• Responsible for all customer locations (direct and indirect customers) in a defined geographic territory, with emphasis on developing new OEM/machine builder accounts • Drive specification on new designs and share gain on existing designs at customer accounts. • Collaborates with Distributor Commercial team when jointly pursuing end customer business. • Collaborates successfully in a team selling environment with Customer Service, Application Engineering, Product Line Managers, Manufacturing Engineering and other team members as needed. • Influence purchasing decisions at multiple organizational levels • Meet assigned targets for profitable sales volume and strategic objectives at accounts within area of responsibility. • Execute the following disciplined selling processes to attain quota: 1) Purposeful account planning, 2) Time and territory management, and 3) Funnel opportunity management/CRM proficiency • Educate OEM’s and distributors (when appropriate) on differentiation and value of Kollmorgen Products. • Ability to guide customers to a customized solution when a standard off-the-shelf product does not meet their needs • As a trusted technical advisor, establish productive, professional relationships with key distributor personnel conducive to collaborative selling at indirect accounts. • Proactively assess, clarify, and validate customer needs on an ongoing basis through QBR process • Maximize new business and marketing opportunities.