Comau, is a worldwide leader in delivering advanced industrial automation products and systems. Its portfolio includes technology and systems for electric, hybrid and traditional vehicle manufacturing, industrial robots, collaborative and wearable robotics, autonomous logistics, dedicated machining centers and interconnected digital services and products able to transmit, elaborate and analyze machine and process data.
At Comau, we globally thrive by building and fostering an equitable and inclusive workforce across all dimensions: gender, sexual diversity, abilities, ethnicity, and generations. We are committed to foster a culture that acknowledges individual uniqueness and fosters creativity, in which employees of diverse backgrounds and with different abilities can feel safe, respected, and included.
Summary
The Regional Account Executive develops and implements strategic sales plans, manages Customer Account Managers Team and delivers competitive, innovative, value added solutions to specific Regional Customers, leveraging on BU/BL product/solutions portfolio.
He/she is the customer relationship owner interacting with BU Regional Sales Managers when Specific BU/BL knowledge is required.
The dimension Global or Regional depends on the Customer Mother House allocation.
Duties and Responsibilities
(these are the positions essential duties and is not an all inclusive list)
Main areas of responsibilities are:
- Achieving sales targets for all BU/BL targets in terms of volume and margin towards a specific customer.
- Regional Client Management, leading and coordinating all relationships on a global/regional basis.
- Understand customer's investment plans to develop a regional sales strategy that aligns the company solutions and customer needs, working closely with BU/BL.
- Order Acquisition ownership, leading offering activities and negotiation consistently with the BU/BL targets.
- Support all the Marketing analysis and share marketing plan actions and commercial target.
- Support Order Execution, leading relations for improving Customers Satisfaction and managing account receivables.
- Understand and diffuse Value Based Selling techniques
Knowledge & Skills
- Client Analysis (SWOT analysis, product / service business value analysis, customer need)
- Automotive Knowledge (strategies, business model, key success factors, processes, industrial footprint, …)
- Fully conversant on Comau Product and Solutions Portfolio
- Negotiation, communication and presentation skills
Cost Analysis and Financials: Cash Flow Basic Understanding, Financial Fees due to # Payment, or cost to assets competition, exchange rate issues
Conflict management
- Engineering basic knowledge
- Comau understanding
- Knowledge of Customer strategy
- Knowledge of sales processes
- Marketing strategy
- Deep knowledge of Sales tools
- Business Strategy
- Account development and management
- Budgeting and forecasting
- Cash flow evaluation
- Competition Analysis
- Contract management
- Cross selling approach
- Interpersonal communication
- Negotiation (deal maker)
- General-purpose IT tools
- Project Management fundamentals
- Budgeting & Financial essentials
- Project planning and monitoring
- Comau products / solutions
- Comau internal processes / procedures
- Project Risk Management
Behavioral Competencies
- Results orientation (and cost control)
- Decision making
- Planning
- Customer orientation
- Analysis
- Teambuilding
- Networking
- Communication
- Negotiation
- Integrity
- Cope with stress
- Political and cultural awareness
- Innovation
Qualifications
- Education :
Qualified to Degree level in Mechanical/Controls engineering or equivalent
Previous experiences
- Strong Sales experience in Automotive or manufacturing industries
- Ability/Experience to work on complex long term proposals and offers (6 months/1 year)
- Experience in general and automotive industry
- Languages
- Fluency in English
- A second language is a plus