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Sales Manager

2 months ago

Shelby Township, United States Zobility Full time

Job description: Ensure meticulous planning and control of the design process by organizational system requirements. Conduct thorough reviews to assess the completeness and accuracy of designs. Provide invaluable engineering support, including adept resolution of technical issues.


Job responsibilities

• Conduct thorough research on the target market in North America, including industry trends, competitor analysis, and customer demographics.

• Analyze market data to identify potential opportunities for warehouse automation and develop strategies to penetrate the market effectively in Automotive, 3PLs, Beverages, Chemicals/Pharma, Cold Chain, Courier & Parcel, E-Commerce, Fashion / Apperals / Shoes, Food, Dairy, Retail, Storage and Distribution, Textile, Tires

• Identify and prioritize target accounts and key decision-makers within those organizations.

• Generate leads through past experiences & outbound prospecting activities such as cold calling, email campaigns, networking events, and referrals.

• Identify and appoint new Sales Reps (freelance agents) to boost market penetration

• Standard Presentation material will be provided but depending on the customer needs develop and deliver compelling sales presentations and demonstrations to prospects, highlighting the value proposition of our solutions.

• Handle the processes for supplier registrations at new customers

• Coordinate with cross functional teams for NDA / General Terms & Conditions etc. completion.

Engage in consultative selling to understand the unique needs and challenges of prospects and tailor solutions to meet their requirements.

• Pipeline Management and Forecasting:

• Maintain a healthy sales pipeline by consistently identifying and pursuing new opportunities.

• Accurately forecast sales projections and provide regular updates to senior management on sales performance and market trends.

• Proposal Management and Review Mechanisms:

• Serve as a liaison between proposal team and customers/sub-suppliers to ensure technical and commercial effectiveness to win the bid

• Coordinate with cross-functional teams in developing proposals and conducting proposal milestone meetings, which sometimes occur outside the EST 8-5 time zones

• Understand cultural nuances and communication styles amongst teams

• Review and analyze Request for Quote (RFQ) and communicate technicalities and specifications given by customer to the rest of the team.

• Ability to track and support multiple proposal activities simultaneously while maintaining deadlines

• Validating final proposal and submitting final package on customer's proposal portals

Coordinate meetings to solve technical issues if/when they arise between Proposal Team, Technical Team and customer

• Understand impact of terms and conditions, payment terms & other non-price commercial elements to ensure proposals meet internal governance & profitability expectations.

• Manage RFQ and purchase order portals and communicate outcomes to entire team

• Review orders received and organize project handover, where required.

• Relationship Building and Account Management:

Develop and maintain relationships with key stakeholders to stay relevant on potential RFQs and give insight to competitive bids

• Build and sustain viable relationships by responding quickly to emails, answering phone calls, and doing weekly client visits in the assigned area

• Scout for new business opportunities

• Go above and beyond to generate customer satisfaction and delight

• Collaborate with internal teams such as proposal engineering, design, projects, and customer support to ensure seamless onboarding and ongoing customer satisfaction.

• Sales Reporting and Analysis:

• Track sales activities, metrics, and KPIs to measure performance against targets and identify areas for improvement.

• Generate sales reports and provide insights and recommendations for optimizing sales strategies and processes.

• Process improvements

• Introducing new industry-specific suppliers/integrators/service providers


Experience:

• 10 to 15 years of experience

• Basic knowledge of B2B sales

• Excellent interpersonal skills

• Familiarity with warehouse automation technologies such as ASRS, AMRs, Palletizing, Conveyance, and warehouse management systems (WMS) is essential.

• Proficient in understanding customer requirements and handling discussions with customers for layout, cycle time, understanding throughput, payloads, safety requirements, etc.

• Proficiency in Microsoft Suite

• Ability to make an effective, succinct presentation

• Superior analytical and decision making

• Works well under pressure

• Excellent at working on multiple projects while meeting deadlines

• Well organized

• Willingness to go the extra mile to seal the deal


A successful candidate will have:

• Winner's mentality

• Interpersonal and intercultural communication skills

• Innovative go-getter and problem solver

• Ability to work with diverse, multi-cultural teams

• Extrovert personality with natural ability to make connections and build relationships

• Drive and passion to get the job done


Education Requirements:

• Bachelor or Master in engineering field.

Reports to: Deputy Director - Account Management

Conditions of Employment:

• Valid driver's license and mode of transportation


This position reports to the Head (Logistics & Warehouse Automation Business) located in Rochester Hills, Michigan. This position can be working remotely or from the Michigan office based on the candidate's location. Remote working, 3 to 4 times a year to Michigan office would be expected.

Extensive travel required