Sales Manager

Job Description

The role of Sales Manager - CAPEX consists of the following duties:

▪ Develop and maintain relationship with existing and new customers.
▪ Generate purchase orders to meet or exceed annual goal.
▪ Maintain & submit appropriate records for forecasting, quote status & expenses.
▪ Assist Applications Engineers as needed in developing solutions to the customer’s needs.
▪ Continually contact prospective customers based on leads from business directories or other sources.
▪ Develop capture (win) strategy for each customer and opportunity by identifying
▪ Support all aspects sales and marketing for geographic territory:

▪ Generate/capture leads and opportunities.
▪ Evaluate opportunities based on agreed on score drivers.
▪ Market research in geographic area.
▪ Follow and analyze industry trends.
▪ Competitive landscape.
▪ Niche opportunity identification.
▪ Value proposition development and communication.
▪ Support marketing efforts.
▪ Trade show participation.
▪ Marketing collateral.
▪ Trade associations involvement.
▪ Support aftermarket sales.
▪ Coordinate with Business Units.
▪ Standard product design.
▪ Goal setting and alignment of activity to support goals.
▪ Maintain & submit appropriate records for forecasting, quote status & expenses.
▪ Ability to travel up to 30% of the time (primarily day travel). The remainder of time is home based.

Note: This list of responsibilities is by no means inclusive; however, it is intended to be a guideline for activities.

Responsibilities

Specific Responsibilities:

▪ Adherence to Orise/ATS processes, policies, documentation requirements, reporting, etc.
▪ High level project performance monitoring & forecasting with applicable corrective actions to resolve issues/concerns.
▪ Embrace the ATS Business Model in the Pursuit of Excellence with focus on People, Process and Performance.
▪ Lead with a “can do” attitude and foster the same throughout project teams.
▪ Manage the relationship with the client and all applicable stakeholders.
▪ Leverage Sr. Management for problem solving and guidance as necessary
▪ Create a high-performance culture by setting high expectations, empowerment, providing coaching/feedback, and reviewing team performance to ensure the highest performance standards.
▪ Ensure that all activities are performed with the highest ethical standards and in compliance with the ATS Code of Business Conduct
▪ Assist with Contract negotiations.
▪ Demonstrate leadership in Health & Safety compliance and drive a safe working culture.
▪ Strong business acumen as well as a mindset of continuous improvement and a thorough understanding of problem solving methodologies.
▪ Work with estimating team on developing costs and winning proposals.
▪ Responsible for min $20M in annual bookings.
▪ Additional KPIs
▪ Min 30% closing rate
▪ Qualified pipeline min 3x the booking
▪ Sales funnel min 3x qualified pipeline

Experience & Education

Experience Required:

▪ Minimum of 10 years of Automation related experience preferably within the automotive, or aerospace verticals. Managing an automation project portfolio of more than $20M annualized
▪ Possess management skills as it relates to organizing, leading conversations, and having difficult conversations.
▪ Solid organizational and multi-tasking skills.
▪ Possess a winning and creative approach to work when identifying customer solutions.
▪ Strong working knowledge of Microsoft Office and relevant technical software (including SalesForce).

Education:

▪ BS in either Mechanical, Electrical or Manufacturing related fields
▪ MS in Mechanical, Electrical, or Manufacturing is a plus
▪ PMP certification is a plus

Health, Safety and Environmental

Responsibilities for Health, Safety and Environment include:

All managers are responsible for creating a positive safety culture and maintaining a safe and healthy workplace. It is the responsibility of each manager to ensure that employees receive regular training regarding health, safety, and environmental matters. Each manager is also accountable to ensure that HSE matters are addressed in a timely manner and that compliance with both legislative and corporate requirements are maintained.

▪ Demonstrate leadership in Health, Safety and Environment compliance.
▪ Hold team members accountable for health, safety, and environmental compliance as part of the annual performance review process.
▪ Ensure that the requirements of the health, safety and environment management system are implemented and maintained.
▪ Carry out hazard assessments, inspections, and audits as required by legislative framework and/or corporate requirements.
▪ Ensure that training is provided to all departmental employees are per established training matrix.
▪ Implement appropriate corrective measures for unsafe conditions and unsafe acts.
▪ Ensure that appropriate equipment, materials, and protective devices are provided and maintained in safe condition.
▪ Provide information, instruction, and supervision to employees.
▪ Take every precaution reasonable in the circumstances for the protection of employees.