Senior Account Manager
Flow Control Group•Buffalo, NY
•Onsite
About The Position
The Senior Account Manager – Technical Automation Sales is responsible for driving profitable growth within the Western NY region + select named accounts. This role blends named-account management with strategic territory development, focusing on hunting for new opportunities, expanding existing relationships, and delivering high-value automation solutions and services for All AutomaTech products. The ideal candidate brings deep industrial automation and OT sales expertise, a strong regional network, and a proven ability to manage complex, consultative sales cycles while maintaining disciplined forecasting and pipeline management.
Requirements
- 7+ years of successful industrial automation sales experience.
- Established network of customers and business contacts within the industrial automation industry.
- Deep knowledge of industrial automation architectures, including Level 1, Level 2, and Level 3 systems.
- Strong focus on Operational Technology (OT) environments, including: SCADA, Historians, & MES systems, cyber, and analytic solutions Industrial connectivity products Robotic solutions Edge devices and high availability compute platforms
- Demonstrated ability to sell complex, consultative solutions and articulate business value.
- Excellent verbal and written communication skills.
- Strong business acumen with the ability to assess long-term account value.
- Proven leadership, influence, and collaboration skills.
- Exceptional listening skills and customer-centric mindset.
- Proficiency with Salesforce.com, Microsoft Office 365, and Microsoft Teams.
Nice To Haves
- Bachelor’s degree preferred in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Computer Science, or related technical discipline.
Responsibilities
- Maintain Salesforce CRM pipeline and provide accurate forecasting on a consistent monthly, quarterly, and annual basis.
- Exceeds monthly, quarterly, and annual sales targets
- Expected to drive greater than $750k+ in gross profit annually.
- Own and grow profitable sales within assigned target accounts, with a goal of ≥30% project profitability (net of overhead).
- Actively prospect/hunt and develop new opportunities within named accounts and assigned territory.
- Maintain an accurate 12-month forecast and robust sales pipeline in Salesforce.
- Utilize AutomaTech’s end-to-end sales process, from opportunity identification through close.
- Develop and demonstrate domain expertise with AutomaTech’s entire product and solutions portfolio; for example, provide technical updates to A&B critical accounts on an annual basis.
- Partner with Inside Sales to develop quotations and deliver proposals to prospective and existing customers.
- Up-sell and cross-sell AutomaTech products and services.
- Work with the Vice President and General Manager to develop and refine a Target Account List by product family and solution.
- Serve as the customer advocate, achieving approximately 50% customer face time.
- Engage with strategic technology partners on joint account planning initiatives, including (but not limited to): GEV, Moxa, Stratus, AMDT/Octoplant, SmartSights, Kepware, Standard Bot, and others.
- In conjunction with the EVP of Sales and Marketing, develop and execute sales plans for new and existing customers.
- Assist in the development of annual sales targets and rolling forecasts (strategic and tactical).
- Participate in marketing activities such as trade shows, seminars, and content development (web materials, white papers).
- Build and maintain strong relationships with stakeholders across operations, manufacturing, engineering, maintenance, and manufacturing IT.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
