Sales Account Manager

Novanta-posted 3 months ago

Full-time • Mid Level

Rochester Hills, MI

1,001-5,000 employees

Electrical Equipment, Appliance, and Component Manufacturing

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This is an exciting opportunity to be part of a growing organization in the robotics/automation industry. Novanta is a market leader in the markets they serve - delivering innovations that matter. This position is part of the Robotics & Automation division of Novanta, 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.

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 (Salesforce.com funnel management)
Assist with high severity requests or issue escalations as needed
Other duties & responsibilities as assigned

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

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