Sales Manager/Key Account Manager (East Coast)

ADLINK Technology designs and manufactures embedded computing hardware for industries including industrial automation, robotics, autonomous vehicles, healthcare, and intelligent transportation. The Sales Manager/Key Account Manager will develop and manage OEM accounts across the East Coast, drive customer acquisition and revenue growth, promote ADLINK solutions, maintain sales forecasts and pipelines, and build strategic customer relationships.

Responsibilities:

• Develop new OEM accounts
• Design and implement sales strategies to ensure the company meets its revenue and design win objectives
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK’s solutions
• Research prospective organizations and identify the right customer stakeholders to sell to
• Coach customer stakeholders and build consensus for ADLINK solutions within their organization
• Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
• Independently and collaboratively strategize for solving deal level challenges
• Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
• Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
• Track weekly, monthly, and quarterly performance and sales metrics
• Experience aligning business outcomes and initiatives with technology requirements
• Manage rep partners
• Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
• Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
• Customer visits including giving technical presentations and product overviews to customers
• As a trusted advisor, build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities
• This a remote role, but travel is required in this role (customer meetings within territory, annual sales events, etc.)

Requirements:

• Bachelor's degree in any discipline
• 5+ years of work experience in the embedded computing industry is a plus, but we focus on the right mindset and individual for this high growth potential position
• Knowledge of the market, region and customers will be considered a key point in the selection
• Develop new OEM accounts
• Design and implement sales strategies to ensure the company meets its revenue and design win objectives
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to ADLINK's solutions
• Research prospective organizations and identify the right customer stakeholders to sell to
• Coach customer stakeholders and build consensus for ADLINK solutions within their organization
• Leverage the Challenger Sales methodology and an insights-driven sales processes, along with a current knowledge of industry and technical trends, to customize solutions for customer needs and business goals
• Independently and collaboratively strategize for solving deal level challenges
• Regularly update an accurate and robust pipeline of business opportunities and forecasts in SFDC with latest customer information and use customer intelligence for account planning
• Prepare weekly and monthly territory sales forecasts and maintain your sales pipeline
• Track weekly, monthly, and quarterly performance and sales metrics
• Experience aligning business outcomes and initiatives with technology requirements
• Manage rep partners
• Support and manage the relationships with all assigned customers, ensuring high customer satisfaction
• Cooperate in the annual planning process with Sales management, setting key objectives: design win and revenue targets, new customer targets, new opportunity creation goals, etc
• Customer visits including giving technical presentations and product overviews to customers
• As a trusted advisor, build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into additional ADLINK opportunities
• Approximately 50% travel may be required
• Strategic Thinking - Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
• Communication - Tailors communication to the customer's needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Interpersonal Influence - Uses rational and emotion drives that would appeal to customers to drive negotiation conversations in his or her favor
• Networking - Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
• Workflow Management - Highly organized with a rapid, yet methodical approach. Sets clear time-bound objectives that align with business growth
• Negotiation - Experience in large complex deal negotiations with a successful track record
• Ownership - Goes out of his or her way to complete a job with relentless drive to achieve results; is independent and self-directed