Strategic Account Executive

Why Work at Banner?

For over 50 years, Banner Engineering has been at the forefront of industrial automation, and our products are relied on for solutions within factory automation, robotics, packaging machinery, and emerging areas such as Industrial Internet of Things (IIoT). Banner's advanced sensor technologies (optical, radar, laser, and ultrasonic), machine safety systems, condition monitoring products, and intelligent lighting solutions are used by Fortune 500 companies and industry leaders worldwide. Banner is a rapidly growing company that offers many personal development opportunities, an excellent benefits package, and a collaborative team of employees who are passionate about what they do.

Position Summary

The Strategic Account Executive coordinates new sales opportunities with new and existing customers to increase overall sales and market share within the Packaging, Food & Beverage segment through communication and networking with ASMs, distributors, and customers, which includes End Users, Integrators, Specialty Machine Builders, and Original Equipment Manufacturers (OEMs). This position will be based in the USA.

This position reports to the Director of Global Business Development.

What You'll Be Doing

• Managing strategic target accounts within the Packaging, Food & Beverage market segment that will provide long term growth and deeper Banner product segment penetration.
• Evaluating and identifying key account opportunities from existing customers that can foster additional growth opportunities based on Banner new products or newly developed solutions in coordination with Regional Sales Teams
• Identifies target accounts and creates tactical/strategic relationships through aggressive communication activities, a sound understanding of the target account products and solutions, the identification of possible/known opportunities, and a careful analysis of the market and the potential needs of the account based on industry trends.
• Developing, documenting, and clearly defining business opportunities, creates and executes sales and marketing strategies, and solicits request for proposals (RFPs)
• Negotiating contracts, proposals, and quotes in concert with respective Product Managers; securing contracts with new customers and closing business deals
• Providing consultations and business expertise to target and key accounts to create innovative solutions
• Coordinating with respective product segment manager to define and develop customer specific solutions
• Planning and executing extensive travel to strategic accounts to evaluate needs or to professionally present or promote Banner solutions.
• Tracking and analyzing the sales effectiveness and return on investment (ROI) of the partnerships within the specified vertical/industry
• Assisting in the development of product definitions for industry-specific technology requirements and identifies gaps within existing segment products or possible new products/requirements for the segment product portfolio
• Representing Banner at organizations, trade shows, and/or conferences to remain current in the industry, provide technical expertise, and increase brand awareness
• Entering customer information accurately and timely into the Customer Relationship Management (CRM) system and other systems as required
• Offering technical expertise and market trends to Banner's sales channels globally
• Other duties as assigned

What You Bring to the Table

To perform this job successfully, you must be able to perform each essential duty satisfactorily, and regular attendance is required. The requirements listed below are representative of the knowledge, skill, and/or ability required to perform this job. Reasonable accommodations may be made to support individuals with disabilities.

Required

• Bachelor's degree in Business, Engineering, or related field
• Associate's degree in Business, Engineering, or related field and 6 years of direct field sales experience in lieu of a Bachelor's degree
• 3 years of direct field sales experience within market segment
• Experience selling to OEM's and specialty machine builders. Bonus if in the Packaging, Food and Beverage industry.
• Ability to work remotely and independently outside of the corporate office.
• Experience prospecting for new business while nurturing existing business relationships
• Proven ability to increase sales throughout the sales cycle
• Proficiency in Microsoft Office Suite
• Ability to travel up to 35% both domestically and sometimes internationally.
• Highly motivated with a desire to win
• Technical solution selling experience preferred

Supervisory Responsibilities

None.

What to Expect at Work

Physical Demands

The physical demands described here must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to support individuals with disabilities.

• Sit for up to 8 hours per day
• Exposed to a computer screen for up to 8 hours per day
• Utilize a computer mouse, keyboard, computer, and other standard office equipment
• Required to talk or hear frequently
• Ability to sit for long periods of time
• Ability to travel by car and airplane occasionally
• Lifting up to 20 pounds on occasion

Working Environment

The work environment characteristics described here are representative of those you may encounter while performing the essential functions of this job.

• Corporate office environment - indoor and climate-controlled
• Travel out in the field to customer and distributor locations by car and/or plane

This job description reflects management's assignment of key responsibilities; it does not prescribe or restrict the tasks that may be assigned.