Sales Manager - Automation Hardware

Enbi Group; City of Rochester (NY); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Eligible for Sales Commission Bonus (up to 35%)

Equal Opportunity Employer

Job summary

A leading automation solutions company is seeking a Sales Manager for Automation Hardware in Rochester, NY. This role involves developing business strategies to drive growth and overseeing relationships with key partners, including System Integrators and OEMs. Ideal candidates will have over 5 years of B2B technical sales experience, particularly in automation, as well as strong analytical and communication skills. This position requires frequent domestic travel and offers eligibility for a sales commission bonus up to 35%.

Qualifications

• 5+ years of progressive experience in B2B technical sales.
• At least 3 years in an Outside Sales Manager role.
• Proven track record of selling automation hardware.

Responsibilities

• Develop and execute a sales strategy for automation hardware.
• Build and maintain relationships with System Integrators and OEMs.
• Coordinate with internal teams for seamless sales processes.

Skills

Strong written & verbal communication

Presentation & negotiation skills

Analytical ability

Self-motivated team player

Understanding of industrial control

Comfortable with MS Office and CRM systems

Education

Bachelor’s degree in engineering or relevant industries

Job description

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The Sales Manager for Automation Hardware will be a key leader responsible for driving significant business growth across the United States. This role requires a strategic, technically proficient, and consultative sales professional to develop and manage relationships with System Integrators (SIs), Original Equipment Manufacturers (OEMs), and Engineering/Design Consultants (ECs). The primary focus is to secure specifications and preference for our automation hardware products within their client projects, ensuring our technology is positioned as the standard solution.

PRIMARY DUTIES & RESPONSIBILITIES

Business Development & Sales Strategy:

• Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs, OEMs, and ECs
• Consistently meet and/or exceed annual and quarterly sales and pipeline targets
• Act as a subject matter expert, guiding partners and consultants to understand our hardware's value proposition, competitive advantages, and its application to solve complex client problems
• Proactively identify, qualify, and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives

Partner & Relationship Management:

• Develop a robust channel strategy, including partner onboarding, certification, and performance management to maximize indirect sales volume
• Build strong, trust-based relationships at all levels within partner organizations, from C-suite executives to technical engineers
• Plan and deliver technical and sales training, "Lunch & Learns," and product updates to ensure partners are fully equipped to sell and implement our solutions
• Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth

Technical & Commercial Acumen:

• Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids, blueprints, and master standards documents
• Continuously gather and report on competitive offerings, market trends and customer needs to inform product development and marketing strategies
• Lead complex contract negotiations, pricing strategy, and incentive programs for major partner accounts

Operations & Collaboration:

• Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy, well-qualified pipeline. Maintain a deep understanding of our product portfolio and how it compares to competitors
• Coordinate closely with Internal Sales, Product Management, Engineering, and Marketing teams to ensure a seamless sales process, from solution design to delivery and post-sales support
• Perform other duties as assigned

Required Skills & Abilities

• Strong written & verbal communication, presentation & negotiation skills
• Strong understanding of Industrial control & automation architectures (PLC, SCADA etc), networking protocols & modern manufacturing/industry standards
• Highly analytical with the ability to build compelling, data-driven business cases for technical solutions
• Self – motivated & proven team player
• Comfortable use of MS Office and CRM Systems

Work Environment/ Physical Requirements

• Must be able to lift and move up to 30lbs.
• Must be able to sit or stand for extended periods of time.
• Frequent travel (Mostly domestic, some international) 50-75% of time
• Equal Opportunity Employer

Education/ Experience

• 5+ yrs of progressive experience in B2B technical sales, with at least 3 yrs in Outside Sales Manager role
• Bachelor’s degree in engineering or relevant industries
• Proven track record of success selling Automation Hardware (PLC’s, DCS, Sensors, Robotics etc)
• Demonstrated Experience working with & selling through Systems Integrators, OEM’s or Engineering/Design firms

Other:

• Salary (exempt) position – must be able to work extended hours as needed, not subject to overtime pay.
• Eligible for Sales Commission Bonus (up to 35%)