Mission of the Role

This is a remote position covering the Pacific West and traveling 70%. Ideal candidate would live in the California, Washington, Oregon, Utah or Colorado area.

This position has primary responsibility for supporting and growing profitable SICK sales and market share within SICK’s focus industries and business clusters across all SICK selling channels for a defined complex set of SICK solutions. Solutions may include standard and/or custom serial products, systems, and services. This position will be a part of a defined solution selling team that will utilize collective experiences, knowledge, and expertise to drive efficient and effective responses to all SICK customers with a Customer Centric focus. This position will be required to work with all SICK selling channels to develop strategies and actions plans for a defined complex set of SICK solutions.

Key Responsibilities

• Be the trusted advisor to our customers for defined solution areas.  Introduce and sell SICK solutions to both existing and new account prospects to achieve established goals and grow market share.
• Work strategically within the solution selling team to meet both individual goals as well as defined team goals.
• Responsible for business development and solution promotion across all SICK selling teams for defined solution areas, with an expectation of sustaining a high-level of in-person customer engagement.
• Responsible for driving critical account activities for defined solution areas.
• Responsible for support and/or ownership of opportunities associated with defined solution areas.
• Raise the overall solution knowledge across all SICK selling channels in defined solution areas via technical and commercial solution training with a specific focus on how to target customers.
• Establish, monitor, and report on associated KPIs to monitor success in defined solution areas.
• Understand technology principles, advantages, and limitations associated with the defined solution areas as well as adjacent requirements such as but not limited to connectivity, interfaces, network architecture, and integration solutions.
• Use and accurately maintain the company’s CRM system for all customer and sales process data to ensure teamwork, collaboration, and global transparency towards providing an amazing customer experience.
• Develop direct customer relationships with a clear understanding of customers’ business needs, applications, and technical language utilized in their industry.
• Use consultative sales techniques based on SICK Sales Power (SSP) to uncover customer needs and solve difficult applications improving customer production quality control and efficiency.
• Provide an amazing customer experience and accurately manage customer communications and SICK customer relationships pertaining to defined solution areas.
• Identify and qualify business and customer opportunities and/or threats, competitors, market position, and requirements for doing business in defined solution areas.
• Be responsible for new leads and potential opportunities for new and diverse applications through continued solution, industry, and client research.
• Understand customer applications, processes, and environments.
• Introduce SICK new products, systems, and services related to defined solution areas with a sense of urgency and entrepreneurialism.
• Utilize the solution selling team for efficiency and effectiveness.  As needed engage outside the solution selling team with other SICK selling teams, product managers, global colleagues, et cetera as appropriate to maximize our share of wallet.
• Develop strategic plans related to defined solution areas for target customers and opportunities.
• Pursue Sales Excellence, developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and performance reviews with Supervisor.
• Capitalize on TSC development and training opportunities to position yourself for highest levels of performance recognition and continued career development.
• Keep abreast of market and competitive activity; recommend actions in areas where competitor activities are having a negative impact on SICK.
• Participate in trade shows, prepare and give marketing/sales presentations to technical audiences as a subject matter expert.
• Carry out other duties and responsibilities as may be assigned or required.

Key Qualifications

• Experience: 2 - 5 years of prior selling team experience involving sales of complex, high technology industrial automation solutions and sensor products through direct sales (*this includes Products, Systems and Services).
• Education: Bachelor’s degree in Engineering (Manufacturing, Mechanical, Industrial), or another relevant engineering field is required. Equivalent professional experience may be considered. 
• Certifications:  Not Applicable
• Position-specific Qualifications:
  • Able to manage consistently to a common plan, providing leadership in the implementation of corporate selling strategies.
  • Fundamental knowledge of opportunity management and selling processes.
  • Excellent communication and interpersonal skills with a global mindset.
  • Focus on creating strategic plans through shared knowledge and collaboration.
  • Remain a technical solution expert within the defined areas of solution expertise.
  • Must be flexible, resilient, and open to change.
  • A self-starter with strong motivation and desire for continuous learning and improvement.
  • Possess general knowledge of software applications and technologies within automation.
  • Computer proficiency with Microsoft and Internet applications.
• Computer/Technological:
  • Professional competence with Microsoft Office,
• Language: Professional written and spoken fluency in English required.
• Schedule: Generally Monday to Friday, full-time; be on-call on some weekends (if required).
• General Working Conditions: Be able to usually work in an office environment; flexible (hybrid) work arrangements available.
• Travel: Be able to travel up to 70% of the time.
• Physical Demands: Computer monitor more than 4 hours a day.
• Work Status: Legally permitted to work in the country you are applying and willing to undergo an employment background check.

Compensation

The base salary is one part of our Total Rewards package and is determined within a range.  The starting base salary range for this position is listed below; the actual starting salary will be based on a variety of factors including experience, skill set, education, performance, licenses/certifications, business needs and other job-related factors, as permitted by law.

• Starting Base Annual Salary Range: $66,180 - $100,100
• Bonus Eligibility: This role is eligible for an annual bonus based on a combination of company and individual performance.