Sales Account Manager - General Industry

Build a career powered by innovations that matter! At Novanta , our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.

Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta .

Novanta is the world’s leading developer of robotic end of arm technologies. Novanta end-effectors enhance productivity and flexibility of robotic and automated solutions across a wide spectrum of industries through capabilities such as automatic tool changing, force-torque sensing, material removal, and more. Since 1989, our commitment to engineering excellence, superior quality, and customer-focused support drives us to innovate and continuously improve the most reliable automated solutions available.

Summary

This is an exciting opportunity to be part of a growing organization in the robotics/automation industry. Novanta is a market leader 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.

Primary Responsibilities

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Acts as an independent, individual contributor to facilitate the discovery, diagnosis, and design, and deliveries of high-value customer products and services

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Operates as POC/relationship manager for all new and assigned accounts

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Develops, maintains and strengthens sustainable customer relationships via activities that increase customer intimacy and identifynew sales opportunities

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Develop a trusted advisor relationship with key customer stakeholders and executive sponsors

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Acts as customer’s representative to internally communicate the needs and expectations of the customer (marketing, product management, operations, executive management, etc.)

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Communicates frequently and clearly the progress of client engagements and program initiatives to both internal and external stakeholders

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Forecasts sales for existing and new accounts, including tracking defined key account metrics

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Identifies and grows opportunities within sales territory and collaborates within the sales teams to ensure growth attainment for assigned territory/accounts

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Manages all account communications and interactions using internal CRM database, verifies quotations and sales order accuracy (Salesforce.com funnel management)

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Assist with high severity requests or issue escalations as needed

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Other duties & responsibilities as assigned

Required Experience, Education, Skills, Training and Competencies

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Knowledge of the robotics industry (preferably with technical competency around EOAT)

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Demonstrated ability to effectively communicate and influence at all levels of ATI and the customers’ organizations

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Proven ability to prioritize multiple projects with high attention to detail

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Effective negotiation, presentation, and meeting facilitation skills

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High “say/do” ratio and commitment to disciplines customer follow-up

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Effective prospecting skills from cold calling to lead management follow-up

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Experience in uncovering, diagnosing, and designing technical solutions consistent with customer needs.

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Minimum 3 years’ experience selling technical products within industrial automation and manufacturing markets (e.g. automotive, aerospace, packaging, electronic assembly, etc.).

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BA/BS degree preferred (engineering) or relevant experience in technical sales

Travel Requirements

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Ability to spend 40%- 60% of time in-field on customer visits

Salary Information

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The salary for this role will range from $95,000 to$120,000 annuallybased on full-time employment. Salary offers are based on a wide range of factors including but not limited to location, relevant skills, training, experience, education, etc.

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Certain roles may be eligible for performance-based incentive compensation and/or long-term incentives. Incentives could be discretionary or non-discretionary depending on the plan.

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Novanta supports all aspects of your life’s needs. Thisposition provides afull range of medical, financial, and other benefits to make your quality of life better.

Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.

Originally posted on Himalayas