SENIOR SALES ENGINEER - INDUSTRIAL AUTOMATION
Our client is an industry leader in factory automation products and solutions. Be rewarded for your successes with unlimited earning potential and having line of sight to the direct impact you'll make as sales increase. Join their team of smart, dedicated professionals, who are the best in their fields and also enjoy work life balance while being successful. This role will be home office based anywhere in Michigan.
Position Duties and Responsibilities
Call on top channel partners, existing direct accounts and new OEM's to acquire new business.
Identify new customer opportunities and determine needed resources to close new business and generate additional revenue for the company.
Identify and qualify potential accounts that match the company's product and application competencies, including Killer Applications (KA).
Plan and lead joint sales calls to direct accounts and Channel Partners per MMP, seeking new orders and maintaining customer relations.
Develop & implement MMP's with each Channel Partner.
Protect and grow existing direct accounts and newly transferred Channel Partner and OEM sales.
Drive Channel Partner focused product sales.
Drive IQ, Motion, VFD sales through new ASPP distributors.
Attain monthly and yearly sales goals established by management
Oversee smooth transfer of direct accounts under $50K to Channel Partners and smaller distributors.
Ensure smooth transfer of commercial and technical support for distributors (<$500K) to Customer Care Coordinator and the Technical Assistance Center (TAC).
Conduct monthly Channel Partner & Customer training events
Review and prepare documents to meet customer specifications.
Maintain a high degree of technical knowledge relevant to that required to fulfill job responsibilities.
Understand products, applications, markets and customers to better recommend solutions to prospective customers
Represent company in a professional, ethical and socially responsible manner with customers.
Successfully build relationships (internal and external) with customers to achieve assigned sales and corporate goals for the company.
Document activities in CRM and complete reporting timely.
Forecast monthly and annual business plan showing projected sales and quotas.
Perform other duties as assigned.
Travel primarily within the Central Region. Territory: State of Michigan
Product knowledge/application experience in CNC, PLC, VFD, OIT, Servo/Motion products required.
Ability to excel within a developmental/Top-Down, solution selling model
Ability to sell both direct accounts and through a distributors; understanding of distributor model
Solid leadership skills
Solid written and verbal communication skills, including presentation skills and proposal writing.
Organization skills to manage schedule and travel in territory
Computer proficiency - knowledge of MS Office (Outlook, Word, Excel)
Beneficial Education, Skills and Experience
Sales experience with some or all of the following applications is a plus:
o PLC's, HMI's, Industrial PC's, Software, and interfaces
o Motion Control (Servo)
o VFD (Inverters)
4 year Engineering Degree (BSEE, BSME) or equivalent experience
Minimum of 7 years field sales and/or technical application experience
Minimum of 3 years Application Solution Sales Experience at End User, and OEM customers