Senior Account Executive - Strategic Sales

About the role

As a Senior Account Executive at Fictiv, you will be instrumental in propelling the company's growth by managing vital accounts across various sectors, including MedTech, Aerospace, Robotics, Energy, and Mobility. Your primary responsibility will be to foster and maintain relationships with key industry players, assisting them in overcoming intricate manufacturing hurdles while optimizing their product development workflows. This position demands a strategic thinker who can effectively engage with diverse stakeholders to forge enduring partnerships.

Key facts

What you'll do

• Formulate and execute strategic initiatives for large enterprise accounts, pinpointing essential stakeholders and devising growth strategies tailored to their needs.
• Identify and manage intricate opportunities that involve numerous stakeholders, addressing manufacturing challenges encountered throughout various production stages.
• Convert technical manufacturing requirements into tangible business benefits, emphasizing critical areas such as CNC machining, injection molding, and supply chain optimization.
• Collaborate with cross-functional teams to guarantee that solutions are designed, marketed, and delivered effectively to clients.
• Cultivate relationships with senior executives, uncovering opportunities for account growth across multiple divisions and product lines.
• Lead the commercial strategy, encompassing pricing and negotiations, to ensure alignment with customer expectations and corporate objectives.
• Uphold a structured approach to pipeline management and forecasting, ensuring precision and early identification of potential risks.
• Engage in regular market analysis to identify trends and opportunities for account development, ensuring Fictiv remains competitive in the industry.
• Provide insights and feedback to product development teams based on client interactions, helping to shape future offerings.
• Drive customer satisfaction by ensuring that all solutions meet or exceed client expectations, fostering long-term loyalty.
• Participate in industry events and conferences to represent Fictiv and expand the company's network.
• Mentor junior sales team members, sharing best practices and strategies for success in the field.

Requirements

• At least 8 years of experience in B2B sales, with a minimum of 5 years dedicated to selling complex technical solutions to enterprise-level clients.
• Demonstrated success in closing and expanding contracts valued in the six to seven-figure range, with direct involvement in substantial account growth.
• Proven experience in a consultative sales environment, consistently achieving or surpassing sales targets.
• Familiarity with multi-functional buying processes that involve engineering, procurement, and executive decision-makers.
• Solid understanding of technical manufacturing processes, with the ability to articulate key requirements such as tolerances and production methodologies.
• Strong knowledge of enterprise sales techniques, including account planning and deal qualification strategies.
• Experience managing a defined territory or named accounts, focusing on pipeline development and strategic deal-making.
• Background in selling manufacturing or engineering services to large-scale customers.
• Knowledge of manufacturing processes, including CNC machining and injection molding, with experience in sectors such as aerospace, medical devices, and robotics.
• Ability to thrive in a dynamic, technology-driven environment.
• Willingness to dedicate over 50% of your time to in-person customer engagements.
• A Bachelor's degree in Engineering or a related technical discipline is preferred.

Nice to have

• Previous experience in a startup or high-growth company environment.
• Familiarity with CRM software and sales enablement tools to streamline processes.
• Established network within the MedTech, Aerospace, or Robotics sectors.
• Advanced degree in Business Administration or Engineering.
• Experience with international sales and understanding of global manufacturing trends.

Skills & tools

• Proficient in CRM systems (e.g., Salesforce) for managing sales pipelines and customer relationships.
• Strong analytical skills to assess market trends and customer needs.
• Excellent communication and presentation abilities to engage with diverse audiences.
• Negotiation skills to secure favorable terms and close deals effectively.
• Ability to work collaboratively within a team and across departments.

Practical notes

This role is fully remote, providing flexibility in your working conditions. Fictiv offers a benefits package that includes health insurance, retirement savings plans, and opportunities for professional growth and development. We encourage applications from candidates who possess the legal right to work in the USA. Join us in transforming the manufacturing landscape and making a significant impact in various industries.