Sales Account Manager

Novanta; Rochester (MI); On-site; USD 70,000 - 90,000; Full time

Job summary

A leading robotics and automation firm in Rochester, MI is seeking a Sales Account Manager to enhance customer relationships and drive technical sales. Candidates should possess a solid background in the robotics industry, ideally with experience in the automotive sector. Success in this role requires strong communication skills and the ability to manage multiple client engagements effectively. Competitive compensation, including field-based work opportunities, will be offered.

Qualifications

• Minimum 3 years' experience selling technical products within industrial automation.
• Ability to track key account metrics.
• Experience in uncovering and designing technical solutions.

Responsibilities

• Facilitate discovery and design of customer products and services.
• Maintain relationships with key customer stakeholders.
• Forecast sales and grow opportunities within territory.

Skills

Knowledge of robotics industry

Effective communication

Negotiation skills

Prospecting skills

Education

BA/BS degree in engineering

Job description

Summary

This is an exciting opportunity to be part of a growing organization in the robotics / automation industry. Novata is a market leader in the markets they serve delivering innovations that matter. This position is part of the Robotics & Automation division of Novata, managing project-based sales for technical End-Of-Arm-Tooling (EOAT) for the ATI Industrial Automation business unit (tool changers, force torque sensors, material removal tools, collision sensors, etc.). We are seeking a direct Sales Account Manager to cover a select group of accounts in the Greater Detroit metropolitan area. The ideal candidate will have experience selling into the automotive industry (OEMs and integrators), have a \'fire in their belly\' to grow bookings & revenue, and be comfortable working in a fast-paced / dynamic environment. Success depends on increasing customer intimacy through F2F interactions, balancing the \'farming\' of current customers while also \'hunting\' for new customers, and showing the grit and dedication to execute company standard-work policy / procedures that drive future success.

Primary Responsibilities

• Acts as an independent, individual contributor to facilitate the discovery, diagnosis, and design, and deliveries of high-value customer products and services
• Operates as POC / relationship manager for all new and assigned accounts
• Develops, maintains and strengthens sustainable customer relationships via activities that increase customer intimacy and identify new sales opportunities
• Develop a trusted advisor relationship with key customer stakeholders and executive sponsors
• Acts as customer's representative to internally communicate the needs and expectations of the customer (marketing, product management, operations, executive management, etc.)
• Communicates frequently and clearly the progress of client engagements and program initiatives to both internal and external stakeholders
• Forecasts sales for existing and new accounts, including tracking defined key account metrics
• Identifies and grows opportunities within sales territory and collaborates within the sales teams to ensure growth attainment for assigned territory / accounts
• Manages all account communications and interactions using internal CRM database, verifies quotations and sales order accuracy
• Assist with high severity requests or issue escalations as needed
• Other duties & responsibilities as assigned

Required Experience, Education, Skills, Training and Competencies

• Knowledge of the robotics industry (preferably with technical competency around EOAT)
• Demonstrated ability to effectively communicate and influence at all levels of ATI and the customers' organizations
• Proven ability to prioritize multiple projects with high attention to detail
• Effective negotiation, presentation, and meeting facilitation skills
• High "say / do" ratio and commitment to disciplines customer follow-up
• Effective prospecting skills from cold calling to lead management follow-up
• Experience in uncovering, diagnosing, and designing technical solutions consistent with customer needs.
• Minimum 3 years' experience selling technical products within industrial automation and manufacturing markets (e.g. automotive, aerospace, packaging, electronic assembly, etc.).
• BA / BS degree preferred (engineering) or relevant experience in technical sales

Travel Requirements

• Ability to spend 40%- 60% of time in-field on customer visits (unique territory with limited overnight travel, approx. 10%-15%)

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call [phone] if you need a disability accommodation for any part of the employment process.