Technical Account Manager - Logistics Automation

Mission of the Role

***This position is a remote based sales role. The ideal candidate will work out of their home office and conduct regular business travel to assigned accounts.

The mission of the Technical Account Manager (TAM) role is to identify and evaluate innovations and trends at the key account and its ecosystem. They foster, from an outside-in perspective, the collaboration and co-creation between SICK and the key account to ensure the feedback is effectively integrated to drive organizational growth and success. The TAM achieves this goal as a member of the key account team and in close collaboration with the Global Account Manager or Lead Account Manager.

With a deep and comprehensive understanding of customer processes, applications and market, the TAM translates needs into solution requirements and understands how product features can add value within the specific context of their processes. The TAM role introduces a structured and quality-focused approach to sales and project execution, facilitating effective collaboration between internal teams and customers to deliver exceptional value.

Key Responsibilities

• Be a trusted technical advisor to our customers. Introduce and sell SICK solutions and Lifetime Services to both existing and new account prospects to achieve established goals and grow market share through solution selling.
• Technical ability to listen, understand, document, and influence the SICK organization to meet the needs and requests of the customer.
• Proven experience in an engineering role, ability to problem solve, and with aptitude and desire to move into sales/account management role.
• Be a subject matter expert for both the customer and SICK on industrial automation and complex technical solutions.
• Promote co-creation and collaboration between SICK and the customer. Understand how product features can add value within customer processes. Demonstrate and market SICK solutions effectively.
• Use and accurately maintain the company’s CRM system to ensure teamwork, collaboration, and global transparency towards providing an amazing customer experience.
• Develop direct customer relationships using deep understanding of customers business needs, production applications, and technical language utilized in their industry.
• Identify and qualify business and customer opportunities and/or threats; understand the account potential, competitors, and position in the market and requirements for doing business.
• Be responsible for new leads and potential opportunities for new and diverse product applications through continued product, industry, and client research.
• Introduce new products, solutions, systems, and services with a sense of urgency and entrepreneurialism.
• Work with a team comprising sales colleagues, specialists, product managers, and other colleagues, as appropriate, to maximize our share of wallet.
• Pursue Sales Excellence, developing skills, knowledge, and competencies to continuously improve performance. Complete annual performance objectives and performance reviews with Manager.
• Capitalize on development and training opportunities to position yourself for highest levels of performance recognition and continued career development.
• Participate in trade shows, prepare and give marketing/sales presentations to technical societies, etc.
• Interface to Market Product Managers (and where suitable, Customer Project Managers) of Business Cluster to define the best technical solution. Interface also with the organization in the headquarters – Global Product Management, Strategic Product Management, Application Engineering.
• Support the release of new products, systems and software within the account.

Key Qualifications