Sales Executive: Engineering (Automated Materials Handling)

POSITION SUMMARY:

Responsible to:

  • Achieve booking and gross margin goals
  • Effectively communicate our value proposition to create demand in new accounts
  • Identify, interface with, and manage customer decision makers
  • Identify, capture, and manage customer buying criteria
Department: 
Sales / Marketing
Requirements: 

MINIMUM REQUIREMENTS:

  • Proven to exceed sales objectives in relevant industry.
  • Background in consultative selling preferred.
  • Executive and multi-site Sales and Account expansion experience.
  • Strong presentation, interpersonal, and oral and written communication skills.
  • Excellent time management and organizational skills.
  • Computer skill with MS Office and CRM tools.
  • Ability to travel nationally 50% of the time.
  • Material Handling Industry experience a plus.

Bachelor’s Degree in Business Management, Engineering or related field with 5+ years sales experience in a technical or engineering environment

Responsibilities: 

GENERAL RESPONSIBILITIES:

Identify business opportunities and create demand for our services.  Develop and implement sales strategies to achieve sales goals and objectives for automated storage and retrieval systems (AS/RS).  Establish and maintain positive, professional, and productive business relationships with customers and potential customers. Develop and facilitate scopes of work; and documents to initiate, maintain and drive the sales funnel. Meet and exceed sales objectives including revenue bookings and gross profit targets.

 

SPECIFIC DUTIES:

  • Develop and execute strategic and tactical sales plans in alignment with company goals.
  • Compile and analyze customer data to identify sales opportunities.
  • Utilize consultative and strategic selling principles to directly sell company services. 
  • Identify, define, and work collaboratively with the clients' decision-making network to define buying criteria.
  • Evaluate customer needs.  
  • Work collaboratively with solution development team leader (SDL) as you are developing the best solution and delivering winning sales proposals.
  • Communicate and drive the value proposition and win themes throughout the sales cycle.
  • Negotiate initial scopes of work with customer. 
  • Document sales activities, and complete relevant reports
  • Assist in creating strategies for systems and/or modernization projects. 
  • Collect and assess competitive and market intelligence.
  • Collaborate with other departments such as Project Management, Installation, Software, and Engineering to provide guidance to ensure projects’ success. 
  • Provide expertise and assist other company sales and marketing efforts as required