Sales Manager

5 days ago

Shelby Township, United States Zobility Full time

Job Title: Sales Manager (Logistics & Warehouse Automation)

Location: Shelby Township, MI 48315 (Remote)

Job Type: Full-Time/ Direct Hire


Note:

Remote Work, 3 to 4 times a year in Michigan office

Extensive travel required


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.


Conditions of Employment:

Valid driver's license and mode of transportation

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