Sales Account Manager - General Industry

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