Outside Automation Sales Specialist — PLC & Software

REXEL•Sudbury, ON

9d•Onsite

About The Position

Rexel Canada operates under six distinct banners, and Westburne is a leading Canadian provider of energy solutions, renewables, lighting, wire & cable, automation, and connected network solutions. Supported by strong industry partners, we deliver technical expertise and products that help customers and partners grow. Reporting to the Regional Automation Manager, the Outside Automation Sales Specialist — PLC & Software will be responsible for driving revenue growth for programmable logic controllers (PLCs), human‑machine interfaces (HMIs), industrial control software, and industrial networking solutions from Rockwell Automation (Allen‑Bradley). This quota‑bearing role requires a blend of deep technical knowledge, consultative selling skills, territory account knowledge, and proven success converting technical opportunities into closed sales across the assigned region.

Requirements

Diploma or degree in Electrical, Electronic, Control Systems, or Automation Technology from a recognized institution.
Minimum of two years’ experience combining PLC programming/control system work with technical product sales or sales engineering (Rockwell experience preferred).
Practical experience with Rockwell Automation PLC platforms and software (e.g., ControlLogix/CompactLogix, Studio 5000/RSLogix, FactoryTalk View, RSLinx).
Strong understanding of PLC programming languages (ladder logic, structured text, function block diagrams) and common control strategies.
Experience interpreting and producing single‑line electrical drawings, I/O lists, and control schematics.
Working knowledge of industrial networking and EtherNet/IP architecture, including network diagnostics and segmentation best practices.
Proven ability to develop BOMs, technical proposals, commercial quotes, and scope documents.
Demonstrated consultative selling skills, negotiation experience, and a track record of meeting or exceeding sales targets.
CRM proficiency and strong commercial acumen, including pricing strategy and margin management.
Excellent communication, presentation, and stakeholder management skills.
Valid driver’s license and passport required.

Responsibilities

Own sales targets and deliverables for PLC, HMI, control software, and associated services within Central Ontario; develop and execute a territory sales plan to meet or exceed quota.
Build, qualify, and manage a predictable opportunity pipeline using CRM; forecast sales, report progress, and adjust tactics to achieve revenue and margin goals.
Actively pursue new business through prospecting, cold outreach, lead follow-up, channel partner engagement, and relationship development with end users, OEMs, and system integrators.
Prepare and present commercial proposals, technical quotes, and accurate Bills of Materials (BOMs); negotiate pricing, terms, and scope to close business while protecting margin.
Coordinate cross-functional pre-sales and post-sales activities with internal sales teams, product specialists, supply chain, and Rockwell Automation to ensure successful project delivery and customer satisfaction.
Run targeted sales campaigns, customer workshops, and executive briefings to accelerate decision cycles and drive product/software adoption.
Upsell and cross-sell complementary products and services (e.g., drives, safety, condition monitoring, system integration, training, maintenance) to increase average deal size and lifetime customer value.
Implement competitive strategies and win/loss tactics to defend and grow market share in manufacturing, water/wastewater, food & beverage, mining, infrastructure and other verticals.
Act as the lead technical resource for PLC and control-software sales: assess customer control‑system requirements, design Rockwell controller, I/O, and HMI solutions, and provide programming/architecture guidance.
Provide pre-sales technical consulting, programming support, and solution demonstrations, including hands‑on examples in Studio 5000/RSLogix and FactoryTalk.
Lead control‑system migration and retrofit initiatives: assess legacy environments, develop migration strategies, estimate costs and downtime, and recommend phased implementations that align with customers’ operational objectives.
Maintain current knowledge of Rockwell product roadmaps, firmware updates, licensing models, and partner integrations; travel to the U.S. for training as required.
Responsible for monthly and quarterly sales forecasting accuracy, pipeline velocity, close rate, average deal size, and margin targets.
Drive measurable growth in installed base conversions, software license renewals, service agreements, and project-based revenues.
Track and improve customer retention, net new logos, and territory market share.