Job Description
KTI Talent Indicator is a talent discovery software platform with AI that offers: talent mapping, assessment, and reskilling services with training to companies.
We are looking for a Intralogistics Automation Solutions Sales Manager to join one of the largest global automation companies with a strength of 1300+ employees and multiple facilities worldwide
Location: Shelby Township
Sector: Engineering Services & Industrial Automation
Reports to: Deputy Director - Account Management
Functions
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Conduct thorough research on the target market in North America, including industry trends, competitor analysis, and customer demographics.
- Analyze market data to identify potential opportunities for warehouse automation and develop strategies to penetrate the market effectively in Automotive, 3PLs, Beverages, Chemicals/Pharma, Cold Chain, Courier & Parcel, E-Commerce, Fashion / Apperals / Shoes, Food, Dairy, Retail, Storage and Distribution, Textile, Tires
- Identify and prioritize target accounts and key decision-makers within those organizations.
- Generate leads through past experiences & outbound prospecting activities such as cold calling, email campaigns, networking events, and referrals.
- Identify and appoint new Sales Reps (freelance agents) to boost market penetration
- Standard Presentation material will be provided but depending on the customer needs develop and deliver compelling sales presentations and demonstrations to prospects, highlighting the value proposition of our solutions.
- Handle the processes for supplier registrations at new customers
- Coordinate with cross functional teams for NDA / General Terms & Conditions etc. completion.
- Engage in consultative selling to understand the unique needs and challenges of prospects and tailor solutions to meet their requirements.
Pipeline Management and Forecasting:
- Maintain a healthy sales pipeline by consistently identifying and pursuing new opportunities.
- Accurately forecast sales projections and provide regular updates to senior management on sales performance and market trends.
Proposal Management and Review Mechanisms:
- Serve as a liaison between proposal team and customers/sub-suppliers to ensure technical and commercial effectiveness to win the bid
- Coordinate with cross-functional teams in developing proposals and conducting proposal milestone meetings, which sometimes occur outside the EST 8-5 time zones
- Understand cultural nuances and communication styles amongst teams
- Review and analyze Request for Quote (RFQ) and communicate technicalities and specifications given by customer to the rest of the team.
- Ability to track and support multiple proposal activities simultaneously while maintaining deadlines
- Validating final proposal and submitting final package on customer’s proposal portals
- Coordinate meetings to solve technical issues if/when they arise between Proposal Team, Technical Team and customer
- Understand impact of terms and conditions, payment terms & other non-price commercial elements to ensure proposals meet internal governance & profitability expectations.
- Manage RFQ and purchase order portals and communicate outcomes to entire team
- Review orders received and organize project handover, where required.
- Relationship Building and Account Management
- Develop and maintain relationships with key stakeholders to stay relevant on potential RFQs and give insight to competitive bids
- Build and sustain viable relationships by responding quickly to emails, answering phone calls, and doing weekly client visits in the assigned area
- Scout for new business opportunities
- Go above and beyond to generate customer satisfaction and delight
- Collaborate with internal teams such as proposal engineering, design, projects, and customer support to ensure seamless onboarding and ongoing customer satisfaction.
Sales Reporting and Analysis:
- Track sales activities, metrics, and KPIs to measure performance against targets and identify areas for improvement.
- Generate sales reports and provide insights and recommendations for optimizing sales strategies and processes.
- Process improvements
- Introducing new industry-specific suppliers/integrators/service providers
Experience:
- 10 to 15 years of experience
- Basic knowledge of B2B sales
- Excellent interpersonal skills
- Familiarity with warehouse automation technologies such as ASRS, AMRs, Palletizing, Conveyance, and warehouse management systems (WMS) is essential.
- Proficient in understanding customer requirements and handling discussions with customers for layout, cycle time, understanding throughput, payloads, safety requirements, etc.
- Proficiency in Microsoft Suite
- Ability to make an effective, succinct presentation
- Superior analytical and decision making
- Works well under pressure
- Excellent at working on multiple projects while meeting deadlines
- Well organized
- Willingness to go the extra mile to seal the deal
A successful candidate will have:
- Winner’s mentality
- Interpersonal and intercultural communication skills
- Innovative go-getter and problem solver
- Ability to work with diverse, multi-cultural teams
- Extrovert personality with natural ability to make connections and build relationships
- Drive and passion to get the job done
Education Requirements:
- Bachelor or Master in engineering field.
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