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This position is part of the Novanta Robotics and Automation team, which includes the Celera Motion and ATI Industrial Automation product portfolios.
Celera Motion’s precision component and subsystem solutions solve application-specific challenges for technology-driven original equipment manufacturers from a range of markets, including surgical robotics, semiconductors and warehouse automation/humanoids.
ATI Industrial Automation is a leading developer of robotic accessories and robot arm tooling – including automatic tool changers and Force/Torque sensors – used in various industries to enhance robotic productivity and efficiency.
Summary
This job is responsible for building customer connections, identifying needs, and selling products. You will have an assigned account list, region or customer grouping and will achieve sales targets through effective communication and negotiation to drive revenue. Cross-functional collaboration will be key to ensuring customer satisfaction and retention.
Primary Responsibilities
- Selling components/solutions to customers by analyzing needs, recommending solutions, providing technical support and product information
- 50 % hunting and 50 % account management
- Collaborating with cross-functional teams to achieve sales goals and drive key company initiatives.
- Analyzing data and developing a strategic approach for the industry and the offered solutions.
- Managing and negotiating contracts, pricing, and overall account strategy to defend and profitably grow business.
- Creating and managing a Sales Plan to achieve growth targets using Funnel Management techniques and metrics.
Required Experience, Education, Skills, Training and Competencies
- Engineering degree and business fundamentals mandatory
- Proven track record of successful sales experience in a business-to-business environment within the robotic & automation industry
- Experienced in OEM business relation
- Results-driven and customer-focused, self-motivated and able to work well in a team completing tasks efficiently.
- Able to identify new sales opportunities, managing contracts, pricing, and overall account strategy.
- Excellent communication and interpersonal skills, with proficiency in English and German is required.
- Able to effectively manage a sales funnel using sales software and other tools like Salesforce.com.
- Strong customer focus skills - dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers mind; establishes and maintains effective relationships with customers and gains their trust and respect.
- Proven negotiating skills – able to negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
- Drives and Delivers Impact - Delivers Results: Does what it takes in order to consistently meet expectations. Action-Oriented: Approaches work with a sense of urgency and drive. Prioritize: Identifies the vital few and focuses resources and energy on the most impactful tasks. Executional Rigor: Uses metrics to measure progress and inform decision-making.
- Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
- Champions Customer Value Creation - Wins with Customers: Delivers innovative solutions that help customers differentiate themselves. Champions Customer Insights: Seeks feedback and utilizes VOC in order to optimize value. Market Foresight: Employs business acumen and market intelligence to anticipate trends. Innovation: Skilled at enabling and pursuing breakthrough innovation that customers need.
Travel Requirements
·Approximately 35 to 50% local territory travel
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Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.
Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.
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