About this role
<p><span style="font-family:'times new roman', times, sans-serif">Founded in 1925, Festo Corporation is the leading worldwide supplier of automation technology and the performance leader in industrial training and education programs. For many years Festo has been providing impetus for factory automation and offers a wide product and service portfolio – from individual components to complex customized solutions and system. As a family-owned company, we act from a holistic perspective. We take responsibility for our actions globally and locally, we want to contribute to the quality of life and conservation of resources where we operate with new technologies, knowledge and education.</span></p> <p><span style="font-family:'times new roman', times, sans-serif">At Festo, we hire people who continuously live our five core Values:</span></p> <ul type="disc"> <li style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif">We are <strong>Ambitious</strong></span></li> <li style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif">We are <strong>Determined</strong></span></li> <li style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif">We are <strong>Visionary</strong></span></li> <li style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif">We <strong>Value Each Other</strong></span></li> <li style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif">We are <strong>Dependable</strong></span></li> </ul> <p> </p> <p><span style="font-family:'times new roman', times, sans-serif"><strong>Summary: </strong>P<span>lan, manage, improve and control sales activities for national key accounts/ complex customer relationships and corresponding networks by means of team selling in own area of responsibility in order to maximize Festo share at the key account.</span></span></p> <p><span style="font-family:'times new roman', times, sans-serif"><span> </span> </span></p> <p><span style="font-family:'times new roman', times, sans-serif"><strong>Key Accountabilities:</strong></span></p> <div> <div> <ul style="list-style-type:disc"> <li> <p><span style="font-family:'times new roman', times, sans-serif"><span>Develop and implement account management strategies for key accounts.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Build and maintain strong relationships with key decision-makers and stakeholders at major accounts. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Understand customer needs and provide tailored solutions to enhance satisfaction and loyalty.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Collaborate with internal teams to ensure alignment on product offerings and service delivery. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Negotiate contracts and pricing agreements to maximize profitability while meeting customer requirements. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Analyze customer needs and develop account management plan and coordinates the execution of the plans based on team selling. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Develop mid- and long-term strategies for these Key Accounts with respect to standardization of technology, customer relationship, customer specific product (development) etc. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Responsible for the achievement of agreed sales targets (budget etc.) of dedicated Key Account(s). </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Monitor turnover development and implement corrective actions, if required. Monitor account performance and develop action plans to address any issues or opportunities. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Conduct regular business reviews with key accounts to assess performance and identify growth opportunities. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Negotiations of local contracts and preparation, as well as implementation of international contracts. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Manage and support international projects with this Key Account. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Ensure maximum cooperation with and between the account teams involved, and with all other departments within Festo, nationally and internationally. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Stay informed about industry trends, competitor activities, and market conditions affecting key accounts. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Prepare and present reports on account status, sales forecasts, and strategic initiatives to senior management. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Define and maintain all relevant tools like Mosaic, Share Points, Project data base etc. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Drives customer specific marketing activities. </span><span> </span></span></p> </li> </ul> </div> </div> <div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Analyze complete buying center and drives multi-level customer relationship management.</span><span> </span></span></p> </li> </ul> </div> <div> <p><span style="font-family:'times new roman', times, sans-serif"> </span></p> </div> <div> <p><strong><span style="font-family:'times new roman', times, sans-serif"><span>Knowledge, Skills, and Experience: </span><span> </span></span></strong></p> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>At least 5 years of relevant professional experience. </span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>University Degree (engineering and/ or business studies; electrical engineering advantageous).</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Postgraduate study in Technical Business or Business Administration is a plus.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Technical knowledge.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Knowledge of products.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Knowledge of customers.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Knowledge of market/industry segments.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Knowledge of Festo as a company.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Business knowledge.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Management knowledge and a solid understanding of business practices.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>MS-Office, CRM-tools knowledge, SAP.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Communication skills.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Negotiating skills.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Winning complex sales.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Experience in project management methods is advantageous.</span><span> </span></span></p> </li> </ul> </div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Experience in industrial B2B sales.</span><span> </span></span></p> </li> </ul> </div> </div> <div> <div> <ul style="list-style-type:disc"> <li style="font-family:'times new roman', times, sans-serif"> <p><span style="font-family:'times new roman', times, sans-serif"><span>Management of sales processes, Key Account management.</span><span> </span></span></p> </li> </ul> <p style="font-family:'times new roman', times, sans-serif"><span style="font-family:'times new roman', times, sans-serif"><span>The salary range for this position is $140,000-$180,000.</span></span></p> <p style="font-family:'times new roman', times, sans-serif"> </p> </div> </div> <p><span style="font-family:'times new roman', times, sans-serif"><strong>Benefits: </strong>Festo Corporation offers a robust benefits package, which is designed to help employees and their dependents stay healthy, feel secure and maintain a work/life balance. This is just one way we strive to provide employees with a rewarding workplace. As an effort to keep pace with healthcare trends, Festo Corporation is committed to providing a comprehensive benefits package to its employees which includes...Medical, Dental, Vision, Flexible Spending Programs, Short-term and Long-term disability, 401k, Pet Insurance, Paid Holidays, Paid time off, Educational assistance and many more.</span></p> <ul type="disc"> <li style="font-family:'times new roman', times, sans-serif"> <div> <div> </div> </div> </li> </ul> <p><span style="font-family:'times new roman', times, sans-serif">Festo is an equal opportunity employer. We believe that the best way to attract and retain a diverse workforce is to encourage a culture of inclusion within our organization. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.</span></p> <p><span style="font-size:10.0pt"><span style="font-family:MetaPlusLF"> </span></span></p> <p> </p>