Senior Inside Sales Representative

Role Overview

Senior Inside Sales Representative is responsible for promoting ATS automation solutions with a unique value proposition, selling the company’s manufacturing solutions, positioning ATS as the leading and premier automation, integration and manufacturing company, helping to achieve positive recognition and growth within our industry, developing new opportunities in assigned regions or selected market sectors and meeting quarterly and annual bookings targets. The overall goal of this role is to enable the ATS Test team to meet and exceed bookings, revenue, and customer expectations.

The ideal candidate would be someone with testing and validation product & automation experience, who can lead inside sales initiatives and has a career horizon towards outside sales/key account management.

Major Duties

• Develop and execute account and customer strategies considering specific needs and objectives that drive growth opportunities revenue in line with long-lasting sustainable growth expectations.
• Manage large, high-profile customer accounts / key accounts, while establishing strong relationships building with decision makers across the entire organization positioning ATS Industrial Automation as strategic partner to drive profitable sales with a focus on repeat business and ensuring project/program success.
• Ensure sustainable bookings and margin growth, landing new customers and expanding existing customers which range from $0.5 to $25 M in revenue.
• Run regular market assessments and employs trend analytics to develop robust strategies in a fast, transformative environment (market trends, new business models & opportunities). 
• Assist Sales Managers and/or other account owners as needed, in addition to managing the direct communication and initiatives with house accounts/targets.
• Establish successful and collaborative relationships with internal stakeholders and team members to develop the best solution for a customer. Employs functional and leadership skills to effectively coordinate cross-functional teams to ensure successful account execution.
• Establish and pro-actively engages strategic partnership networks within industry to learn latest market trends and competitor strategies.
• Visit customers’ sites as required to support the growth of the business and opportunities.
• Enable Sales and Service teams to exceed bookings targets and other performance metrics (KPI’s) such as Proposal On-Time Delivery and Gross Margins through their application focused activities.
• Develop our asset intelligence and manage the pipeline daily using CRM.

Specific Responsibilities

• Support the CAPEX sales and CAPEX application team with service proposal content that concisely captures the value proposition of purchasing our services with new CAPEX.
• Leverage Regional Service Resources and their geographic proximity to customers in the development of opportunities when it adds value.
• Accurately forecast bookings on a monthly and quarterly basis.
• Keep records of customer interactions and file documents using CRM, ERP, and other available technologies.
• Attend meetings, applications events, and training to keep abreast of the latest customer service product developments.
• Support Service Back-End and ATS colleagues in exceeding customer satisfaction.
• Ensure that all business activities are performed with the highest ethical standards and in compliance with the ATS Code of Business Conduct.
• Adhere to all health and safety rules and procedures.
• Adhere to all International Standardization Organization (ISO) Procedures/Forms/ Work Instructions as well as department procedures.

Qualifications

• An associate degree in a technical field and 3+ years application/sales experience in a field service and/or a design engineer environment within the automation industry.
• Experience with business applications such as CRM and pipeline management.
• Goal-oriented with experience exceeding quotas and driving for results in a target-driven environment
• Combined 5+ years of experience in an inside sales or customer facing engineering role, ideally in automation or machine builder industry, managing projects/programs that are mission critical for a customer, complex technical projects/programs.
• Proven success in establishing strong customer relationships.
   

Required Skills

• Demonstrated ability to engage potential clients and turn leads into opportunities.
• Solid communication and interpersonal skills – verbal and written.
• Dynamic, customer-oriented personality who operates well in a goal-oriented environment.
• Strong written skills and attention to detail. Proposal reviews are a key part of this role.
• Comfortable with up selling and pro-actively developing new opportunities.
• Knowledge of computer programs such as Salesforce, Excel, Word, MS Outlook, and Windows.