Senior Manager - Sales

As a Senior Manager – Sales, you will be responsible for selling Industrial Automation Software Solutions to its Industrial/Manufacturing customer base.  The primary responsibility of the sales manager will be to work with the Account Executives and provide guidance and expertise to help identify Smart Manufacturing solutions to their accounts.  Candidate interested in the role needs to be conversant with overall operations on a factory floor, with special focus on Manufacturing Execution Systems (MES), Computerized Maintenance Management Systems (CMMS) and other Data Analytics Software that help our client base achieve their production and quality optimization goals.
 

Candidate needs to work with the Business Development Manager to help them build a pipeline of opportunities and will be the primary responsible entity to take qualified leads to closure. Candidate should be conversant with typical software sales methodologies that include consultative selling techniques and longer sales cycles.  Knowledge of MES/CMMS products offered by Rockwell Automation, Siemens, Aveva etc. will be critical for the position. 

Responsibilities: 

• Work with Business Development Managers and help them run campaigns to build “top of the funnel” pipeline of opportunities
• Work with account executives to educate them and identify opportunities at existing and new clients
• Work with SI Partners and Solution Architects to provide a comprehensive solution to the end customer
• Develop and administer sales plans to ensure assigned quota attainment
• Work with Software vendors to provide pipeline and sales updates
• Work in a startup/growth phase of a business, and be able to handle uncertainty
• Be motivated/driven to use all the resources available at Wesco to achieve organizational objectives
• Develops and administers sales plans to ensure customer satisfaction, assigned quota attainment, good reference accounts, and highly skilled and motivated staff. 
• Partners with marketing to develop and implement sales marketing programs and initiatives. 
• Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results. 
• Establishes sales objectives by forecasting and developing sales quota for territories. 
• Projects expected sales volume and profit for existing and new product lines and customers. 
• Maintains sales volume, product mix and selling price by keeping current with market supply and demand, changing trends, economic indicators and competitors. 
• Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution. 
• Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels. 
• Manages sales staff by recruiting, selecting, orienting and training employees. 
• Maintains sales staff results by coaching employees, planning, monitoring and appraising job results. 
• Develops and maintains relationships with top customers. 
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies. 
• Forecasts and communicates intricate details to senior business managers. 
• Interfaces with internal support departments to establish positive customer experience. 
• Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives. 
• Partners with various internal departments to troubleshoot issues such as inventory and operations. 

Qualifications: 

• High School Degree or Equivalent required; Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred  
• 3+ years prior experience with managing a sales team and sales programs 
• 5+ years prior professional sales experience in related industry
• 5 years managing staff and programs at national, district or regional level preferred
• 7 years related industry professional sales preferred
• Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources 
• Demonstrated understanding and execution of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
• Strong verbal, written, analytical, persuasion and interpersonal skills
• Ability to exercise teamwork, leadership, and flexibility
• Excellent time management and computer skills
• Ability to travel up to 25% 

Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities.  Driving may be required for an extended period of time with frequent stops and starts.   Can be exposed to outdoor weather conditions. 

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