Regional Account Executive

At Hine Automation we are a close, cohesive, high performance team striving for a culture of diversity, equity and inclusion. An environment where everyone wants to come to work each day because what we do is important, it has significant value and purpose, and is very rewarding. We all enjoy what we do and focus on supporting our customer’s objectives of providing the technology needed to enable the changes our world needs. We take pride in uncovering what our customers value, helping them to solve their problems, and have fun during the journey. We are looking for driven, capable, fun people to join our team.

The Role of the Regional Account Executive is to be the primary interface of the company with the customer, develop personal customer relationships built on a foundation of mutual trust and respect, maintain existing business for the customers assigned, and to drive new business growth in line with company strategic growth objectives. This role owns the customer relationship throughout the product lifecycle. The Account Executive is responsible for the Generation of revenue to an assigned budget for all assigned Hine Automation products and services within the assigned territory. Develops account penetration and management strategies and directs all sales activities in support of business objectives and financial plans, and aligned with all Hine Automation stakeholders.

KEY RESPONSIBILITIES:

• Creates personal relationships built on mutual trust and respect with existing customers in the assigned territory.
• Creates opportunities from untapped market potential by proactively building the pipeline with outbound sales activities. Identifies new business opportunities within assigned territory to capture the untapped market potential by collaborating closely with the rest of the organization.
• Develops customer penetration strategies and leads the relevant execution plans fully aligned with all stakeholders.
• Analyzes and advises management on the Company’s positioning within assigned territory relative to direct competition (SWOT) and presents ideas to increase market share and enhance the Company’s image within served markets.
• Learns the decision-making process for each prospect/customer and develops the personal relationships built on a foundation of mutual trust and respect with all buying influencers.
• Supports and manages existing infrastructure to generate revenue and increase market share by thoroughly understanding the customers’ business first, uncovering their interests, what they value, and their problems and providing the best solutions to satisfy both the customer and Hine Automation.
• Coordinates with Sales Operations to generate all material needed to support near-term sales and establishes priorities including value messaging.
• Acts as an orchestrator on behalf of the prospect, helping them tap into the Hine Automation team in such a way that we earn their trust and win the business.
• Responsible for meeting quarterly and annual bookings and revenue targets
• Supports, plans, executes internal and external customer meetings at high levels as appropriate between customers and Hine Automation personnel to close on business opportunities. Utilize call plan process for all customer executive meetings. Training will be provided.
• Develops and maintains proficiency in both technical and business aspects of purchase negotiations including process specifications, hardware configurations terms and conditions. Leverages entire sales process to include decision maker analysis for all buying influencers, coach development, scorecard management to identify and leverage from strength positions, identify risks and work to mitigate/eliminate those risks to win. Utilize call plans for customer executive meeting preparation, alignment and execution. Works to uncover customer demand and provide accurate forecast for existing and future business to assure accurate signals to engineering and manufacturing. Training will be provided.
• Ensures cost-effective time and territory management within company policies to maximize direct contact with existing and prospective customers.
• It is every employee’s responsibility to be aware of the applicable Safety & Health, Quality and Environmental Process of Hine Automation . Must work in strict compliance with Hine Automation Business Code of Conduct including all ethics compliance policies.

SUPERVISORY RESPONSIBILITIES:

• None

• Bachelor’s Degree in Engineering (Electrical, Chemical, Mechanical), Engineering Management, Materials Science, Marketing or Business ideal.
• Strong people skills with the ability to connect with people of all cultures and social styles.
• Empathy and vulnerability are important
• Ability to work with calmness in a high stress environment
• Strong attention to detail
• Exceptional listening skills is a must
• Miller Heimann experience is a differentiator
• 3 years' experience in capital equipment sales ideal.
• 1 to 5 years of Outside Sales experience ideal.
• Strong understanding and background in semiconductor are highly preferred.
• Professional attitude, strong leadership skills.
• Must possess major credit card (for business travel).
• Ability to travel (>50% at times) to visit customers or the factories.
• Must be coachable – willing to learn how to productively sell to customers both internally and externally.

SKILLS AND ABILITIES:

• Ability to analyze complex technical data, compile and present technical reports, and effectively respond to questions from employees, customers, and other interested parties regarding same.
• A very strong sense of urgency, with excellent verbal, especially strong listening, and written communication skills
• Ability to solve practical business problems, recommend effective solutions, and strong conflict management skills.
• Ability to communicate effectively interdepartmentally and externally with customers, and other contacts such as vendors.
• Ability to travel extensively and obtain necessary visa(s) to support Sales activities for new or prospective business.
• Ability to uncover the customer’s interests, success criteria, and what they value
• Ability to work productively with a culturally diverse customer base
• Ability to negotiate technical aspects of purchase (including process specifications, hardware configurations, and commercial terms and conditions). Demonstrated ability to negotiate a proposal that satisfies the customer interests, and the interests of Hine Automation.

WORK ENVIRONMENT AND PHYSICAL DEMANDS:

• The normal work environment is typical of a business office, manufacturing laboratory, and clean room.
• The incumbent is routinely required to sit, stand, walk, stoop, kneel, touch, see, and hear, and may be required to lift or move up to 25 pounds.
• While performing the regular duties of the position, the incumbent may be exposed to moving mechanical parts, risk of electrical shock, or possible exposure to toxic or caustic chemicals. The incumbent must be able to wear safety equipment and follow safety instructions.

Hine Automation is an equal employment opportunity employer, in accordance with applicable federal and state laws for qualified employees and applicants without regard to race, religion, color, sex, age, national origin, sexual orientation, gender identity, marital status, genetic information, protected veteran or disability status. When requested and necessary, we provide reasonable accommodations for qualified individuals with disabilities.