Sales Account Manager - General Industry

Novanta Inc.•Apex, NC

8d•$95,000 - $120,000•Onsite

About The Position

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 highly motivated Sales Account Manager to drive project-based sales growth within our General Industry group. The ideal candidate will have a proven track record of success selling technical automation solutions to General Industry customers, including OEMs, machine builders, robotic system integrators, and end users. Experience working closely with robotic integrators and a strong understanding of industrial robotics, factory automation, and manufacturing processes are essential. Success in this role requires the ability to build strong customer relationships through frequent face-to-face engagement while balancing account development ("farming") with proactive business development ("hunting") activities. The successful candidate will demonstrate a passion for growing bookings and revenue, identifying new automation opportunities, influencing technical and commercial decision-makers, and developing strategic partnerships throughout the robotics ecosystem. This individual must thrive in a fast-paced, dynamic environment and possess the discipline, resilience, and execution mindset necessary to follow established sales processes and drive long-term business success.

Requirements

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

Responsibilities

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