National Key Account Manager - Robotic OEM & Integrators

The National Key Account Manager for Robotic OEM and Integrators plays a key role in maintaining and expanding our relationships with all significant Robotic OEMs in the US welding industry. This role involves not only managing existing relationships but also developing and overseeing a comprehensive program for Integrators that work with Fronius USA. The National Key Account Manager for Robotic OEM and Integrators is responsible for setting standards for new Integrators and ensuring that these programs are effectively utilized by our sales and management teams to achieve success. This position will act as the Fronius USA expert in Robotic equipment. The National Key Account Manager position requires a strategic mindset, sales-oriented attitude, strong communication skills, and the ability to understand and address the unique needs of each client.

Tasks and Responsibilities

• Develops and maintains strong, long-lasting relationships with Key Robotic OEMs in the US welding industry.
• Fosters long-term business relationships between Fronius USA & Robotic OEM.  
• Connects regional sales teams to robotic OEM regional teams.
• Develops and oversees a robust Integrator program, setting standards and guidelines for current and potential Integrators.
• Prepares and executes potential national, or even global, commercial frame and discount agreements in alignment with various contacts of Fronius USA & International.
• Develops strategy, direction, pricing in conjunction with the Leader of Key Account Management and the National Sales Director.
• Employs Account Management roll-out model using CRM to conceptualize and deploy Robotic OEM & Integrator program.
• Acts as the main point of contact for all communications and inquiries from assigned accounts.
• Serves as a sales enablement resource for Fronius USA’s sales and management teams, providing expertise on how best to leverage relationships with Robotic OEMs and Integrators for a win-win partnership.
• Identifies new business opportunities with Robotic OEMs and Integrators and channels those opportunities and communication back to local regional teams.
• Coordinates with various departments within Fronius USA to ensure a cohesive strategy in working with Robotic OEMs and Integrators (e.g., quotation format, interaction template, etc.)
• Develops and executes Fronius Employee onboarding training and presents new solutions to Fronius USA technical and sales teams in conjunction with National Technical Support Manager.
• Works with Fronius USA Marketing to establish awareness of integration program.
• Acts as the liaison for all joint marketing content with robotic customer and channel partners including but not limited to newsletters, how to guides, webinars, in person presentation etc.
• Evaluates existing partners growth and share of wallet as well as develops annual business plans to achieve mutual goals.
• Assumes role of subject matter expert for the entire Fronius robotic equipment portfolio.
• Supports and presents robotic solutions and technical articles for media and AWS events.
• Takes on responsibility of maintaining and developing online robotic configuration posters and catalogues for internal and external use.
• Interacts and works with Fronius USA career growth employees (e.g., Sales Trainee, Interns, apprentices). 
• Assists with feedback on budgets, forecasts, reports (annual and monthly) with Fronius management.
• Visits regularly onsite Robotic OEMs, Robotic Customers, Regional Sales Offices, Fronius USA HQ and annual visits to Fronius International.
• Addresses any issues or concerns raised by clients in a timely and effective manner.
• Works closely with internal Fronius departments to resolve client complaints or disputes and ensures a positive resolution.
• Anticipates potential challenges or obstacles and develops contingency plans to mitigate risks together with stake holders.
• Provides regular updates and reports to management on the status of key accounts, including progress towards goals, challenges, and opportunities.
• Creates CRM and Qlik Dashboard with live updates for monitoring purposes.
• Monitors market trends and competitor activities to make strategic decisions.
• Provides regular reports on account status, challenges, and opportunities to senior management.
• Establishes and maintains CRM data pertaining to customers including but not limited to contacts, accounts, leads, and opportunities.
• All other duties as assigned by management.

Requirements

• Experience management of large industrial account
• Strong understanding of the robotic welding market and its key players
• Track record in successfully growing assigned customers
• Excellent presentation skills