Key Account Manager - Factory Automation

POSITION INFORMATION The Key Account Manager is a key member of the Industrial Automation – Factory Automation Sales team responsible for focusing on key customer accounts to drive and grow revenues within the Factory Automation Stationary Industrial Scanners market.

ROLE MISSION The Datalogic Key Account Manager (KAM) is responsible for hunting new accounts and contacts and to establish and grow Datalogic’s industrial automation Stationary Industrial Scanners product portfolio. This is a sales role for a defined territory and/or set of defined customers consisting of end users, automation machine builders and OEM’s. The KAM is responsible for meeting a defined quota at assigned or newly found accounts and expanding Datalogic’s base of business within their territory.

KEY RESPONSIBILITIES

• Generate revenue within assigned territory and/or assigned accounts. Meet and exceed annual sales targets, KPIs, and MBOs

• Properly forecast and close opportunities with customers to achieve quota

• Strong hunting skills with the ability to prospect, cold call and develop new accounts.

• Utilize the Datalogic sales process to effectively demonstrate products to customers while utilizing sales skills to win large strategic opportunities

• Utilize consultative sales approach for find the correct solution for customers

• Key focus on proactive prospecting to set customer meetings and develop new customers for the Stationary Industrial Scanners product line

• Effectively conduct customer visits in a solution sales environment

• Collaborate with team to close and support customer base

• Coordinate with applications engineering team to provide proof of concepts and system solutions

• Maintain and continuously update CRM

• Achieve assigned targets for profitable sales volume and strategic objectives

• Develops and owns the account strategy within the assigned accounts and communicates back to Datalogic appropriately on an account-by-account basis

• Establishes executive level relationships with the customer base and understands customer processes and business model fully

Qualifications

QUALIFICATIONS/REQUIREMENTS

Education (School/Specialization) Bachelor’s degree preferably in a business or technical discipline preferred or equivalent work experience Primary Language Fluent English; written and verbal communication Experience/Skills

• Proven track record of sales in barcode reading/scanning, factory automation or similar industry preferred (3+ years)

• Proven record in solutions sales.

• PC literacy with a working knowledge of MS Windows & CRM software

• This position is home based and require travel approximately 60% of the time

OTHER INFORMATION & SPECIFIC SKILLS

• RESULTS ORIENTATION: A drive to achieve results and goals in the short and long term;

• CUSTOMER FOCUS: A drive to discover and meet the needs of customers (either internal or external);

• INTERPERSONAL CHARACTERISITCS: Open, communicative, give and take dialogue, seeks input from others, but not dependent on getting a consensus. Good listener – both in being receptive and in asking good, probing questions to illuminate an issue. Keeps people informed – the “what’s” and “why’s” of issues. Perceived as trustworthy, honest, non-political. Does not shy away from constructive conflict and confrontation. Able to work in a team/group environment (versus a strictly “hub and spoke” management style);

• MOTIVATIONAL CHARACTERISTICS: High energy level. High dominance (comfortable with authority and leadership), highly competitive achievement (drive to win, results orientation). High level of autonomy, and low need for structure and boundaries;

• SENSE OF URGENCY: A bias for taking action - spontaneous recognition of problems and opportunities.

• Ability to work independently

• Strong hunting skills

Company information

COMPANY BACKGROUND Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.

Datalogic can boast over 50 years of history, during which it has achieved unique results: approximately 1.200 patents in multiple jurisdictions; 10 research centers and development (in Italy, USA, China and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future. Today, Datalogic Group has approximately 2.800 employees worldwide, distributed in 27 countries, with 9 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia. The Group is headquartered in Bologna, Italy.

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EQUAL OPPORTUNITY EMPLOYER: Datalogic USA, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, genetic information, or any other characteristic protected by federal, state, or local laws.