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About the role
Key responsibilities & impact- Cultivate and deepen relationships with key account holders across EMEA, engaging stakeholders and building trust through regular check-ins and proactive value-add
- Conduct quarterly strategic reviews with key accounts, assessing performance metrics and co-creating actionable roadmaps with clear objectives and KPIs
- Maintain accurate forecasts of strategic accounts and gather direct feedback to keep solutions aligned with evolving customer needs and priorities
- Grow distributor relationships across EMEA markets by balancing manufacturer and intermediary commitment through stretch targets, action plans, and incentives
- Negotiate contracts and pricing agreements with key customers, ensuring terms are mutually beneficial and consistent with company objectives
- Serve as a subject-matter expert in relevant industries, staying current on EMEA market trends, competitors, and regulatory issues across the region's varied jurisdictions
- Maintain accurate records of customer interactions, sales activities, and deal information in CRM
- Drive new business acquisition across EMEA by identifying, targeting, and converting prospective accounts in industrial automation, motion control, and power transmission segments (focus on introducing Power Components business in EMEA)
- Build and execute a country/region-based sales strategy that prioritizes high-potential verticals and maps decision-makers within target OEMs, panel builders, and end users across key EMEA markets
- Develop a robust pipeline of qualified opportunities through direct prospecting, channel partner activation, and trade show/industry event engagement, owning the full sales cycle from lead generation through contract close
- Work closely with product management and engineering teams to position our solutions against customer application requirements, translating technical specs into business value for prospects
- Monitor the competitive landscape and customer trends across EMEA to inform product roadmap and pricing strategy feedback to the broader SPT organization
- Travel as needed (likely 40-50%, reflecting the geographic spread of EMEA) to meet prospects, attend trade shows, and support key account development across multiple countries
- Identify Gaps in cross BU customer base and conduct joint visits with cross BU sales team
- Implement the Ralliant Business System (RBS) tools and methodologies to drive operational excellence and continuous improvement in the sales process
- Engage in regular training and upskilling sessions to stay updated on RBS methodologies
- Facilitate brainstorming sessions, using RBS principles, to identify bottlenecks and provide innovative solutions
Requirements
What you’ll need- Master's/Bachelor's degree in an Engineering-related discipline required, preferably Electrical, Mechanical, or Electronics Engineering
- Proven results achieving and exceeding sales goals and targets
- 7+ years of sales experience focused on key account management and business development within industrial automation, electromechanical components, or motion control/power transmission products, ideally with direct exposure to power components
- Demonstrated track record of hunting and closing new logo business (not just account management), with quantifiable results in pipeline generation and revenue growth
- Strong understanding of industrial end markets relevant to SPT's brands: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
- Experience selling through a hybrid model of direct OEM relationships and distributor/channel partner networks across multiple EMEA countries; comfort negotiating partner agreements
- Technical fluency to engage credibly with engineers and procurement on application-specific requirements (torque, speed, environmental ratings, etc.) without needing to be an engineer
- Proven ability to build a sales pipeline from scratch across a multi-country territory, including cold outreach, trade show prospecting, and referral-based growth
- CRM proficiency (Salesforce or similar) for pipeline management and forecasting accuracy
- Strong consultative/solution-selling skills, with experience navigating long, multi-stakeholder industrial sales cycles
- Fluent in English and German required; proficiency in additional European languages (French, Italian, Spanish, etc.) strongly preferred given the multi-country scope
- Experience working across diverse EMEA business cultures and regulatory environments
- Excellent communication and negotiation skills, comfortable presenting to both technical buyers and executive sponsors
- Willingness and ability to travel extensively (>40%) across EMEA, including frequent cross-border travel
- Self-starter mentality given this is a growth/hunting role rather than a maintained book of business
Benefits
Comp & perks- We Are an Equal Opportunity Employer
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Sales Strategy DevelopmentContract NegotiationTechnical FluencyPerformance Metrics AssessmentForecasting Accuracy
Soft Skills
Excellent CommunicationConsultative SellingRelationship BuildingProblem SolvingSelf-Starter Mentality
Certifications
Master's/Bachelor's Degree in Engineering