Responsible for promoting company’s products and solutions, selling the company’s manufacturing and turnkey automation systems and project solutions at the best possible profit margins, positioning the company as the leading and most respected Automation Engineering and Equipment Manufacturing company, helping to position the company for growth across North America region, developing new opportunities in target market sectors and meeting quarterly and annual bookings targets
Responsibilities: (not limited to)
Develop, initiate and execute with effective penetration plans. Responsible for sales from assigned accounts and market sectors.
Contribute to meeting team, sales and market plans by retaining and growing profitable customer relationships.
Travel to customer’s site to promote the capabilities of company; work with customer to determine initial concepts and feasibility of potential automation projects.
Planning and preparation of sales presentations. Assist in the organization and preparation of industry trade shows.
Produce market analysis as prescribed by the division Sales Manager and/or CSO. Recommend refinements to product and pricing strategies.
Building customer relationships to maintain and develop the company’s customer base.
Works with in-house Applications Engineers (and technical staff) to assist in preparing proposals, estimates, and operational specifications and to maintain a high degree of satisfaction for customers.
Participate in contract negotiation including technical specification, financial terms and delivery.
Generate sales and marketing forecasts to assist company management in business planning.
Maintain a high level of knowledge and prepare regular reports on new technology, new markets, competition, trends, customers’ CAPEX cycles and environment.
Develop, and maintain an active sales funnel of potential clients and prospects, and update on a regular basis (and when possible in CRM system)
Develop strategic sales and marketing plans (account plans) for each account and prospective client in conjunction with overall segment and organizational objectives
Engage with the client on technical level to understand the client’s specific requirements and then in turn be able to present viable solutions
Present recommendations on bids (bid-no-bid) to senior management team
Knowledge Base (not limited to)
- A minimum of a Bachelor’s degree in a technical field (Engineering degree preferred) and a secondary degree in a business management, sales, marketing, or related field.
7-10 years of successful and verifiable experience of strategic selling and negotiation skills in “solution and systems sales” of capital equipment or industrial automation in the target markets.
Established relationships and contacts at senior and operations management levels of pospect companies.
Demonstrated “Hunter” mentality when it comes to identifying prospects and turning them into clients.
Must demonstrate the drive and motivation to sell and enjoy the challenge of selling in the industrial automation/manufacturing solutions industry.
Must exhibit self-directedness, independence and an extremely proactive approach
Strong presentation skills in order to present to internal stakeholders and existing and potential clients to sell technical concepts.
Demonstrated knowledge of sales and marketing techniques and financial principles.
Must possess an active network of contacts in the target market segments in the North America region.
Demonstrated ability to lead proposal teams.
Demonstrated effective negotiation skills, representing the company’s long-term business requirements on multi-year contracts.
Must be willing to travel extensively.
Technical proficiency using the Microsoft Office Suite.
Effective verbal and written communication skills