Machine Sales Manager

ATS Automation•Baltimore, MD

105d•$110,000 - $130,000•Remote

About The Position

As the Machine Sales Manager at IWK Packaging, you will promote and sell IWK’s leading-edge engineered manufacturing systems & solutions, products, and services to manufacturers and manufacturing departments of relevant companies within specified geographical regions, target markets, and/or targeted accounts, as assigned.

Requirements

Bachelor’s degree or post-secondary diploma in manufacturing technology, engineering, business administration, marketing, or equivalent.
Proficiency with Microsoft Office, excellent oral and written communication skills; strong presentation skills to develop material and present to both internal stakeholders and potential clients, selling technical concepts and overall value message.
10 years of direct Capital Equipment sales experience, preferably in the pharmaceutical personal care and cosmetic industries.
Basic knowledge of advanced manufacturing technology such as robotics and automation.
Proven track record in sales and effective negotiation skills.

Responsibilities

Leverage multiple sources to identify and qualify potential customers and prospects.
Develop and maintain an active sales funnel of potential business opportunities.
Develop strategic sales and marketing plans for each account and prospective client in conjunction with overall segment and organizational objectives.
Ensure that IWK is consistently positioned as the leading and premier automation, integration, and manufacturing company.
Engage with clients on a technical level to understand their User Requirement Specifications and work with Project Engineers to present viable solutions.
Participate in contract negotiations, including technical specifications, financial terms, and delivery, and take necessary actions to close orders with customers.
Meet and exceed annual sales targets and approved margin levels.
Support project management to ensure timely and budget-compliant delivery.
Regularly visit clients to maintain and grow relationships. Overnight travel 25- 50%
Support Accounts Payable as needed.
Maintain a high level of customer satisfaction through direct contact and coordination of company resources.
Update and maintain the company CRM (Salesforce) with leads, funnel, and opportunities.
Execute special assignments, including support of business planning, sales & marketing plans, and trade show participation.
Must possess a valid passport (or be able to obtain one) for periodic travel outside of the United States.
Full compliance with the terms and conditions within the employee signed work from home policy.
Demonstrated leadership with strong interpersonal skills and the ability to work in a team matrix environment.
Demonstrated “hunter” skill set, including the ability to perform market research, cold calling, creating leads, and converting leads to actionable pursuits.
Demonstrated experience in managing, penetrating, and securing key/major accounts or large multi-national accounts.
Demonstrated ability to access, negotiate, and engage multiple executive levels at customers and prospects in large multinational organizations.
Experience in “solution sales” of capital equipment or industrial automation, with proven ability to develop customer partnerships with full life cycle offers (e.g., early proof of principle, project equipment, after-sales service contracts).
Ability to set priorities, meet aggressive deadlines, and balance technical and business requirements.
Promote and sell ATS Automation’s manufacturing systems and solutions when combined with IWK Packaging solutions.
Other duties as assigned.