Manager, Global Key Accounts - Electronic Manufacturing Services Industry (CA) | Jobs

Manager, Global Key Accounts - Electronic Manufacturing Services Industry (CA) - 10570

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Posted Jul 5, 2013


San Jose, California
Mitsubishi Electric Automation
Bachelor Degree
Human Resources


Mitsubishi Electric Automation, Inc. (MEAU) is seeking a Manager, Global Key Accounts to focus on the Electronic Manufacturing Services Industry, their associated Brand End-Users and the key accounts that help define the market, including major suppliers to the market (machine builders, system integrators, and consultants). Product sales focus is Mitsubishi Electric Automation’s line of automation products (PLC, HMI, Servo, VFD, Robot) that support the Electronic Manufacturing industries. Develop target accounts to be a significant contributor to MEAU growth in the defined markets.


California Location: National Travel within US, Canada and Mexico


Position Duties and Responsibilities:

  • Develop strategy for defined industry; penetrate targeted industry accounts, as well as major projects for corporate specification opportunities.
  • Initiate sales activity with top level management at target industry accounts and coordinate cross functional teams.
  • Become subject matter expert (SME) for selected industries. Support Business Development teams as SME, as needed.
  • Drive specification of MEAU’s Automation Solutions from top down.
  • Discover and validate key differentiators within target industry accounts.
  • Create discovery agreement and secure commitment.
  • Understand target market product trends and specifications and communicate requirements to Product and Solutions Marketing groups.
  • Recommend focused marketing activities for the target industry and accounts.
  • Work with both End Users and original equipment manufacturers (OEM’s), to coordinate application of MEAU products.
  • Manage partnerships with internal resources at MEAU to accomplish objectives. Leverage globalization.
  • Provide global coordination of GKAM Accounts, if applicable.
  • Coordinate third party relationships as needed (Oracle, Cognex, Sick, Balluff).
  • Represent MEAU at important industry events and participate in industry specification activities.
  • Represent all MEAU products to target industry companies.
  • Create data, budgets and reports to support business, i.e.:
    • Monthly report on sales/marketing activity.
    • Quarterly report on industry trends, competition and activities.
  • Perform other job functions as assigned.

Supervisory/Management Responsibilities:

  • None

Travel Requirements:

  • 50%+ travel within North America (U.S., Canada and Mexico)
  • Primary targeted market geography (not limited to), Northern California

Essential Education, Skills and Experience:

  • Bachelor’s degree in Engineering – Mechanical, Electrical, Automation, Manufacturing – or equivalent experience
  • 8+ years’ experience in the defined market with in-depth knowledge of industry requirements and applications within the Electronic Manufacturing Services (EMS) or the Original Design Manufacturers (ODM), or at the Brand Label End-User.
  • 5+ years’ experience selling automation solutions to senior-level contacts at national accounts in the defined market
  • Minimum of 5-8 years Application Solution Sales, and/or Strategic Sales and Marketing Experience at Fortune 1000 End User, and OEM customers
  • Significant network of contacts and ability to network in the defined market.
  • Demonstrated ability in industry marketing planning and execution
  • Excellent interpersonal skills and “presence” to deal effectively with senior-level contacts
  • Excellent communication skills, including presentation skills
  • Sales experience with some or all of the following:
    • Programmable Logic Controllers
    • Human Machine Interface
    • Motion Control (servo) and CNCs
    • Variable Frequency Drives
    • Robots
    • Complimentary products/solutions
  • Ability to learn MEAU products and recommend technical applications to meet customer needs.
  • Computer proficiency – Microsoft Office

Beneficial Education, Skills and Experience:

  • MBA desirable
  • Sales Management experience a plus

We are an Equal Opportunity Employer.

We offer a business casual environment with an excellent benefits and compensation package including 401(k) and tuition reimbursement.

For more information about our Company, please visit us at


Apply Here


Job Function: Sales


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