Sales Account Manager - General Industry

About this role

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  

• 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  

Required Experience, Education, Skills, Training and Competencies  

• 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      

Travel Requirements  

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

Salary Information • The salary for this role will range from $95,000 to   $120,000 annually   based 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.  • 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.  • Novanta supports all aspects of your life’s needs. This   position provides a   full range of medical, financial, and other benefits t

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