Manufacturing Account Executive Region Lead US

Manufacturing Account Executive Region Lead US

Requisition ID: 1100G9E

Description 

This Senior Executive identifies, pursues and owns critical relationships with key manufacturing clients.  The Account Executive drives new opportunity through developing new relationships and leveraging existing relationships, they provide value to the client and revenue to CSC within the industrial, automotive and aerospace manufacturing industy segments.    Critical Success Factors: * Demands a disciplined account penetration strategy that delivers and strengthens relationships with executive decision makers in the manufacturing space.   * Demands an extremely well networked solution sales professional.  This network must be targeted in the industrial, automotive and/or aerospace industries.   ·   Demands the knowledge and experience in key manufacturing business processes and their enabling technologies.   * Demands the expertise of a sales professional to drive complex, long sale cycles from opportunity identification through the close of deals that add value and are profitable.   * Demands a proactive business leader that creatively works with vendors, clients and resources at CSC to find new solutions that create repeatable value and revenue stream.     Rewards: * Flexibility to craft manufacturing focused deals with the vast, deep resources and the capital of an established business and IT solutions leader.   * The industry verticals own all CSC revenue, provide the company's industry vision, and are the catalyst for CSC growth providing great visibility for team members (CSC is a fortune 200 organization).   * An intimate and entrepreneurial environment that encourages/mentors your leadership, selling, and delivery skills.   * A strong financial package that includes a significant base with direct rewards for revenue results.   ___________________________________________________________________________________________
_____________________________________________________________________________________________ Essential Job Functions

• Researches market and coordinates the generation of new business relationships for all product families to enhance company revenues and profits. Oversees the maintenance of existing accounts and approves all leads for potential opportunities for expansion.
• Manages multiple sales cycles from start to finish for delivery of customized business solutions to clients on highly complex projects.
• Oversees and approves the implementation of innovative business development and sales strategies by leveraging product and service offerings in company's horizontal and vertical markets.
• Participates in conjunction with senior management in negotiations, contract developments, due diligence and other business or alliance development activities. Conducts larger, more complex negotiations and negotiaions of larger, more complex contracts to assist company business development activities.
• Develops and validates viable, strategic business models for business partnerships and acquisitions. Ensures sales solutions support model and enhance company opportunities.
• Develops strategic business relationships with key decision makers including executive management. Builds relationships while positioning company for future prospects.
• Interfaces with internal department executive management and external partners to develop and implement strategies, plans and business models. Ensures sales solutions meet needs of customer and company goals.
• Determines new business courses of action; creates programs to support actions and oversees implementation of same.
• Provides leadership and work guidance to less experienced personnel.

Qualifications Knowledge and Skills Required: At least 10 yrs experience selling large, complex, "solutions sales" concentrated in the heavy manufacturing industry segments (industrial equipment, automotive, aerospace and defense).

At least 10 years' experience and proven track record of sales success, gaining account entry and developing relationships at senior executive levels/"C" levels, in large, enterprise manufacturing accounts e.g., Fortune 1000.    Proven understanding of the heavy manufacturing industry operations and performance measurements that can provide a platform for you to advise and sell across the enterprise. Specific operational knowledge in engineering/manufacturing design services (e.g., PLM), operational intelligence (e.g., PBL) and/or  aftermarket services.   Aggressive new business development style and strong comfort level in opportunity development and cold calling.

Action-oriented, results-oriented, "take charge" attitude, with strong business case development and closing skills. 

A track record of driving new client revenues, in excess of $5-7 million annually by selling consulting services to manufacturing-centric companies.

Demonstrated ability to identify leads, convert them to opportunities, manage long sales cycles, negotiate and close large, customized deals.

Strong executive presence and professional image with an ability to think quickly on their feet. 

A team player: someone comfortable in a highly collaborative, team oriented culture.   ______________________________________________________________________________________________________
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Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience
• Bachelor's degree in business administration or related field preferred
• Twelve or more years of business development or sales experience
• Experience working with the technology industry
• Experience working with company products, services, competencies, solutions, and offerings
• Experience working with standard company sales methodology and supporting tools and applications
• Experience working with finance and accounting

Other Qualifications

• Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level
• Strong sales skills
• Strong communication skills
• Strong leadership skills to guide and mentor the work of less experienced personnel
• Strong ability to lead and work in a team environment
• Strong ability to create and maintain formal and informal networks
• Ability to work in a team environment
• Willingness to travel

CSC is an Equal Opportunity Employer M/F/D/V