Area Sales Manager: Automation and IIoT Products

Location: Atlanta, GA
Job Type: Direct Hire
Degree: Bachelor of Science;
Date: 8/14/2018
Job ID: 02598019
Job Description
Our client is a fast-growing, global manufacturer of Industrial Automation and IIoT products. They are seeking a high-performing, dynamic salesperson to become their Area Sales Manager Channel Sales in the Southeastern Region of the US.

Duties of the position include but are not limited to:
  • Solving customer challenges by leveraging the multiple IIoT product platforms with a primary focus on their channel partners, machine builders, systems integrators and end users; which requires the individual to be competent in industrial automation application engineering, IIoT applications and technical sales;
  • Managing and interpreting customer requirements - speaking with customers to understand, anticipate and meet their needs;
  • Managing the distribution channel in the assigned geographic territory, to include the Southeastern United States (8 states);
  • Exceeding forecasts and assigned strategic territory objectives;
  • Identifying prospect accounts and making sales calls;
  • Maintaining a high degree of technical knowledge to allow in-depth technical presentations and discussions with customers and partners;
  • Developing account management plans to grow our business within large accounts;
  • Generating technical sales proposals and contracts;
  • Driving strategic communications with account managers, sales representatives, application engineers, key decision makers and C-level executives;
  • Representing the company at industry events and meetings;
  • Maintaining records of customer communication and sales activity in the CRM and established internal communication systems;
This position requires approximately 50% travel. The candidate may reside anywhere that is conducive to covering the assigned territory. However, preference may be given to individuals residing within the greater Atlanta area.

Desired Qualifications:
  • A minimum of a bachelor’s degree or higher in an industry-related or technology field
  • One year of industry-related sales experience with a track record of success
  • Working technical knowledge in industrial automation controls, industrial communication protocols, industrial Ethernet and TCP/IP technologies, PLCs, drives, HMI, I/O, instrumentation and other devices used in industrial control systems
  • Proficient in basic networking fundamentals including IPv4, wireless LAN, 802.11, gateways, routers, firewalls, port forwarding and other networking concepts
  • Knowledge of and familiarity with many major automation product manufacturers’ sales channels
  • Experience developing and executing a territory or strategic account plan
  • Ability to listen to customers’ needs, architect solutions and present value proposition
  • Experience selling engineered products and solutions
  • Excellent communication skills and presentations skills
  • Great organizational skills and ability to successfully multi-task and prioritize
  • Ability to work both collaboratively and independently
  • Proficient in Customer Relationship Management applications (MS-CRM, Salesforce, etc.)
  • Proficient in Microsoft Office including Word, Excel and PowerPoint
  • Knowledge of and experience with industrial communications is a plus. Common technologies encountered include:
    • Fieldbus Networks (DeviceNet, PROFIBUS, ControlNet, Interbus, CANopen, CC-link, etc.).
    • Industrial Ethernet (Modbus/TCP, EtherNet/IP, PROFINET, EtherCAT, etc.).
    • Serial communications (Modbus, DF1, ASCII, etc.)