Sr. Account Manager - Technical Automation Sales

Company : Automatech

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About Us

AutomaTech is a leading provider of industrial technology solutions focused on improving your operational performance. By harnessing the power of data, we enable significant gains, visibility across your entire organization, and increased profits for a competitive edge.

Our product offering includes a flexible and scalable mix of hardware and software solutions to solve your toughest challenges while providing a road map for future improvements and growth.

More importantly, we stand behind all our solutions with superior and ongoing support for the lifetime of your products, helping you maximize your investment and operational potential.

Our team is passionate about guiding customers through their industrial applications, no matter the size, scope, or obstacles you face.

We place a high priority on conducting our business in an ethical manner, from the way that we interact with each other, our customers, and our partners to how we relate to each professional scenario and process.

We are focused on performing our job functions with excellence, being honest, reliable, and accessible in all our business dealings.

We care about our customers and strive to consistently offer exceptional product knowledge and support to help design, implement, and support their investments.

Responsibilities :

Hunt and grow profitable sales at target accounts. Objective : Drive >

30% profitability (less overhead) on project sales.

• Besides, growing sales be accountable for maintaining a rolling 12-month forecast for target accounts in Salesforce. Be active in driving a robust sales pipeline.
• Work with strategic partners to assist in annual joint account planning initiatives. These include but are not limited to GE, Moxa, Stratus, Unitronics, and others.
• Work with the inside sales team to develop quotations and deliver those proposals to existing and prospect customers.
• Drive the AutomaTech’s end-to-end sales process.
• Work closely with existing Inside Sales Managers to up-sell / cross-sell multiple services within target end-user accounts.
• Target Account End User List (work with the Vice President and General Manager) to develop target list.
• Lead the hunting of new opportunities within our selective target accounts in the New England and Midwest Areas. This is more account based actions than regional coverage based.
• Be the customer advocate and drive towards 70% customer face time.
• Assist in developing the annual sales target plan and rolling twelve-month forecast. This is both a strategic and tactical activity.
• Keep your forecast and sales pipeline up-to-date and accurate in Salesforce.com.
• In conjunction with the EVP, Sales, and Marketing, develop contact and sales plan to approach new and current companies / contacts regarding AutomaTech capabilities and offerings.
• Participate in marketing activities such as trade shows, seminars, and content development for web materials and white papers.
• Maintain relationships with key customers in operations, manufacturing, engineering, maintenance, and manufacturing IT functions.

Competencies : Skills, Knowledge, and Experiences

• Seven + years of successful Industrial Automation Selling Experience.
• Technology Discipline : Electrical Engineering, Mechanical Engineer, Industrial or Computer Science : Bachelor’s degree preferred.
• Have an established network of business contacts and customers within the industrial automation industry.
• Developed and maintain a thorough knowledge of AutomaTech industry segments.
• Exceptionally well versed in Industrial Automation Applications (Level 1, Level 2, & Level 3 automation layers). Extreme focus on SCADA, Historian, MES Systems, Cyber Security Platforms, and Machine Learning and Analytics.
• Familiar with the types of technology used by AutomaTech and its customers.
• Outstanding communications skills, including written skills, but especially verbal skills.
• Ability to create and foster strong relationships with customers by adding value and solving their business challenges.
• Motivated and passionate about working with people and overcoming challenges through collaboration and a win-win paradigm.
• Strong business acumen and ability to determine the long-term value.
• Software Skills : Salesforce.com, Office 365, MS Teams.
• Background in consulting or practice lead.
• Demonstrated leadership and influence characteristics.
• Excellent listening skills.

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