We are looking for an enthusiastic and talented individual to join our North American sales organization! Your focus will be on selling Industrial Automation and MES Solutions to manufacturers of liquid food and consumer products in western North America. You will have the opportunity work with the acknowledged leader in the field of liquid food packaging, Krones, Inc., via their subsidiary provider for these services, Process and Data Automation. We are looking for a motivated sales professional to work in these market segments which would include any manufacturers who embrace software in a manufacturing setting. You will be required to translate the value proposition of our off-the-shelf and/or custom solutions into real-world business value.
In this position, you will be involved in all facets of the sales process You must be able to discuss commercial and technical issues and develop solutions with engineers, purchasing, and executives. You must possess a true desire to apply technology to help clients solve manufacturing problems and streamline operations.
Maintain and extend a customer base in which to promote and solicit new, diverse, on-going business by calling on regular and prospective customers via phone or traveling throughout assigned territory to solicit orders and close sales.
Create a pipeline of opportunities by identifying, selecting and addressing companies within the target geography and markets.
Prospect new opportunities through networking, cold calling and other lead generation techniques.
Document job-related activities including day-to-day call reports as well as work-flow and procedural documents for complete opportunity and client management.
Partner with clients through a strategic and consultative sales approach to comprehend their business needs, issues, strategies, and priorities. o Establish and maintain excellent client relationships at all levels; perform as the liaison between project teams and clients to provide superior service and solutions.
Demonstrate outstanding networking capabilities and exhibit a professional polished demeanor and business maturity.
Extend the existing strategic relationship with customers/prospects.
Continually gauge customer satisfaction among projects’ stakeholders.
Manage the sales cycle, performing lead qualification, arranging and, quoting and closing. o Gather technical information and use resources, both internal and external, to develop work scope(s) and equipment lists to drive towards an overall solution.
Quickly evaluate situations and determine overall feasibility for the Company to provide a solution.
Develop and deliver technical presentations and reports for internal and external consumption.
Identify successful applications and identify other potential clients who could benefit from similar solutions.
Simultaneously balance multiple opportunities through entire development cycle.
Travel domestically and internationally for sales-related activities such as sales meetings, trade shows, and training.
Knowledge, Skills and Abilities
Formal training in or experience with selling or implementation of MES, SCADA, or ERP.
Excellent listening and organizational skills, physical and electronic.
Excellent presentation skills, communication and computer skills a must.
Valid driver’s license with no restrictions. No restrictions on possession of a Passport as well.
Ability to work unsupervised.
Ability to take direction from others.
Ability to prepare technical proposals. Minimum must have developed formal documents using MS Word templates and Excel tools.
Experience with CRM software.
Attributes for Success
Executes: Action orientated, efficient, sets clear goals, follows through, and focuses on results.
Self-starter: Self-motivated with energy and drive; willing to make decisions and take action.
Drives Change: Detail oriented with a focus on constant improvement to derive results.
Is flexible and adapts quickly.
Thinks Broadly: Insightful and looks for ways to incorporate new, improved thinking in client processes.
Strong problem solving and analytical skills, including a qualitative and quantitative skill set.
Leadership qualities, including relationship building, meeting facilitation, time management, organizational skills and ability to influence others.
Benefits include: competitive compensation packages, medical coverage, FSA/DSA plan, dental, LT/ST disability coverage, life insurance, vacation, paid holidays, 401 (k), numerous continuing education opportunities, and an enthusiastic and collaborative work environment.
About Process and Data Automation:
Process and Data Automation is a full service, CSIA Certified industrial control systems integration firm. Our Controls Engineering group specializes in physical automation system design, programming, and commissioning. Our dedicated Data Services Group connects automated equipment and systems to the business environment including protected recipe systems, data collection and reporting, and data historian implementation.
About the Krones Group:
Krones designs, develops, manufactures, and installs both machines and complete packaging lines. Krones has become one of the leading system suppliers for breweries and beverage producers as well as for the food, chemical and cosmetics industries. Our 16,000 employees worldwide strive for innovation and detail and ensure that each customer receives the best quality in product and service.