Role Description The Account Manager is responsible for sales of Kawasaki robots and related services to targeted customers and channel partners. This person must achieve maximum sales and profitability potential through the acquisition and development of new business and long-term account management. This person will also develop and implement action plans and strategies, assisting Kawasaki management with business forecasting and reporting. This position will service the Southeast region. Preference will be given to applicants who live in, or can relocate to, North Carolina, South Carolina or Tennessee. Major Responsibilities & Duties - Seek out and evaluate opportunities using Kawasaki criteria to establish potential. - Have a strong understanding of assigned accounts and establish contact with them. - Plan and execute all sales activities for assigned accounts within company guidelines. - Prepare key account plans, including Success/Action plans, SWOT analysis and account profiles. - Develop long-term relationships with various customer decision making positions directly or indirectly connected to potential sales - including Purchasing, Engineering, Finance and other key functions as appropriate. - Actively listen to customers and collect relevant data about their business/processes. - Evaluate customer production methods and automation/robotic needs. - Identify and articulate a connection between a prospect’s needs and Kawasaki solutions. - Prepare and present technical proposals and cost estimates. - Negotiate prices with the customers within defined revenue and profit criteria. - Provide convincing ROI arguments and alternative strategies to solve resistance. - Close sales by guiding the customer effectively through the sales process. - Report sales activities to Kawasaki management on a regular basis. - Estimate and forecast potential robot and system sales quarterly. - Continually upgrade and maintain knowledge of robot and systems technology. - Investigate and report competitive activity and trends. - Demonstrate a positive attitude and company focus. - Attend trade shows and support Kawasaki Marketing activities. - Assist Accounting department with customer collections as needed. - Achieve individual sales target in volume, revenue and profitability. Qualifications - Bachelors’ degree in Engineering or relevant subject matter (e.g. Business). - Must have at least 5 years of successful sales experience in industrial automation. - Must demonstrate strong technical credibility in front of customers and internal engineering personnel. - Must have the potential to become a top capital equipment sales professional. - Must have high energy and strong commitment to work for results. - Demonstrate excellent communication and negotiation skills. - Demonstrable ability to manage the entire sales process efficiently. - Must have proven record of cultivating long term profitable relationships with customers. - Candidates will be computer literate and a fluent user of communication technology. - Willingness to travel up to 50%. - Experience in field service and/or applications engineering is desirable but not required. - NO VISA SUPPORT AVAILABLE. Company Description Kawasaki Robotics (USA) Inc. is a leading supplier of industrial robots and automation systems and an integral member of the $15 Billion global industrial giant, Kawasaki Heavy Industries. We are now looking for ambitious, career-minded, high energy and success focused individuals. Kawasaki Robotics has a strong presence across Asia, Europe and the Americas where we have become a leader for robotic systems in industrial automation and as well as a technological leader in the semiconductor robot sector. At Kawasaki, we service a wide range of industries and applications and our total commitment to quality and constant improvement has enabled us to become one of the leading robot and industrial automation suppliers in the world.

• Own day-to-day service and renewal outcomes for an assigned book (higher-complexity accounts and/or larger moderate portfolios; $1.5–$3.0M), driving responsiveness, issue resolution, and clean escalation to the Account Executive/Producer. • Lead renewal execution end-to-end: timeline governance, exposure/loss updates, submissions, quote analysis, and client-ready deliverables with high accuracy and minimal rework. • Manage carrier engagement and follow-up; negotiate routine terms within delegated authority; escalate strategic decisions with clear options and recommendations. • Lead portions of client meetings and technical discussions within delegated authority; translate analysis into clear decisions, next steps, and renewal narratives aligned to Account Executive/Producer strategy. • Support growth by partnering on new business pursuits and onboarding, contributing technical/program content and ensuring clean operational handoffs for complex accounts. • Oversee post-bind servicing and documentation integrity: endorsements, certificates (incl. templates/approvals), surplus lines support, premium allocations, basic contract insurance requirement reviews, and audit/discrepancy resolution; delegate to COE as appropriate and validate outputs. • Lead complex servicing deliverables (and delegate where appropriate), including premium allocations, surplus lines/certificate templates and approvals, on-demand certificates, basic contract insurance requirement reviews, endorsements, discrepancy resolution, and audit review for expired and/or non-renewed policies. • Mentor Account Managers and reinforce quality-control standards; share best practices and lead process improvements (may serve as a team lead/SME). • Maintain technical expertise through ongoing education/credentials and stay current on market and product changes.

