Sales Account Manager - General Industry

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. 

Summary 

This 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 highly motivated Sales Account Manager to drive project-based sales growth within our General Industry group. The ideal candidate will have a proven track record of success selling technical automation solutions to General Industry customers, including OEMs, machine builders, robotic system integrators, and end users. Experience working closely with robotic integrators and a strong understanding of industrial robotics, factory automation, and manufacturing processes are essential. 

Success in this role requires the ability to build strong customer relationships through frequent face-to-face engagement while balancing account development ("farming") with proactive business development ("hunting") activities. The successful candidate will demonstrate a passion for growing bookings and revenue, identifying new automation opportunities, influencing technical and commercial decision-makers, and developing strategic partnerships throughout the robotics ecosystem. This individual must thrive in a fast-paced, dynamic environment and possess the discipline, resilience, and execution mindset necessary to follow established sales processes and drive long-term business success. 

Primary Responsibilities 

• Acts as an independent, individual contributor to facilitate the discovery, diagnosis, and design, and deliveries of high-value customer products and services 

• Operates as POC/relationship manager for all new and assigned accounts 

• Develops, maintains and strengthens sustainable customer relationships via activities that increase customer intimacy and identify new sales opportunities 

• Develop a trusted advisor relationship with key customer stakeholders and executive sponsors 

• Acts 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 stakeholders 

• Forecasts sales for existing and new accounts, including tracking defined key account metrics 

• Identifies and grows opportunities within sales territory and collaborates within the sales teams to ensure growth attainment for assigned territory/accounts 

• Manages 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 needed 

• Other duties & responsibilities as assigned 

Required Experience, Education, Skills, Training and Competencies 

• Knowledge 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’ organizations 

• Proven ability to prioritize multiple projects with high attention to detail 

• Effective negotiation, presentation, and meeting facilitation skills 

• High “say/do” ratio and commitment to disciplines customer follow-up 

• Effective prospecting skills from cold calling to lead management follow-up 

• Experience 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