Sales Manager Automation Hardware

Sales Manager Automation Hardware
Reporting to Director of Sales – Americas

Full Time

The Sales Manager for Automation Hardware will be a key leader responsible for driving significant business growth across the United States. This role requires a strategic, technically proficient, and consultative sales professional to develop and manage relationships with System Integrators (SIs), Original Equipment Manufacturers (OEMs), and Engineering/Design Consultants (ECs). The primary focus is to secure specifications and preference for our automation hardware products within their client projects, ensuring our technology is positioned as the standard solution.

• Business Development & Sales Strategy:
  • Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs, OEMs, and ECs
  • Consistently meet and/or exceed annual and quarterly sales and pipeline targets
  • Act as a subject matter expert, guiding partners and consultants to understand our hardware’s value proposition, competitive advantages, and its application to solve complex client problems
  • Proactively identify, qualify, and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives
• Partner & Relationship Management:
  • Develop a robust channel strategy, including partner onboarding, certification, and performance management to maximize indirect sales volume
  • Build strong, trust-based relationships at all levels within partner organizations, from C-suite executives to technical engineers
  • Plan and deliver technical and sales training, “Lunch & Learns,” and product updates to ensure partners are fully equipped to sell and implement our solutions
  • Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth
• Technical & Commercial Acumen:
  • Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids, blueprints, and master standards documents
  • Continuously gather and report on competitive offerings, market trends and customer needs to inform product development and marketing strategies
  • Lead complex contract negotiations, pricing strategy, and incentive programs for major partner accounts
• Operations &
  
  Collaboration:
  • Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy, well-qualified pipeline Maintain a deep understanding of our product portfolio and how it compares to competitors
  • Coordinate closely with Internal Sales, Product Management, Engineering, and Marketing teams to ensure a seamless sales process, from solution design to delivery and post-sales support
  • Perform other duties as assigned

• Strong written & verbal communication, presentation & negotiation skills
• Strong understanding of Industrial control & automation architectures (PLC, SCADA etc), networking protocols & modern manufacturing/industry standards
• Highly analytical with the ability to build compelling, data-driven business cases for technical solutions
• Self – motivated & proven team player
• Comfortable use of MS Office and CRM Systems

• Must be able to lift and move up to 30lbs.
• Must be able to sit or stand for extended periods of time.
• Frequent travel (mostly domestic, some international) 50-75% of time

• 5+ yrs of progressive experience in B2B technical sales, with at least 3 yrs in Outside Sales Manager role
• Bachelor’s degree in engineering or relevant industries
• Proven track record of success selling Automation Hardware (PLC’s, DCS, Sensors, Robotics etc)
• Demonstrated Experience working with & selling through Systems Integrators. OEM’s or Engineering/Design firms

• Salary (exempt) position – must be able to work extended hours as needed, not subject to overtime pay.
• Eligible for Sales Commission Bonus (up to 35%).