Account Manager, Logistics Sales


SICK Canada
Richmond Hill, Ontario

GENERAL DESCRIPTION OF JOB:

 

Responsible for developing account relationships within assigned account base to promote, sell and support projects that incorporate SICK’s product lines – Sensors, Safety and Auto Identification. The Sales Manager will be expected to develop direct customer relationships with senior management, project managers, product managers, controls and applications engineers, field service managers, and their sales organization (distributors, integrators, and direct) sufficient to understand ALL aspects of the business. Concentrate on developing business in intralogistics, airports, industrial vehicles, building management, building safety and security, ports, trade and distribution centers, courier, express, parcel and postal service providers, cranes, and the traffic sector.  Also required to secure the design specifications as the preferred vendor for specific sensing, safety and auto identification applications. The incumbent will also need to understand key elements of the business: Controls, Field Service, Product Management, and Sales

 

JOB REQUIREMENTS/SPECIFICATIONS: 

 

  • Requires BA or equivalent.
  • Must have a minimum of 7 years of experience in auto ID and/or safety/sensors sales experience.
  • Must have excellent communications skills, both written and verbal.
  • Ability to research accounts directly with account contacts or indirect resources, e.g. web-sites, annual reports, customer marketing literature, product/service data sheets, catalogs, internal newsletters, integrator/distributor network, competitors, and end-users.
  • Ability to map the organization and their internal design, product development, marketing, service, and sales processes, and when/how we can interact with each of them.
  • Ability to apply SICK solutions (product and non-product) and qualify, quantify, and demonstrate Value for such solutions to each key influence at the account.
  • Ability to develop relationships for obtaining information, feedback to ideas, technical solutions, and commercial proposals.
  • Ability to make group presentations, develop customized account newsletters or emails, and host professional/social events in order to increase customer awareness and relationships.
  • Ability to work to a common Sales Process, meeting Account Management objectives, and communicating with other Account Executives and Management with progress.
  • Ability to be creative in securing contacts and appointments, offering creative design solutions, being persistent yet patient, consistent and continuous in your approach to developing customer relationships and demonstrating progress.
  • Other duties as assigned

 

COMPETENCIES: 

 

Business/Operational Competencies

 

Business Acumen:  knows how Logistics Automation business works.

Functional/Technical Skills:  has the functional and technical knowledge to do the job at a high level of accomplishment.

Organizational Agility:  knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network.

Personal Effectiveness Competencies

 

Action Oriented:  enjoys working hard; not fearful of acting with a minimum of planning.

Dealing with Ambiguity:  can effectively cope with change; can shift gears comfortably.

Dealing with Paradox:  can act in ways that seem contradictory; is very flexible and adaptable when facing tough calls.

Patience:  is tolerant with people and processes; listens and checks before acting.

Drive for Results:  can be counted on to exceed goals successfully; is constantly and consistently one of the top performers.

Communications Competencies

 

Approachability:  is easy to approach and talk to; can be warm, pleasant and gracious; is an early knower, getting informal and incomplete information in time to do something about it.

Interpersonal Savvy:  relates well to all kinds of people, up, down and sideways, inside and outside the organization; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Negotiating:  can negotiate skillfully in tough situations with both internal and external groups; can be both direct and forceful as well as diplomatic.

Presentation Skills:  is effective in a variety of formal presentation settings.

Leadership Competencies

 

Developing Direct Reports:  provides challenging and stretching tasks and assignments; holds frequent development discussions.

Motivating Others:  creates a climate in which people want to do their best; can motivate many kinds of direct reports or project team members.

Strategic Agility:  sees ahead clearly; can create competitive and breakthrough strategies and plans.

Managing Vision and Purpose:  communicates a compelling and inspired vision or sense of core purpose; can inspire and motivate entire units or organizations.

Management Competencies

 

Timely Decision Making:  makes decisions in a timely manner.

Delegation:  clearly and comfortably delegates both routine and important tasks and decisions; allows others to own what is delegated.

Directing Others:  is good at establishing clear directions; sets stretching objectives; lays out work in a well-planned and organized manner; brings out the best in people.

Planning:  accurately scopes projects, sets objectives, develops schedules, anticipates problems and measures performance.

Process Management:  good at figuring out the processes necessary to get things done; knows how to organize people and activities; can see opportunities for synergy and integration where others can’t.

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