ApplyDescription
Department:
Sales
Location:
Westfield, IN
Employment Type:
Full-Time
Reporting to the Executive Vice President of Automation Sales, this position will be responsible for finding and qualifying opportunities to sell Storage Solutions automation/technology products and consultative engineering services to new and existing accounts, with a focus on providing complex, integrated fulfillment solutions.
OVERALL RESPONSIBILITIES
- Assist in the development of and ensure Sales Team members follow a defined sales process to uncover and promote automation opportunities
- Collaborate with Sales Team members on prospecting plans to secure new business
- Collaborate with Solutions Engineering, Salespeople & Project Managers to evaluate customer needs, qualify opportunities and generate proposals for consultative design and optimization engagements
- Uncover and assess customer pain points and provide solution/service options to address their business needs
- Develop effective relationships with all levels of Accounts and Prospects (Executive, Engineering, Finance, Procurement, Operations) to maximize SSI value to our customers
- Proactively & strategically engage with sales leadership & salespeople to drive automation/technology opportunities
- Lead qualifying calls with customers on specific opportunities
- Drive the follow-up process required to move the opportunity through the sales funnel
- Work with Sales Teams to prepare Joint e-mails/calls to customer prospects
- Participate storage-related calls/meetings to listen for and uncover opportunities to identify automation/technology opportunities
- “Go the extra mile” to assist your assigned sales team in generating sales for a portfolio of existing and new accounts to reach team and company automation goals
- Keep existing accounts – Provide day-to-day management of existing accounts to enhance our “trusted partner” status
- Attain new accounts – Actively identify and pursue leads and potential customers to win new accounts
- Recapture lost accounts – Identify and pursue “lost opportunities” in an effort to win back customers
- Expand existing accounts– Identify new sales opportunities within accounts to sell additional product into existing locations and to secure new locations
- Network effectively to build relationships
- Attend Industry Trade Shows as required
- Assist in identifying & developing relationships with Strategic Partners that further SSI’s ability to provide consultative, automation & technology solutions to Accounts & Prospects
- Become & remain knowledgeable on solutions & services and discuss available options
- Work with Project Management and Project Coordination team members to ensure proper execution of projects and customer service
- Build productive trust relationships with customers & networking contacts
- Interface with multiple decision-makers within accounts
- Negotiate the sale with all stakeholders
- Share best practices with team members & company
- Continually Increase knowledge of complex systems to present the best solution to Accounts/Prospects
- Maintain effective, regular communication with all Accounts and Prospects
- Participate in internal projects as requested
KNOWLEDGE & SKILLS REQUIREMENTS
- Proven experience in meeting and exceeding sales targets
- Proven ability to interface with all levels of an organization
- 3-5 years of sales experience is ideal, but not required
- Ability to acquire knowledge of complex, highly technical systems
- Ability to manage long sales cycles
- Excellent listening, negotiation, presentation, closing and communication skills
- BA/BS degree or equivalent
PROFESSIONAL QUALITIES
- Fast-Paced Multi-Tasker
- Strong work ethic
- Leadership qualities
- Strong organizational skills
- Ability to delegate tasks to team members with close follow up to ensure on-time accurate completion
WORK CONDITIONS
- Office & field position with some overnight travel to customer sites required
- Overtime will be required when needed
#LI-Remote
