Now Hiring - United Material Handling, Inc. - Sales Director, System Automation in Corona, CA

Full description of the position

Summary The Sales Director, System Automation is a senior-level sales leader with deep expertise in the material handling industry, responsible for identifying and delivering high-impact automation solutions tailored to customers' warehousing and logistics needs. This individual will drive UMH's strategic growth by developing and executing a comprehensive sales strategy focused on revenue generation, market expansion, and cultivating long-term partnerships. In this role, you will be accountable for owning the end-to-end sales process --from identifying and qualifying high-value opportunities to proposing and closing complex automation projects. Leveraging your industry insight and C-level network, you will position UMH's and its partners' full suite of automation products and services as leading solutions in a competitive landscape. You will also play a key role in strengthening existing client relationships while fostering new strategic accounts that align with the company's long-term vision. The candidate in this role will own the sales process, develop sales strategies, and implement/monitor those while showcasing and selling the complete range of UMH's and partner's products and services.

Key Responsibilities

: Lead Generation & Business Development

• Expand UMH's supply chain automation presence across diverse industry verticals, setting the foundation for future market segmentation by customer type or sector.
• Identify automation needs within existing customer accounts and actively pursue new business opportunities to drive revenue growth and exceed sales targets.
• Develop and propose end-to-end automation solutions, including AS/RS systems, 2D/4D shuttles, case handling systems, layer pickers, AGVs/AMRs, conveyors, and more.
• Proactively engage qualified leads, converting prospects into long-term clients through consultative, value-driven sales strategies. Client Relationship Management
• Serve as a trusted advisor and primary point of contact for clients, ensuring a high level of service and satisfaction throughout the customer lifecycle.
• Educate end users on UMH's full suite of automated solutions, customizing offerings to meet operational needs.
• Build and maintain strong relationships with key decision-makers, including C-suite and VP-level stakeholders.
• Conduct in-depth research and analysis of client operations to better understand their goals and align automation solutions accordingly.
• Manage conflict resolution and provide timely support to maintain customer loyalty and retention. Sales Strategy & Execution
• Develop and implement effective sales strategies to meet or exceed individual and team sales targets across all automation product lines.
• Build and manage a strong pipeline, leading the full sales cycle from initial outreach to proposal development, negotiation, and close.
• Deliver persuasive presentations and leverage consultative sales skills to position UMH's solutions as the optimal choice.
• Collaborate with marketing by sharing insights on customer needs, industry trends, and market opportunities to enhance targeting and messaging.
• Monitor industry trends, competitor offerings, and market dynamics to inform strategic planning.
• Leverage expertise in material handling, intralogistics, and distribution to design innovative, scalable solutions.
• Work cross-functionally with engineering, operations, and support teams to ensure seamless customer onboarding and implementation.
• Prepare detailed proposals and quotes tailored to client-specific requirements.
• Support and mentor sales team members on automation solutions, providing coaching, training, and identifying areas for professional development.
• Willingness to travel extensively (up to 40%+) to support sales efforts and maintain client engagement. Reporting & Performance Analysis
• Maintain accurate records of all sales activities and customer interactions in the CRM system (preferably Salesforce).
• Generate regular sales reports, forecasts, and performance metrics to inform leadership and support strategic planning.
• Analyze customer feedback and sales data to refine approaches, improve processes, and maximize conversion rates.

Minimum Qualifications

:

• Bachelor's degree in Engineering, Business, Supply Chain, or a related field
• 10+ years of experience in B2B sales, with a strong focus on: o Material handling, supply chain automation, or intralogistics o Complex solution selling and consultative sales
• 5+ years in a senior or director-level sales role, with strategic oversight and P&L responsibility
• Demonstrated experience selling automated systems such as: o AS/RS (Automated Storage and Retrieval Systems) o Conveyors, AGVs/AMRs, robotics, and software-driven solutions
• Proven ability to develop and close multi-million-dollar sales cycles involving multiple stakeholders
• Experience working with enterprise-level clients and building C-suite relationships Key Skills & Competencies:
• Deep understanding of warehouse automation technologies and system integration
• Strong business development and territory expansion background
• Expertise in building custom automation solutions and presenting technical concepts in client-friendly terms
• Excellent negotiation and closing skills with a data-driven and consultative sales approach
• Ability to interpret customer operations and design tailored solutions
• Familiarity with CRM platforms such as Salesforce for pipeline and activity tracking
• Strong analytical and reporting skills for forecasting, planning, and performance evaluation
• Willingness to travel up to 40%+ to meet clients and support project execution