 5+ years of experience in the robotics and/or automation industry with working knowledge of FANUC products
We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:
- Medical, Dental & Vision Insurance
- 401(k) Retirement Program
- Life Insurance
- Short-Term & Long-Term Disability Plans
- Tuition Reimbursement
- Wellness Program
- Flexible Spending Accounts
- Employee Assistance Program
- Flexible Benefit Dollars
- Generous Holiday & Vacation Program
Sponsorship will not be provided for this position
