Machine Control Sales Manager
East Coast, US
Company
iAutomation is a high technology distributor of automation components to the industrial automation market. With product technologies in controllers, motion systems, pneumatics, safety, vision, sensing and mechanical, iAutomation is equipped to solve all automation applications.
With an emphasis on providing the most innovative technologies and engineering support, iAutomation differentiates itself from all other competitors in our market space. Our engineering services include product kitting, sub-assembly manufacturing, electrical panel design and fabrication and the development of system software. All these services ensure the successful utilization of our distributed products.
iAutomation is headquartered in Franklin, MA with regional offices in Virginia, Florida and Wisconsin.
iAutomation is hiring a Machine Control Sales Manager to lead a specialized team of complex system sales engineers throughout the iAutomation geography. In this role, you will have the opportunity to build and develop a team of sales and software engineers. This team will be tasked with working in cooperation with the territory sales teams to engage high profile OEM’s to generate interest, evaluate control system options, secure prototype orders and ensure the successful transition into recurring production orders.
The Machine Control Sales Manager will be located on the East Coast with required travel throughout the iAutomation geography.
Description
The Machine Control Sales Manager is responsible for the development and implementation of sales strategies and plans to achieve the annual goals that align with company objectives.
Sales Strategy and Planning
- Embrace and drive company sales strategies. Develop plans to achieve annual goals aligned with company objectives.
- Establish sales objectives by forecasting sales volume and developing quotas for team territories and the region.
- Review and adjust long- and short-term sales goals.
- Monitor economic indicators, changing trends, supply and demand, and competitors to maintain sales volume and product mix.
Team Leadership and Development
- Develop and lead a high-performing sales team.
- Develop and lead a high-performing software team.
- Support the team in qualifying and managing leads to meet individual and team objectives.
- Develop sales staff with key competencies in products and sales to enhance performance.
- Develop technical and sales training opportunities for all team members.
- Participate in interviews and the recruitment process for new employees.
Customer and Account Management
- Identify opportunities for existing and potential new customers that meet an agreed upon profile that will maximize the probability of success.
- Identify opportunities for existing and potential new customers within the iAutomation geographical area to meet/exceed annual sales goals and grow market share.
- Build and maintain strong relationships with key customers and support sales representatives.
- Document customer interactions and maintain data related to sales strategy, activities, accounts, and vendors.
Operational Efficiency and Reporting
- Ensure diligent follow-up on all sales opportunities (direct and indirect) and document all relevant information in NetSuite (CRM).
- Maintain and report on sales forecasts, potential sales, customer feedback, activity plans, and other required reports.
- Manage key account and supplier relationships.
- Ensure the team receives adequate support from the organization at various levels.
Performance Measurement and Analysis
- Measure and analyze key performance indicators (KPIs) and return on investment (ROI).
- Support the development of strategies and goals for distribution and integration opportunities.
SUPERVISORY RESPONSIBILITIES
Supervising of Sales Engineers
Qualifications
EDUCATION
Bachelor’s Degree or equivalent in engineering or business discipline.
EXPERIENCE
- Minimum of 10 years’ experience in a field sales role.
- Experience in selling or supporting technical and high-value control systems.
- Strong background in business development, including relationship building, contract and terms review, complete customer interaction with multiple departments and functions.
- Distribution sales experience required.
- Industrial automation sales experience required.
PHYSICAL DEMANDS
Office time required, on the road (car) travel for customer visits, and some air travel required (training).
WORKING CONDITIONS
- Office environment, car and air travel, and manufacturing environment at customer sites.
- 50% travel expectations both by air and car.
Additional Information
→ Please apply to Human Resources at hrdepartment@i-automation.com
→ Principals ONLY – No Recruiters Please
We support equal opportunity employment & diversity.
