Machine Sales Manager

Location: REMOTE

Designated Area: Midwest Region

Travel Requirement: Travel up to 75%

Salary Range: $110,000 - $130,000 base

As the Machine Sales Manager at IWK Packaging, you will promote and sell IWK’s leading-edge engineered manufacturing systems & solutions, products, and services to manufacturers and manufacturing departments of relevant companies within specified geographical regions, target markets, and/or targeted accounts, as assigned.

JOB RESPONSIBILITIES:

• Leverage multiple sources to identify and qualify potential customers and prospects.
• Develop and maintain an active sales funnel of potential business opportunities.
• Develop strategic sales and marketing plans for each account and prospective client in conjunction with overall segment and organizational objectives.
• Ensure that IWK is consistently positioned as the leading and premier automation, integration, and manufacturing company.
• Engage with clients on a technical level to understand their User Requirement Specifications and work with Project Engineers to present viable solutions.
• Participate in contract negotiations, including technical specifications, financial terms, and delivery, and take necessary actions to close orders with customers.
• Meet and exceed annual sales targets and approved margin levels.
• Support project management to ensure timely and budget-compliant delivery.
• Regularly visit clients to maintain and grow relationships.  Overnight travel 25- 50%
• Support Accounts Payable as needed.
• Maintain a high level of customer satisfaction through direct contact and coordination of company resources.
• Update and maintain the company CRM (Salesforce) with leads, funnel, and opportunities.
• Execute special assignments, including support of business planning, sales & marketing plans, and trade show participation.
• Must possess a valid passport (or be able to obtain one) for periodic travel outside of the United States.
• Full compliance with the terms and conditions within the employee signed work from home policy.
• Demonstrated leadership with strong interpersonal skills and the ability to work in a team matrix environment.
• Demonstrated “hunter” skill set, including the ability to perform market research, cold calling, creating leads, and converting leads to actionable pursuits.
• Demonstrated experience in managing, penetrating, and securing key/major accounts or large multi-national accounts.
• Demonstrated ability to access, negotiate, and engage multiple executive levels at customers and prospects in large multinational organizations.
• Experience in “solution sales” of capital equipment or industrial automation, with proven ability to develop customer partnerships with full life cycle offers (e.g., early proof of principle, project equipment, after-sales service contracts).
• Ability to set priorities, meet aggressive deadlines, and balance technical and business requirements.
• Promote and sell ATS Automation’s manufacturing systems and solutions when combined with IWK Packaging solutions.
• Other duties as assigned.

QUALIFICATIONS:

• Bachelor’s degree or post-secondary diploma in manufacturing technology, engineering, business administration, marketing, or equivalent.
• Proficiency with Microsoft Office, excellent oral and written communication skills; strong presentation skills to develop material and present to both internal stakeholders and potential clients, selling technical concepts and overall value message.
• 10 years of direct Capital Equipment sales experience, preferably in the pharmaceutical personal care and cosmetic industries.
• Basic knowledge of advanced manufacturing technology such as robotics and automation.
• Proven track record in sales and effective negotiation skills.