Sensata Technologies, Inc. Strategic Account Executive in Attleboro, Massachusetts
Sensata Technologies is looking for a Strategic Account Executive with an enthusiasm for working with commercial trucking fleets. The Strategic Account Executive will be someone who has extensive experience developing, managing and growing commercial trucking fleets, has a strong understanding of fleet operations and a desire to collaborate with fleets on the use IOT and sensors to provide actionable insights that can be used to formulate strategies to reduce costs, increase efficiency, improve uptime and/or enhance safety for fleets.
This is a unique opportunity to play a highly visible role and develop and execute on a key global growth initiative. The Strategic Sales Account Executive will lead the execution of growth initiatives with commercial trucking fleets and will be interface regularly with marketing and engineering teams to represent customer priorities that enable the achievement of growth initiatives.
This role reports to the Senior Manager, Market Development (Smart & Connected) and the selected candidate will join a highly motivated team within a new venture organization at Sensata charged with incubating and rapidly growing the Smart & Connected venture.
Achieve significant annual business closures targets with strategic accounts as defined.
Cultivates and develops key customer contacts at strategic accounts to enable the execution of buying process and business closures.
Engage in a consultative sales process with customers and prospects, devoting significant time in the field; working closely with the customer and internal teams to achieve a trusted advisor status at our strategic accounts.
Lead the customer engagement and selling process at our strategic accounts, building a differentiated value proposition, influencing the buying process, leading contract negotiations and business closure.
Responsible for overall customer relationship, works to ensure issue resolution and customer satisfactions levels exceed expectations and result in long term customer loyalty.
Develop and maintain a specific account strategy for each strategic account that maximizes revenues. (Define the key value drivers by application, decision making matrix, buying process, customer specific return on investment, integration requirements and strategy to win.)
Conduct assessments of needs and match to available product solutions and additional product opportunities across customers. (Document customer critical-to-quality requirements and value for key applications and align to strategy to win.)
Assist in the development of a differentiated value proposition, a compelling business plan, including opportunity overview, operating model, required investments, financial returns, solution pricing, risks and mitigation plans.
Prepare and deliver clear, concise, and professional presentations to prospective and existing customers
Host regular internal cross-functional reviews to monitor progress and report out to management and other internal and external stakeholders
Produce and maintain up-to-date and relevant dashboards to communicate progress and stages of customers in the buying process.
Other activities as assigned
The candidate will have the following:
In-depth knowledge of commercial trucking fleets and how they are using IOT to reduce cost, increase efficiency, improve uptime and/or enhance safety.
Extensive experience in developing and selling hardware and software solutions to the top 200 commercial trucking fleets in North America.
Ability to leverage an existing broad network of contacts at the top 200 commercial trucking fleets in North America to achieve near term and long-term revenue targets.
High mechanical aptitude that translates into an understanding and comprehension of how mechanical components and systems work with an ability to translate to product needs, requirements and value
Demonstrated public speaking skills with the ability to exhibit executive presence and establish credibility with an audience
Energetic, collaborative, self-motivated and autonomous with a strong desire to make a significant impact in a high growth environment
Structured thinking and strong analytical skills and a natural curiosity to understand customer problems and needs along with the value they deliver
7+ years of experience in business creation and account management with product, service, solution development and introduction process of new products with fleets. Experience managing negotiations, contracts and business commitments.
Proven track record of delivering substantial business growth with the top 200 commercial trucking fleets
Strong interpersonal and leadership skills with the ability to work in a cross-functional environment and deliver results despite the ambiguity and complexity typically associated with emerging markets
Strong computer skills with extensive experience proof points of developing business analysis in excel models, customer presentations and story boards in power point and other digital content and communication (Excel, PowerPoint, Word and other)
B.S. degree in engineering, business management or related field.
Ability to travel as needed (primary North America)
Collaborating at Sensata means working with some of the world’s most talented people in an enriching environment that is constantly pushing towards the next best thing.
Employees work across functions, countries and cultures gaining new perspectives through mutual respect and open communication.
As OneSensata, we are working together to make things work together
NOTE: If you are a current Sensata employee (or one of our Affiliates), please back out of this application and log into Workday via the Company Intranet to apply directly. Type "FIND JOBS" in the Workday search bar.
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Our vision is to be a world leader in mission-critical sensing and electrical protection while satisfying the world’s growing need for safety, efficiency and a clean environment and being a partner, employer and neighbor of choice. Our sensors are the fundamental building blocks needed for a smart, connected, electrified and, ultimately, autonomous world. Click here to find out more about our Future Focus (https://www.sensata.com/about#future)
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In fact, our name Sensata comes from the Latin word sensate for ‘those gifted with sense’. Our focus on sensing is also reflected in our logo, which spells Sensata in Braille.
Sensata Technologies is a world leader and early innovator in mission-critical sensors and controls designed to make the world cleaner, safer and more efficient. Mission-critical means products that are essential and difficult to do. You’ll find our 47,000 unique products in many applications anywhere from automotive braking systems to aircraft flight controls.
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