Sales Account Manager - Automation

Adaptec Solutions is an industry-leading, North American integration partner, engineering diverse material handling and automation with lifecycle service support. With a strategic focus on manufacturing, distribution, and warehousing companies, Adaptec’s value resides in our adaptability to create superior, truly tailored solutions for our customers.

JOB SUMMARY:

This is a full-time sales role, responsible for the full sales cycle including opportunity generation, qualification, coordination of resources required to sell, completion of company sales processes, contract negotiation, and project follow-up. This position reports to the Director of Automation Sales.

JOB DUTIES & RESPONSIBILITIES:

• Build and manage a robust sales pipeline of qualified leads that are provided by customer inquiries, are generated through conducting research on targeted accounts and market segments and through your network.
• Partner with customers to develop long-term relationships, generate additional sales, and guide problem resolution discussions.
• Develop monthly and weekly sales plans that include prospecting activities and forecasts.
• Sell to multiple levels of decision makers within mid-to-large companies at both technical and business levels.
• Participate in consultative pre-sale meetings to capture the customer's needs and vision.
• Create technical and commercial proposals based on the customer's specifications.
• Conduct technical presentations and proposal clarification meetings.
• Partner with internal technical resources as needed to develop systems and solutions to meet customer needs.
• Manage all aspects of quoting process (estimating, design, presentation, acceptance, implementation).
• Update CRM on a regular basis to track leads, quotes, and orders. Maintain accurate customer information.
• Manage contract negotiation with customers.
• Partner with engineering and operations departments for project handover, implementation, estimation, and planning for the deployment at customers' sites.
• Support job implementation by attending planning meetings and reviewing designs.
• Maintain working knowledge of industry trends, customers' expectations, and the competition.
• Participate, as a technical resource, in workshops, trade shows, and other marketing events.
• Build and sustain customer relationships by responding quickly to emails, answering phone calls, and making customer visits in assigned area.
• Regular travel to visit with customers and prospects is expected.

EDUCATION and/or EXPERIENCE:

• Bachelor’s degree required. Mechanical or Industrial Engineering background, preferred.
• At least five years of experience selling capital equipment in industrial, mechanical, or technical field.
• Experience selling ASRS, AGVS, conveyors, robot cells and WCS is preferred.
• Strong understanding of the application of material handling and engineered products.

SKILLS AND CHARACTERISTICS NECESSARY TO PERFORM THE JOB:

• Excellent interpersonal skills.
• Works well under pressure.
• Superior analytical and decision-making skills.
• Excellent at working on multiple projects while meeting deadlines.
• Well organized.
• High degree of proficiency in MS Office Suite, previous experience using CRM software and experience using CAD is helpful.
• Strong analytical and communication skills.
• Willingness to go the extra mile to complete the sale.
• Willingness to travel up to 50%

MEASUREMENTS OF SUCCESS:

• Sales Dollars and GP
• Annual sales goal & GP Dollars will be established by Director, Automation Sales.

In compliance with pay transparency requirements, the salary range for this role is $85,000 - $120,000. The salary range provided is a general guideline. When extending an offer, Adaptec Solutions considers factors including, but not limited to experience and geographic location. Adaptec Solutions also offers a variety of benefits including generous paid time off (PTO), 11 paid company holidays including your birthday, health, dental and vision insurance, HSA/FSA accounts, 401(k) match, short-term/long term disability coverage and basic life/AD&D insurance and education assistance.

Adaptec Solutions provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.