Role Description Have accountability for the development, growth, and management of complex, significant, and/or high-profile territories/accounts, products/services, or sales or account management processes. Establish short- and long-term account strategies. Manage the sales function and any aspect, including tactical activities, to optimize profitability and operational efficiency. Continuously improve the customer list (with more profitable and strategic customers) by developing existing customers to their full potential and using market insights and industry relationships to identify, and then develop target customers. Apply deep understanding of the company's products, product lines, and/or services; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. Recognized as an expert in one or more areas. Location: this position is based remotely, and the preferred candidate will live in Texas, Louisiana or Arkansas. Job Duties and Responsibilities - Develop, manage, and execute a successful sales cycle across the area of assigned responsibility. - Deliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional). - Build business relationships with key decision makers and more senior level managers. - Collaborate with peers, cross functional staff, and business unit senior management to drive new and existing business and execute business priorities. - Lead cross-functional teams when appropriate to meet the needs of the customers. - Listen to customers to learn their future needs and anticipate new areas of business development for DFA. - Identify new sales/business opportunities, new markets, the need for new products, etc., and initiate action plans to increase share of market with existing and new accounts. - Lead new account prospecting and sales calls. - Utilize a “solutions selling” approach drawing from organizational strengths and capabilities. - Determine and/or anticipate customer needs, problems, insights, and strategy. - Interpret business challenges and recommend best approach to improve and meet stated objectives. - Identify, clearly outline, and present the opportunity details including short- and long-term value to DFA. - Drive opportunities to commercialization internally, and most critically, “close” with the customer. - Model a recognized sales process (e.g., channel plan, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and use the organization's capabilities to maximize opportunities. - Analyze sophisticated data (syndicated, external, and internal) to determine key opportunities and strategies. - Proactively deliver innovative ideas to customers by understanding their brands, platforms, and strategies. - Prepare and deliver sales presentations, product demonstrations, and proposals on existing and new products and/or services. - Educate clients on the benefits and features of the products and/or services. - Develop annual and quarterly sales volume and forecast preparation, and track progress against each. - Establish annual sales plans and strategies (retail, foodservice, etc.). - Influence the cross-functional team to streamline processes and broaden capabilities by demonstrating the value through customer opportunities. - Provide strategic and tactical direction from customer feedback and market intelligence. - Provide customers with exceptional customer care; work with urgency to resolve customer issues and problems in a transparent manner with functional areas of DFA. - Elevate and help resolve gaps within processes or systems to continue to improve the customer care. - “Own” the performance of assigned accounts and take action on complex account challenges and opportunities while effectively balancing the needs of DFA and the customer. - Foster customer relationships at various levels across multiple functions (R&D, marketing, purchasing, quality assurance, operations) and facilitate the growth of customer counterpart relationships within DFA. - Negotiate all aspects of a customer interaction, as directed by sales leadership, such as non-disclosure agreements, pricing, terms, contracts, and other items as necessary. - Utilize the various systems and processes such as the order process, Salesforce/Power BI, inventory management, logistics systems, supply/demand planning, etc. - Maintain accurate records of customer interactions, sales activities, and sales pipelines. - Develop colleagues' and customers' understanding. - Provide regular reports on business results, plans, and priorities. - The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required. Qualifications - Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education). - 8 or more years of progressive sales, account management, or related experience that includes proven results in growing and advancing new market expansion and profitable sales growth. - Experience in the retail, foodservice, dairy, consumer packaged goods/foods, or related industry. - Certification and/or License – may be required during course of employment. Knowledge, Skills, and Abilities - Deep knowledge of sales techniques and the company, products, and application. - Proficiency with Microsoft Office Suite and company computer systems. - Able to influence people in their opinions, attitudes, or judgments. - Able to build (farm) or develop (hunt) business by discerning real opportunity from distractions. - Able to build and maintain a diverse set of relationships with multiple types of people on the broader team. - Able to adapt and refocus approach situationally or holistically to meet goals and objectives. - Able to demonstrate excellent customer service skills and solve complex customer demands and problems. - Able to communicate clearly and effectively, both verbally and in writing. - Able to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills). - Able to deliver on commitments and deadlines. - Able to work independently and as part of a team. - Orientation toward and passion for sales. - Must be able to read, write and speak English. Company Description An Equal Opportunity Employer including Disabled/Veterans.

• Serve as a coordination layer between sales and client-facing teams and the Audience Solutions data engineering team, ensuring segment requests are submitted with complete information and tracked through to delivery • Own intake documentation for incoming audience requests, gathering segment specifications, client deadlines, distribution targets, and data methodology requirements • Manage the AS project queue: track ticket status, surface blockers, and communicate timeline updates to commercial stakeholders • Support client-facing deliverables including segment availability confirmations, match test results, and audience performance summaries • Assist in maintaining the Audience Solutions segment catalog — keeping naming conventions, CPM tiers, and vertical classifications current and accurate • Support leadership on QBR prep, client reporting, and prioritization reviews • Serve as a first point of contact for inbound AS requests from internal sales teams