Sales Account Manager

Build a career powered by innovations that matter At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta.Novanta is the world’s leading developer of robotic end of arm technologies. Novanta end-effectors enhance productivity and flexibility of robotic and automated solutions across a wide spectrum of industries through capabilities such as automatic tool changing, force-torque sensing, material removal, and more. Since 1989, our commitment to engineering excellence, superior quality, and customer-focused support drives us to innovate and continuously improve the most reliable automated solutions available.SummaryThis is an exciting opportunity to be part of a growing organization in the robotics/automation industry. Novanta is a market leader the markets they serve – delivering innovations that matter. This position is part of the Robotics & Automation division of Novanta, managing project-based sales for technical End-Of-Arm-Tooling (EOAT) for the ATI Industrial Automation business unit (tool changers, force torque sensors, material removal tools, collision sensors, etc.). We are seeking a direct Sales Account Manager to cover a select group of accounts in the Greater Detroit metropolitan area. The ideal candidate will have experience selling into the automotive industry (OEMs and integrators), have a ‘fire in their belly’ to grow bookings & revenue, and be comfortable working in a fast-paced/dynamic environment. Success depends on increasing customer intimacy through F2F interactions, balancing the ‘farming’ of current customers while also ‘hunting’ for new customers, and showing the grit and dedication to execute company standard-work policy/procedures that drive future success.Primary ResponsibilitiesActs as an independent, individual contributor to facilitate the discovery, diagnosis, and design, and deliveries of high-value customer products and servicesOperates as POC/relationship manager for all new and assigned accountsDevelops, maintains and strengthens sustainable customer relationships via activities that increase customer intimacy and identify new sales opportunitiesDevelop a trusted advisor relationship with key customer stakeholders and executive sponsorsActs as customer’s representative to internally communicate the needs and expectations of the customer (marketing, product management, operations, executive management, etc.)Communicates frequently and clearly the progress of client engagements and program initiatives to both internal and external stakeholdersForecasts sales for existing and new accounts, including tracking defined key account metricsIdentifies and grows opportunities within sales territory and collaborates within the sales teams to ensure growth attainment for assigned territory/accountsManages all account communications and interactions using internal CRM database, verifies quotations and sales order accuracy (Salesforce.com funnel management)Assist with high severity requests or issue escalations as neededOther duties & responsibilities as assignedRequired Experience, Education, Skills, Training and CompetenciesKnowledge of the robotics industry (preferably with technical competency around EOAT)Demonstrated ability to effectively communicate and influence at all levels of ATI and the customers’ organizationsProven ability to prioritize multiple projects with high attention to detailEffective negotiation, presentation, and meeting facilitation skillsHigh “say/do” ratio and commitment to disciplines customer follow-upEffective prospecting skills from cold calling to lead management follow-upExperience in uncovering, diagnosing, and designing technical solutions consistent with customer needs.Minimum 3 years’ experience selling technical products within industrial automation and manufacturing markets (e.g. automotive, aerospace, packaging, electronic assembly, etc.).BA/BS degree preferred (engineering) or relevant experience in technical sales Travel Requirements Ability to spend 40%- 60% of time in-field on customer visits (unique territory with limited overnight travel, approx. 10%-15%) Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.