Apply on Employer Site

Enbi Group · 1 day ago

Sales Manager - Automation Hardware

Rochester, NY

Full-time

Hybrid

Senior Level

5+ years exp

Enbi Group is seeking a Sales Manager for Automation Hardware to drive significant business growth across the United States. The role involves developing and managing relationships with System Integrators, OEMs, and Engineering Consultants to secure specifications and preference for automation hardware products.

ChemicalManufacturing

Responsibilities

Develop and execute a comprehensive sales strategy focused on securing product specification and long-term partnerships with target SIs, OEMs, and ECs

Consistently meet and/or exceed annual and quarterly sales and pipeline targets

Act as a subject matter expert, guiding partners and consultants to understand our hardware's value proposition, competitive advantages, and its application to solve complex client problems

Proactively identify, qualify, and engage new high-potential partners (SIs/ECs) that align with our strategic growth initiatives

Develop a robust channel strategy, including partner onboarding, certification, and performance management to maximize indirect sales volume

Build strong, trust-based relationships at all levels within partner organizations, from C-suite executives to technical engineers

Plan and deliver technical and sales training, "Lunch & Learns," and product updates to ensure partners are fully equipped to sell and implement our solutions

Collaborate with key partners to create joint marketing and sales plans that drive mutual revenue growth

Work with Design Consultants and Engineers to integrate our hardware specifications into client project bids, blueprints, and master standards documents

Continuously gather and report on competitive offerings, market trends and customer needs to inform product development and marketing strategies

Lead complex contract negotiations, pricing strategy, and incentive programs for major partner accounts

Maintain a high degree of accuracy in sales forecasting using the CRM system ensuring a healthy, well-qualified pipeline Maintain a deep understanding of our product portfolio and how it compares to competitors

Coordinate closely with Internal Sales, Product Management, Engineering, and Marketing teams to ensure a seamless sales process, from solution design to delivery and post-sales support

Perform other duties as assigned

Qualification

B2B technical salesAutomation Hardware salesIndustrial control systemsAnalytical skillsMS Office proficiencyCRM systemsRelationship buildingCommunication skills

Required

Strong customer focus & relationship building skills

Strong written & verbal communication, presentation & negotiation skills

Strong understanding of Industrial control & automation architectures (PLC, SCADA etc), networking protocols & modern manufacturing/industry standards

Highly analytical with the ability to build compelling, data-driven business cases for technical solutions

Self – motivated & proven team player

Comfortable use of MS Office and CRM Systems

5+ yrs of progressive experience in B2B technical sales, with at least 3 yrs in Outside Sales Manager role

Bachelor's degree in engineering or relevant industries

Proven track record of success selling Automation Hardware (PLC's, DCS, Sensors, Robotics etc)

Demonstrated Experience working with & selling through Systems Integrators, OEM's or Engineering/Design firms

Benefits

Eligible for Sales Commission Bonus (up to 35%)

Company

Enbi Group

Enbi is a global designer and manufacturer of paper transport, fusing and image transfer rollers, focusing primarily on the Digital Printing industry.

Founded in 1950

Shelbyville, Indiana, USA

501-1000 employees