Fictiv - Senior Account Executive

• As a Senior Account Executive, you will work closely with some of the most exciting companies in the world to help them bring amazing products to market. You will ensure MISUMI Americas fully understands the customer’s business goals, including financial KPIs, vision/mission, key initiatives, organizational structures, and operating models, including in-house manufacturing capabilities, R&D labs, etc. You will also seek to understand their internal decision-making structures and processes and develop the right relationships within those structures. You will learn about their product roadmaps, requirements, challenges, and priorities in bringing products to market, as well as their partnerships, such as design partners, contract manufacturers, local shop preferences, etc. • With this knowledge, you will configure the optimal solution to address those requirements while improving their time to market.
You will work on identifying and developing both prototyping opportunities and production-class manufacturing programs that allow our customers to develop, launch, and deliver products to market at speeds never before thought possible. Your proven leadership skills will be essential to coordinating the efforts of a highly capable MISUMI Americas team and platform that supports you at every opportunity. You will deliver sales presentations and organize on-site meetings such as Sales meetings, quarterly business reviews, tech days, and other face-to-face meetings to instill confidence, build relationships, and accumulate account knowledge that helps you manage and grow customer lifetime value. • Prospect to build and maintain a healthy pipeline • Meet and exceed monthly, quarterly, and annual sales quotas • Maintain accurate account and opportunity forecasting in Salesforce.com • Generate new business opportunities within target account list • Build meaningful, long term relationships with key customer contacts • Represent the company at trade shows, conferences, and industry events • Become a true expert in the product development needs, plans and challenges of your accounts • Help expand MISUMI Americas reputation as an industry leader in the digital manufacturing space • Spend over 50% of your time traveling to connect face-to-face with your customers as appropriate • Collaborate cross-functionally to win complex deals • Desired Traits • Minimum of 8 years of proven track record of meeting & exceeding monthly and quarterly targets • Manufacturing and supply chain industry experience • BS/BA degree preferred • Firm grasp of product development and related business requirements • Experience driving consultative, solution based sales and expanding within strategic industry verticals • Demonstrated track record of quickly building a new pipeline and managing a forecast to consistently exceed quota • Demonstrated expertise with modern sales tools (CRM, Sequencing, Prospecting, Collaboration) • Experience with TAM / SAM analysis • Unparalleled verbal and written communication skills • Physical Demands • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • While performing the duties of this job, the employee routinely is required to sit; walk; talk and hear; use hands to keyboard, fingers, handle, and feel; stoop, kneel, crouch, twist, crawl, reach, and stretch.