Sales Manager (PLCs/DCS/Sensors/Robotics) - Rochester, NY
Pivotal Solutions, Rochester, NY, United States
The Sales Manager for Automation Hardware will be a key leader responsible for driving significant business growth across the United States. This role requires a strategic, technically proficient, and consultative sales professional to develop and manage relationships with System Integrators (SIs), Original Equipment Manufacturers (OEMs), and Engineering/Design Consultants (ECs). The primary focus is to secure specifications and preference for our automation hardware products within their client projects, ensuring our technology is positioned as the standard solution.
PRIMARY DUTIES & RESPONSIBILITIES Business Development & Sales Strategy:
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
Partner & Relationship Management:
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
Technical & Commercial Acumen:
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
Operations & Collaboration:
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
Required Skills & Abilities
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
Work Environment/ Physical Requirements
Must be able to lift and move up to 30lbs.
Must be able to sit or stand for extended periods of time.
Frequent travel (Mostly domestic, some international) 50-75% of time
Equal Opportunity Employer
Education/ Experience
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
Other:
Salary (exempt) position – must be able to work extended hours as needed, not subject to overtime pay.
Eligible for Sales Commission Bonus (up to 35%)
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PRIMARY DUTIES & RESPONSIBILITIES Business Development & Sales Strategy:
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
Partner & Relationship Management:
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
Technical & Commercial Acumen:
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
Operations & Collaboration:
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
Required Skills & Abilities
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
Work Environment/ Physical Requirements
Must be able to lift and move up to 30lbs.
Must be able to sit or stand for extended periods of time.
Frequent travel (Mostly domestic, some international) 50-75% of time
Equal Opportunity Employer
Education/ Experience
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
Other:
Salary (exempt) position – must be able to work extended hours as needed, not subject to overtime pay.
Eligible for Sales Commission Bonus (up to 35%)
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