Automation and Equipment Sales NAM-East Leader

Job Description:

The primary mission of the role is leading an Automation and Equipment sales team to promote, develop, sell, and execute automation systems and services solutions to our customers in close cooperation with the Food Sales Teams. It is critical within the role, as a subject matter expert and ‘business developer’, to strongly support the development and execution of the SEE™ Automation strategy for North America in the Food segment and support the needs of the sales teams to promote Automation with the focus on equipment sales and profitability improvement. The role must maintain a broad perspective and in-depth understanding of customers, the market, competition, key suppliers, and operating environment. The key objective is to achieve both the Equipment financial and operational results as well as achieving the Material sales objectives in the geographic area of responsibility.

Responsibilities:

•        Lead team to develop, design, and drive the execution of automation and integrated equipment solutions based on concrete Business Cases that clearly address customer expectations and needs, project specifications, and project scope. There should be a strong focus on optimizing customer's operations and solving critical customer challenges: labor, space, line and capital productivity.    40%
•        Ensure team prepares automation and integrated equipment solution quotations/offers that include an appropriate TCO/ROI analysis. Support negotiations and closing of all large, complex, or Strategic Account customer projects together with the sales teams utilizing the TCO/ROI analysis.    25%
•        Business develop and ‘Shepard’ new equipment and services solutions into Strategic Account customers and provide feedback to appropriate SEE stakeholders. Provide visibility, status and direct support (negotiations, renewals, expirations, pricing, ..) of Strategic Account customer contracts. Participate in Strategic Account ‘deal funnel’ meetings.    20%
•        Collaboratively define and provide input to Marketing and I&D on critical customer needs and how to serve them better. Serve as liaison between I&D and sales teams.    10%
•        Develop & boost new integrated solutions and Smart Services within SEE, with existing strategic partners, and by developing relationships with new strategic partners    5%

Skills, Certification or Special Training Required:

• Strong financial acumen with demonstrated ability to utilize value capture sales tools, manage profitability, and control margins while generating revenue.
• Ability to meet technical challenges with creative and innovative solutions.
• Experience in technical services sales in the protein food production industry.
• Excellent skills with commonly used Microsoft Office products.
• Self-directed, independent, and ability to determine direction for necessary activities.
• Strong analytical, written, and verbal communication skills.
• Ability to plan and organize activities and shift priorities as needed.
• Experience and proficiency in 2D and 3D drawing and layouts.
• Demonstrated team management and leadership capabilities, and proven decision making.
• Ability to champion change, influence, and drive results in complex organization.
• Excellent Project Management Skills
• Excellent Interpersonal Skills
• Excellent Problem Solving
• Excellent Mechanical Aptitude
• Excellent Value Selling Skills (products and services)
• Requires up to 50% travel (domestic)

Job Requirements:

• Associate/Technical Degree
• 3 – 5 Years Experience

Managerial Responsibility:

Has full managerial responsibility: has direct reports, assigns work to staff, provides coaching and training, sets goals, is accountable for performance evaluation, plans staff development, and makes and approves people management decisions either alone or in collaboration with management and P&P (including recruitment, promotions, terminations, and compensation).