Job Description
Automation Sales Engineer / Senior Account Manager
Reports to VP of Sales & Marketing – you can also email resume to sales@mcri-us.com
Position Summary/Objective:
The position is responsible for growing opportunities for MCRI by managing a portfolio of existing customer relationships while also developing new business. The objective is attained by uncovering opportunities inside the customer base, identifying and pursuing prospective customers, and leveraging consultative, value-based selling strategies to develop and close automation solutions. Booked sales and customer satisfaction is achieved by working with support teams in line with MCRI’s vision, values, and strategy, with a strong focus on robotics, automation, automatic guided vehicles/autonomous mobile robots, industrial software, and emerging physical AI applications.
Expectations:
- Develop and maintain decision-making contact relationships in assigned existing customer base to generate additional sales.
- Develop new business and decision-making contact relationships with assigned target accounts and prospects.
- Partner closely with Marketing on lead follow-up and campaign activity to improve lead quality and conversion.
- Demonstrate ability to work within a team selling environment and collaborate with internal engineering resources to develop solutions and proposals that win.
- Continually improve personal selling capabilities and utilize strong time management and organizational skills.
- Achieve monthly, quarterly, and annual quotas.
Measurements:
- Yearly goal of booked sales.
- Target account plan development (new accounts) and strategic account planning (existing accounts).
- Hit Rate; Opportunities converted to booked sales.
Summary of Responsibilities:
A. Develop and maintain relationships in MCRI’s existing customer base to generate additional sales.
- Develop high level relationships with existing customers to look for target applications and opportunities within the accounts.
- Strategize on target accounts by utilizing strategic account planning.
- Continually look for opportunities to expand the MCRI footprint in all accounts.
- Utilize personal contact including on-site visits to ensure customer satisfaction and company goals are met.
- Approximately 50% of time is spent maintaining and expanding existing account relationships.
B. Develop new business and decision-making contact relationships with target accounts and prospects.
- Submit an annual target account acquisition plan for approval.
- Identify and create target list of assigned prospects and contacts to target.
- Strategize on target accounts by utilizing strategic pursuit strategies.
- Proactively prospect through calls, emails, site visits, networking, events, referrals, and partner channels.
- Utilize a consultative selling model to uncover and identify needs which will facilitate successful customer relationships as well as product satisfaction.
- Develop core understanding of the customer’s needs and help tailor strategy and solutions to meet those needs.
- Ensure all marketing developed leads are followed up upon and reported on.
- Gather all appropriate data to ensure Application Engineer can prepare proposals and customer presentations, including accurate measurements, site photos and customer budget information.
- Utilize strong communication, technical, and closing skills to present solutions and secure new business.
- Understand and leverage MCRI products and capabilities to cross-sell across all MCRI solutions.
- Approximately 50% of time is spent targeting new account relationships and MCRI Lead Funnel follow up (may vary by territory and business needs).
C. Identify market trends to assist in development of the sales and marketing strategy.
- Identify new product and service opportunities in MCRI’s market.
- Aid in establishing and implementing sales and marketing strategies.
- Maintain awareness of market conditions and competitor’s products and pricing.
D. Demonstrate ability to work within a team selling environment.
- Partner with internal functions and marketing to discover new business opportunities.
- Collaborate with internal resources to solve customer problems.
- Adhere to and follow sales team process, sales team bible, core values, and strategic plan.
E. Continually improve personal selling capabilities and utilize strong time management and organizational skills.
- Continuously learn and apply new and previously learned selling skills, strategies, and techniques.
- Develop and maintain high-level of product, market, technical, and industry knowledge.
- Serve as a conduit to provide information to management regarding new technological needs or capabilities learned from field work.
- Prioritize and follow through on issues.
- Successfully forecast sales and pipeline.
- Maintain and update CRM tool daily.
- Present progress weekly, monthly and quarterly.
Qualifications: Prefer 4 year college degree or equivalent experience.
Work Experience: 3+ years in business-to-business technical sales with demonstrated mechanical/automation aptitude.
Work Skills:
- Highly skilled in communication – both written and verbal.
- Highly skilled with people: communicating, serving, and persuading.
- Highly skilled with data: compiling, evaluating, and analyzing.
- Demonstrate strong business acumen and selling at the appropriate position.
- Acts independently yet can work in a team environment.
- Adapts quickly to new technologies and products.
- Demonstrates consultative selling skills and understands value-based selling.
- Strong technical presentation skills.
Worker Traits:
Travel Requirements: Expected to travel up to 50% of the time.
All duties and responsibilities represent essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.