Sr. Account Manager

Senior Account Manager – Technical Automation & OT Sales

Location:

Charlotte, NC (Hybrid – Carolinas & Southeast Territory)

Position Summary

The Senior Account Manager – Technical Automation Sales is responsible for driving profitable growth within assigned target accounts across the Carolinas and Southeast region. This role blends named-account management with strategic territory development, focusing on hunting new opportunities, expanding existing relationships, and delivering high-value automation solutions.

The ideal candidate brings deep industrial automation expertise, a strong regional network, and a proven ability to manage complex, consultative sales cycles while maintaining disciplined forecasting and pipeline management.

Key Responsibilities

• Own and grow profitable sales within assigned target accounts, with a goal of ≥30% project profitability (net of overhead).
• Actively hunt and develop new opportunities within named accounts and assigned territory.
• Maintain an accurate 12-month forecast and robust sales pipeline in Salesforce.
• Utilize Automa Tech's end-to-end sales process, from opportunity identification through close.
• Partner with Inside Sales to develop quotations and deliver proposals to prospective and existing customers.
• Collaborate with Inside Sales Managers to up-sell and cross-sell Automa Tech products and services.
• Work with the Vice President and General Manager to develop and refine a Target Account End-User List.
• Serve as the customer advocate, achieving approximately 50% customer face time.
• Engage with strategic technology partners on joint account planning initiatives, including (but not limited to): GE, Moxa, Stratus, AMDT/Octoplant, Smart Sights, Kepware, and others.
• In conjunction with the EVP of Sales and Marketing, develop and execute contact and sales plans for new and existing customers.
• Assist in the development of annual sales targets and rolling forecasts (strategic and tactical).
• Participate in marketing activities such as trade shows, seminars, and content development (web materials, white papers).
• Build and maintain strong relationships with stakeholders across operations, manufacturing, engineering, maintenance, and manufacturing IT.

KPI's

• Maintain Salesforce CRM pipeline and provide accurate forecasting on a consistent monthly, quarterly, and annual basis.
• Exceeds monthly, quarterly, and annual sales targets
• Expected to drive greater than $750k in gross profit after 3 years in role.

Qualifications & Experience

• 7+ years of successful industrial automation sales experience.
• Bachelor's degree preferred in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Computer Science, or related technical discipline.
• Established network of customers and business contacts within the industrial automation industry.
• Deep knowledge of industrial automation architectures, including Level 1, Level 2, and Level 3 systems.
• Strong focus on Operational Technology (OT) environments, including:
• SCADA
• Historians
• MES systems
• Industrial cybersecurity platforms
• Machine learning and analytics
• Demonstrated ability to sell complex, consultative solutions and articulate business value.
• Excellent verbal and written communication skills.
• Strong business acumen with the ability to assess long-term account value.
• Proven leadership, influence, and collaboration skills.
• Exceptional listening skills and customer-centric mindset.
• Proficiency with , Microsoft Office 365, and Microsoft Teams.

Automa Tech operates as a vital subsidiary within Flow Control Group (FCG), a prominent holdings company that is a leading solutions provider focused on technically oriented products and services for flow control, fluid handling and process, industrial automation, and life sciences with locations throughout North America. As a critical intermediary between over 3,000 suppliers and 15,000 customers, over 90 brand companies, and close to 1,700 employees, FCG's distribution and technical expertise serve an essential function in the movement of mission-critical components to a diverse array of end markets and applications.

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