Sr. Account Manager-Manufacturing, Transportation & Logistics

US-TX-Texas | US-TX-Farmers Branch | US-TX-Fort Worth | US-TX-El Paso | US-TX-Mcallen
Job ID
44291
Function
Sales

Overview

 

 

Zebra Technologies is seeking to add a highly motived employee to the Manufacturing, Transportation and Logistics organization in North America.  The Sr. Account Manager will take ownership of assigned end-user account(s) or territory.  This is a field-based position which focuses on establishing and building relationships that will result in increased sales to meet or exceed sales goals as defined in the annual operating plan, and support overall corporate strategic direction.

 

 

Responsibilities

Takes ownership of assigned end-user account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wide range of products or services; as required leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation. 

  • Knowledge/Expertise
    • Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage
    • Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
    • Sales Skills – Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Managerial Skills - Often leads others in their development; provides input to policies and practices
    • Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
    • Market/customer Knowledge – Acts as a resource to customers based on intimate knowledge of relevant industries and needs
  • Solution Complexity/Strategic Thinking
    • Nature of Problems Solved – Solves complex problems which may require unique solutions (e.g., unique applications of existing technologies) that are used across the business in similar situations
    • Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, develops contingency plans
    • Complexity of Solutions – Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
  • Freedom to Act
    • Level of Guidance – Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
    • Takes Direction From – Manager and Business Unit Directors
  • Customer Interface
    • Role – Often leads semi-formal teams or significant portions of a large permanent team
    • Level of Customer Contact – Multiple decision makers and influencers for large deals with complexity
    • Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both
    • Required Knowledge of Customer – Industry strategies and customer positioning; customer financials and business drivers
  • Accountability
    • Business and Financial Impact – Responsible for revenue attainment, margins where appropriate, and personal expenses
    • Relative Size and Scope – Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two
    • Types of Projects – Moderately complex deals with a few large, complex deals
    • Strategic Impact for Zebra – High in near term; medium in mid-term

Qualifications

  • Preferred Education:
    • Bachelors or equivalent experience; advanced degree preferred
  • Preferred Work Experience (years):
    • 5-8 years of applicable work experience.
  • Key Skills and Competencies:
    • Uses advanced domain / solutions knowledge to competitive advantage
    • Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Often leads others in their development; provides input to policies and practices

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