Department: Sales
Location: Westfield, IN
Employment Type: Full-Time

Reporting to the Executive Vice President of Automation Sales, this position will be responsible for finding and qualifying opportunities to sell Storage Solutions automation/technology products and consultative engineering services to new and existing accounts, with a focus on providing complex, integrated fulfillment solutions.

OVERALL RESPONSIBILITIES

• Assist in the development of and ensure Sales Team members follow a defined sales process to uncover and promote automation opportunities
• Collaborate with Sales Team members on prospecting plans to secure new business
• Collaborate with Solutions Engineering, Salespeople & Project Managers to evaluate customer needs, qualify opportunities and generate proposals for consultative design and optimization engagements
• Uncover and assess customer pain points and provide solution/service options to address their business needs
• Develop effective relationships with all levels of Accounts and Prospects (Executive, Engineering, Finance, Procurement, Operations) to maximize SSI value to our customers
• Proactively & strategically engage with sales leadership & salespeople to drive automation/technology opportunities
• Lead qualifying calls with customers on specific opportunities
• Drive the follow-up process required to move the opportunity through the sales funnel
• Work with Sales Teams to prepare Joint e-mails/calls to customer prospects
• Participate storage-related calls/meetings to listen for and uncover opportunities to identify automation/technology opportunities
  • “Go the extra mile” to assist your assigned sales team in generating sales for a portfolio of existing and new accounts to reach team and company automation goals
  • Keep existing accounts – Provide day-to-day management of existing accounts to enhance our “trusted partner” status
  • Attain new accounts – Actively identify and pursue leads and potential customers to win new accounts
  • Recapture lost accounts – Identify and pursue “lost opportunities” in an effort to win back customers
  • Expand existing accounts– Identify new sales opportunities within accounts to sell additional product into existing locations and to secure new locations
• Network effectively to build relationships
• Attend Industry Trade Shows as required
• Assist in identifying & developing relationships with Strategic Partners that further SSI’s ability to provide consultative, automation & technology solutions to Accounts & Prospects
• Become & remain knowledgeable on solutions & services and discuss available options
• Work with Project Management and Project Coordination team members to ensure proper execution of projects and customer service
• Build productive trust relationships with customers & networking contacts
• Interface with multiple decision-makers within accounts
• Negotiate the sale with all stakeholders
• Share best practices with team members & company
• Continually Increase knowledge of complex systems to present the best solution to Accounts/Prospects
• Maintain effective, regular communication with all Accounts and Prospects
• Participate in internal projects as requested

KNOWLEDGE & SKILLS REQUIREMENTS

• Proven experience in meeting and exceeding sales targets
• Proven ability to interface with all levels of an organization
• 3-5 years of sales experience is ideal, but not required
• Ability to acquire knowledge of complex, highly technical systems
• Ability to manage long sales cycles
• Excellent listening, negotiation, presentation, closing and communication skills
• BA/BS degree or equivalent

PROFESSIONAL QUALITIES

• Fast-Paced Multi-Tasker
• Strong work ethic
• Leadership qualities
• Strong organizational skills
• Ability to delegate tasks to team members with close follow up to ensure on-time accurate completion

WORK CONDITIONS

• Office & field position with some overnight travel to customer sites required
• Overtime will be required when needed

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