Now Hiring - Flow Control Group - Manufacturing Technical Sales Manager in Sacramento, CA

Full description of the position

Company: Cb Pacific

About Us:
CB Pacific is a manufacturer's representative of control and automation technologies for process control in the Industrial and Municipal marketplace. We also provide on-site services to our customers. Since our beginning in 1994, our employees have committed themselves to setting consistently high standards for products and solutions. The manufacturers we represent rank amongst the foremost developers of new technology in the world. Our employees are top-notch and enjoy working in a team environment while creating value for our customers and company while achieving personal success.

Role Overview:

• Purpose: Drive year over year growth at target accounts that meet the criteria of our Go to Market Strategy document for the CB Pacific Business Unit.
• Function: Land and onboard new customers and drive cross-business selling engagements with existing customers (upsell/cross-sell). Some examples are SCADA Migrations, System Upgrades, Networking Solutions, OT Security Solutions, Robotics & Automation, Automation Roadmaps, Programmable Logic Controllers, and related service agreements.
• Method: Identify and close both Cap Ex and Op Ex projects to drive repeat sales with end-user sites in the water and utilities space. Develop working relationships with end users in the manufacturing segment and with Control System Integrators that serve target accounts within the manufacturing segment.

Responsibilities:

• Utilize consultative and strategic selling principles to directly sell CB Pacific solutions
• Grow profitable sales at target accounts, with an objective of >=30% profitability (less overhead) on project sales
• Utilize sales tools effectively (Salesforce) to plan and document progress as well as increase business opportunities within accounts. Generate a high level of activity to feed the sales pipeline and manage opportunities to successfully move them through the sales cycle to close.
• Be active in driving a robust sales pipeline
• Be the customer advocate and drives towards 70% customer face time
• Identify, influence, and define the clients buying criteria and work collaboratively with Engineering Team
• Maintain sufficient contact to ensure excellent Customer relations.
• Visit Key Customer accounts to maintain existing Customer base and expand new customer base.
• Compile and analyze customer data to identify sales opportunities. Evaluate customer needs; identify and facilitate the best solution. Negotiate initial scope of work with customer. Collaborate with Engineering to develop and deliver winning sales proposals.
• Collaborate with strategic partners to assist in annual joint account planning initiatives, including but not limited to GE, and Stratus
• Collaborate with the insides sales team to develop quotations and deliver those proposals to existing and prospect customers
• Drive CB Pacific s end-to-end sales process
• Prepare sales forecast, sales activity reports, market analysis and market share information, competitive and industry trends, and monthly reports to keep West Coast Sales Manager, Marketing, and other Outside Sales Representatives informed of trends and activities in the territory.
• Collaborate with existing Inside Sales Managers to upsell/cross-sell multiple services within target end-user accounts
• Collaborate with the Vice President and West Coast Sales Manager to develop Target Account End User List, including existing customers, existing System Integrators, and new prospect users
• Participate in marketing activities, such as trade shows, seminars, and content development for web materials and white papers
• Maintain relationships with key customers in operations, manufacturing, engineering, maintenance, and manufacturing IT functions

Experience and Education:

• Bachelors degree preferred, especially in Electrical Engineering, Mechanical Engineering, Industrial Engineering, or Computer Science
• 7+ years of successful Industrial Automation selling experience
• Exceptionally well versed in Industrial Automation Applications (Level 1, Level 2, & Level 3 automation layers), with an extreme focus on SCADA, Historian, MES Systems, Cyber Security Platforms, and Machine Learning and Analytics
• Background in consulting or practice lead

Other Qualifications and Qualities:

• Have an established network of business contacts and customers within the industrial automation industry
• Outstanding communications skills, including written skills, but especially verbal skills
• Ability to create and foster strong relationships with customer by adding value and solving their business challenges
• Motivated and passionate about working with people and overcoming challenges through collaboration and a win-win paradigm
• Strong business acumen and ability to determine the long-term value
• Demonstrated leadership and influence characteristics

Position Location:

• Office or home base
• Sacramento, Fresno, or Modesto area
• Travel required at least 50% of the time
• Occasional need to be at our offices for specific events or activities

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Equal Opportunity Employer | Drug-Free Workplace:
CB Pacific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status. CB Pacific is a drug-free workplace.

No Agencies, Please!

Any unsolicited resumes sent to CB Pacific from a third party, such as an Agency, including unsolicited resumes sent to CB Pacifics mailing address, fax machine, or email address, or directly to CB Pacific employees, will be considered CB Pacific property. CB Pacific will not pay a fee for any placement resulting from the receipt of an unsolicited resume.