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ATS Company:  PA Solutions
Requisition ID:  4126
Location: 

Greenville, SC, US, 29615

Date:  Jul 14, 2021

Sales Director

Job Description

Sales Leadership 
•    Execute the Sales Plan to operating budget and support operations to help operations meet target margins. 
•    Knowledge of core PA capabilities (Automation, Integration, Digitalization, Process Optimization, Centers of Excellence) and global presence.  Work with the regional PA account leaders to develop customer key account capture plans.
•    Manage a regional and decentralized North American sale team. 
•    Have a strategic mindset and be able to tactically implement agreed strategies.
•    Reporting and forecasting on funnel, opportunities and vital KPI’s for the business. 
•    Must be willing to travel frequently as required. 

Forecasting and Budget
•    Develop order/bookings forecasts with the local sales and account teams for Industry Cluster Management 
•    Implement and report upon monthly sales forecasts.  Track sales performance to budget and to forecast.
•    Work closely with Engineering Operations for optimal sales development and execution.
•    Report on performance using the ATS Business Model (ABM) Visual Management formats, schedule and requirements defined by PA Management.

Sales and Business Development Strategy
•    Implement sales and account strategies with defined Global Key Accounts.  
•    Collect and construct market/account intelligence data.
•    Collaborate with Marketing team to create marketing plans and promotional materials and campaigns.
•    Responsible for PA sales strategy execution.  Understand PA Global Key Account Customer needs and plan to develop the overall annual Customer Key Account Plan and determine its execution.
•    Work to develop regional and core accounts. 
•    Work in partnership with Applications Engineering, Operations leadership and other groups to devise and present multiple options including the optimum manufacturing / automation solution for clients.
•    Trade show participation.

Sales and Business Development Performance Culture
•    Strong presentation skills.   Develop presentation material and present to both internal stakeholders and potential clients for effective communication of technical concepts and overall value message.
•    Collect customer requirements and generate Solutions feature definition/recommendation.
•    Support and drive proposal management. 
•    Regularly update and maintain company CRM (Salesforce) with leads, funnel and opportunity information.  
•    Maintain a sales program in coordination with the PA regional teams based on customers’ requirements and checks on competitive activities based on the account plan. 

 

Final Negotiations and Execution
•    Support negotiations with customers regarding price, schedule, terms and conditions and other commercial issues.
•    Help Negotiate Frame Agreements for Key Accounts
•    Involve Engineering Operations as soon as a sales opportunity is defined to consider staffing and project execution.  Assure a project lead is nominated before an opportunity is quoted. 
•    Involve Engineering Operations during customer negotiations to assure proper hand-off management.


QUALIFICATIONS:

Education:
•    Bachelor’s degree or post-secondary education in automation / MBA is a plus
Engineering with a reasonable background/experience in Sales, Marketing or related field.

Experience:
•    Outstanding domain knowledge in selling and providing integrated automation solutions in one of the focused industries such as Life Sciences Biotech/Pharmaceutical and adjacent industries.
•    Industry knowledge, customer process and manufacturing experience 
•    Budgeting, financial accountability, and reporting skills.
•    Running a decentralized sales team and inspire people to execute outside of hardline organization reporting – influence management is a must.
•    Continuous improvement 
•    Effective negotiation, give/get and strong closing skills.
•    Proven cross-functional collaboration to assure successful Engineering execution and long-term customer relationship development.
•    Effective verbal, written, and spoken communication skills.
•    5+ years of experience in leadership or management capacity in an automation manufacturing environment.
•    Maturity, presence, and high level of competence to deliver results and achieve credibility and respect.  
•    Extensive understanding of complex sales and business development with long life cycles. Value based selling skills is important.
•    Ability to work well with all levels of management, executive leadership, and support staff. 
•    Has proven that she/he can generate significant strategic sales growth of a business. 
•    A demonstrated commitment to high professional ethical standards. 


Nearest Major Market: Greenville
Nearest Secondary Market: South Carolina

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