At FANUC America Corporation we are passionate about our customers, our employees, and the work we perform. We maintain a workplace where individuals can be proud of, where talents are embraced, and results are encouraged and supported.

We are looking for talented people who value integrity, informed decision-making and collaboration. If you believe you are one of those talented people, and are interested in being considered for a career at FANUC America, we invite you to apply today!

FANUC America Corporation (FAC) provides the most complete range of industry-leading robotics, CNC and motion control systems, and ROBODRILL machining centers. Our innovative technologies and proven expertise help manufacturers in the Americas to be more efficient, reliable and profitable. We are currently searching for a dynamic, District/Account Manager - Executive Sales Team (EST) to focuses on developing and/or strengthening FANUC s relationship with major companies typically characterized by:

• Large, global footprint.
• Multiple plant locations in the Americas.
• Has centralized technical and investment decision-making in the United States.
• Opportunity to grow FANUC s share of wallet.
• Open to a FANUC relationship.
• Potential to scale across multiple locations and applications with a goal of establishing FANUC as the preferred, or at minimum an accepted, robot brand for their automation initiatives, and to secure initial purchase-order commitments demonstrating this acceptance.

Primary responsibilities will include:

• Consistently demonstrate the highest levels of professionalism, integrity, and respect internally and externally.
• Achieve position of a trusted advisor in view of the customer.
• Research the industry of the target account to understand trends, regulatory impacts, economic & demographic effects, value chain, supply chain, and any other factors potentially influencing automation investment in the industry. Maintain research on an ongoing basis and providing formal updates to internal stakeholders on an ongoing (minimum quarterly) basis.
• Research the target account itself to understand the customer s product/service portfolio, manufacturing/logistics footprint, financial strength, strategic priorities, leadership direction, competitive offerings & pressures, FANUC s and our competitors presence including FANUC ASIs, and any other factors that contribute to the account manager s knowledge base to support credible engagement with senior management at the customer. Maintain on an ongoing basis.
• Conduct research on senior leadership personnel to identify roles & responsibilities within the organization, past experience & education, like/dislikes/associations in social media & other sources, reflecting strategic vision, etc., all toward the goal of being able to conduct relatable engagements with key senior-leadership individuals. Maintain on an ongoing basis.
• Determine the appropriate entry point(s) into the customer organization, and engage via (as appropriate) social media, e-mail, telephone, digital meeting, in-person meeting, etc. Grow the contact network to establish, cultivate and maintain relationships with key stakeholders and decision-makers in the customer s leadership team, with a goal of becoming a trusted advisor in their automation journey.
• Focus on total customer satisfaction across customer organization. Develop strategies to improve customer satisfaction on an ongoing basis. Develop action items to address customer satisfaction opportunities for improvement.
• Develop, implement, and actively maintain comprehensive key account strategic plans and playbooks for all accounts, including identifying contributions needed from other organizations & individuals within FAC, the FANUC Group globally, and/or our ASI network – collectively, the pursuit team.
• Effectively communicate the sales strategy to the pursuit team, secure buy-in for action items, and track progress toward agreed-upon objectives. Update the strategic plan and playbook and communicate to FAC/FANUC/ASI stakeholders on an ongoing basis.
• Carefully assess the competitive landscape and develop strategies to counter competitive threats.
• Serve as the primary contact to coordinate and direct interactions between the customer s organization and the pursuit team. Leverage FAC s Sales & Engineering and other support groups to respond on a timely basis to customer requests.
• Development of critical customer insights to uncover short and long term customer needs.
• At the appropriate time(s), lead the formal introduction of FAC & the FANUC Group to the appropriate audience(s) within the customer s organization.
• As needed, coordinate the execution of facility automation audit(s) with the responsible FAC Executing Group and/or relevant ASIs to identify customer pain points and propose potential solutions.
• Coordinate FAC s response(s) to the audit(s). Carefully assess the technological & commercial risks associated with each opportunity, leverage any successful existing ASI relationships, and determine the proper channel to secure the business for FAC:
• low-risk standard solution available from an ASI, or a reasonable extrapolation of a standard solution
• custom, but still lower-risk, solution that might be delivered by a more experienced ASI or an FAC Executing Group
• higher-risk custom solution using existing technology but requiring significant application development, which should be directed only to our most experienced ASIs or Executing Groups
• high-risk solution requiring both product & application development which FAC should lead directly
• Identify and facilitate the formal introduction of FAC ASIs when appropriate to the opportunity. Track progress of the ASI/end user relationship as needed.
• Conduct formal reviews on a quarterly basis with the key customer stakeholders to track open issues, new opportunities, ongoing projects, product requests, support needs, etc.
• Serve as the liaison as needed to other FANUC Group global Regions to coordinate global account activities.
• Become FANUC s subject-matter expert/thought leader for select industry vertical(s) and serve as the face of FANUC to the industry, through participation in various promotional events including interviews, panel discussions, articles/papers, webcasts, presentations at industry events, etc.
• Follow FANUC s Expense Reporting policies while entertaining customers courteously and professionally.

Ideal candidate will have the following experience and education:

• Bachelor s degree in engineering or business-related field, or equivalent relevant experience.
• Minimum 10 years capital equipment sales experience preferred.
• Minimum 10 years robotics & automation experience strongly preferred.
• Minimum 5 years experience in sales experience to c suite level of organizations preferred.
• Proven selling and negotiating skills.
• Experience in development of strategic account plans that are well organized, structure and methodical in their implementation.
• Strong business acumen, strategic thinking, takes initiative.
• Excellent interpersonal skills in listening, written and oral communication in English, and entertaining. Multi-lingual skills a definite plus but not required.
• Excellent management skills to handle large accounts and to organize and plan for many simultaneous and complex issues.
• Thorough understanding of FAC organization, and ability to communicate effectively internally to leverage the significant contributions available from FAC resources.
• Working knowledge of robots and robotic applications.
• Knowledge and established contacts within select industry verticals.
• Advanced skills in the use of MS PowerPoint to be able to create resonating messages and communicate data to each unique customer buying center.
• Thorough working knowledge of personal computer and cell phone applications – Microsoft suite, browsers, CRM, social media (LinkedIn at minimum), VPN, etc.

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 is not provided for this position.