Strategic Account Manager - OEM & Automation Partnerships

Job Description

Job Description

Purpose of Role

The Strategic Account Manager – OEM & Automation Partnerships is responsible for securing early engagement with automation OEMs, system integrators, and technology partners that influence packaging specifications and automated warehouse design decisions. Through targeted account penetration, relationship development, and proactive business development, this role creates qualified pipeline, advances specification opportunities, and expands Rehrig's footprint within strategic automation accounts.

Success is measured by pipeline growth, specification wins, OEM relationship development, platform adoption, and revenue growth generated through automation partnerships.

*Candidate must live within 90 minutes of a manufacturing plant.

Areas of Accountability

Strategic Account Penetration & Relationship Development

• Develop and execute engagement strategies for assigned OEMs, system integrators, and automation technology providers and Customer end-users.
• Establish relationships with decision-makers, influencers, and specification owners across engineering, solutions, operations, product management, commercial, and executive functions.
• Develop a thorough understanding of customer business models, automation initiatives, growth priorities, and organizational dynamics.
• Position Rehrig as a trusted partner while maintaining relationships that support specification influence, account expansion, and long-term growth within assigned organizations.

Pipeline Creation & Specification Advancement

• Generate qualified pipeline through proactive prospecting, account penetration, relationship development, and industry engagement.
• Identify, qualify, and advance opportunities for specification inclusion, platform validation, pilot programs, preferred supplier positioning, and automation deployments through structured pursuit planning.
• Engage customers early in project lifecycles to position Rehrig solutions before formal procurement activity begins.
• Maintain disciplined CRM management, customer data hygiene, relationship mapping, forecasting accuracy, opportunity progression, and sales process compliance to improve commercial visibility and decision-making.

Opportunity Development & Commercial Execution

• Align Rehrig products, services, and technical capabilities with customer requirements by coordinating Product Management, Engineering, Manufacturing, Quality, Operations, and Commercial resources.
• Coordinate demonstrations, testing, validation activities, proof-of-concept efforts, and customer evaluations that support opportunity advancement and commercial adoption.
• Coordinate the transition of newly awarded business into execution by aligning customer expectations, internal stakeholders, deliverables, and ownership.
• Capture customer requirements, market challenges, and competitive insights that improve opportunity conversion and customer outcomes.
• Expand Rehrig's position within assigned accounts through additional applications, platform adoption, and multi-product solution growth.

Knowledge, Skills & Experience

• Bachelor's degree in Engineering, Business Administration, Supply Chain Management, Logistics, or related field; equivalent experience considered.
• 5+ years of experience in business development, strategic sales, automation, intralogistics, material handling, packaging, or related industrial markets.
• Proven success developing new business opportunities and penetrating complex customer organizations within technical or solution-based selling environments.
• Demonstrated ability to build relationships across engineering, operational, commercial, and executive stakeholder groups.
• Experience managing long-cycle, multi-stakeholder opportunities involving technical evaluation, specification influence, and business justification.
• Working knowledge of warehouse automation, robotics, material handling systems, reusable packaging, supply chain technologies, or related solutions preferred.
• Experience engaging automation OEMs, system integrators, robotics providers, material handling organizations, or large-scale distribution operations strongly preferred.
• Strong communication, presentation, negotiation, relationship-building, and consultative selling skills.
• Proficiency with Salesforce, Microsoft 365, sales intelligence platforms, and AI-enabled business tools.
• Willingness to travel approximately 50-70%, including air travel and regional driving.
• Ability to lift and handle products as required for customer demonstrations, trade shows, and field-based activities.