Senior Account Manager

Senior Account Manager Technical Automation Sales

AutomaTech is a leading provider of industrial technology solutions focused on improving your operational performance. By harnessing the power of data, we enable significant gains, visibility across your entire organization, and increased profits for a competitive edge. Our product offering includes a flexible and scalable mix of hardware and software solutions to solve your toughest challenges while providing a road map for future improvements and growth. More importantly, we stand behind all our solutions with superior and ongoing support for the lifetime of your products, helping you maximize your investment and operational potential.

Our team is passionate about guiding customers through their industrial applications, no matter the size, scope, or obstacles you face. We place a high priority on conducting our business in an ethical manner, from the way that we interact with each other, our customers, and our partners to how we relate to each professional scenario and process. We are focused on performing our job functions with excellence, being honest, reliable, and accessible in all our business dealings. We care about our customers and strive to consistently offer exceptional product knowledge and support to help design, implement, and support their investments.

The Senior Account Manager Technical Automation Sales is responsible for driving profitable growth within the Western NY region + select named accounts. This role blends named-account management with strategic territory development, focusing on hunting for new opportunities, expanding existing relationships, and delivering high-value automation solutions and services for All AutomaTech products.

The ideal candidate brings deep industrial automation and OT sales expertise, a strong regional network, and a proven ability to manage complex, consultative sales cycles while maintaining disciplined forecasting and pipeline management.

KPI's

• Maintain Salesforce CRM pipeline and provide accurate forecasting on a consistent monthly, quarterly, and annual basis.
• Exceeds monthly, quarterly, and annual sales targets
• Expected to drive greater than $750k+ in gross profit annually.

Key Responsibilities

• Own and grow profitable sales within assigned target accounts, with a goal of ?30% project profitability (net of overhead).
• Actively prospect/hunt and develop new opportunities within named accounts and assigned territory.
• Maintain an accurate 12-month forecast and robust sales pipeline in Salesforce.
• Utilize AutomaTech's end-to-end sales process, from opportunity identification through close.
• Develop and demonstrate domain expertise with AutomaTech's entire product and solutions portfolio; for example, provide technical updates to A&B critical accounts on an annual basis.
• Partner with Inside Sales to develop quotations and deliver proposals to prospective and existing customers.
• Up-sell and cross-sell AutomaTech products and services.
• Work with the Vice President and General Manager to develop and refine a Target Account List by product family and solution.
• Serve as the customer advocate, achieving approximately 50% customer face time.
• Engage with strategic technology partners on joint account planning initiatives, including (but not limited to): GEV, Moxa, Stratus, AMDT/Octoplant, SmartSights, Kepware, Standard Bot, and others.
• In conjunction with the EVP of Sales and Marketing, develop and execute sales plans for new and existing customers.
• Assist in the development of annual sales targets and rolling forecasts (strategic and tactical).
• Participate in marketing activities such as trade shows, seminars, and content development (web materials, white papers).
• Build and maintain strong relationships with stakeholders across operations, manufacturing, engineering, maintenance, and manufacturing IT.

Qualifications & Experience

• 7+ years of successful industrial automation sales experience.
• Bachelor's degree preferred in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Computer Science, or related technical discipline.
• Established network of customers and business contacts within the industrial automation industry.
• Deep knowledge of industrial automation architectures, including Level 1, Level 2, and Level 3 systems.
• Strong focus on Operational Technology (OT) environments, including:
• SCADA, Historians, & MES systems, cyber, and analytic solutions
• Industrial connectivity products
• Robotic solutions
• Edge devices and high availability compute platforms
• Demonstrated ability to sell complex, consultative solutions and articulate business value.
• Excellent verbal and written communication skills.
• Strong business acumen with the ability to assess long-term account value.
• Proven leadership, influence, and collaboration skills.
• Exceptional listening skills and customer-centric mindset.
• Proficiency with Salesforce.com, Microsoft Office 365, and Microsoft Teams.

AutomaTech operates as a vital subsidiary within Flow Control Group (FCG), a prominent holdings company that is a leading solutions provider focused on technically oriented products and services for flow control, fluid handling and process, industrial automation, and life sciences with locations throughout North America. As a critical intermediary between over 3,000 suppliers and 15,000 customers, over 90 brand companies, and close to 1,700 employees, FCG's distribution and technical expertise serve an essential function in the movement of mission-critical components to a diverse array of end markets and applications.

Why Build a Career with Us?

Everyone's an Owner of the Company: Because every team member contributes to Flow Control Group's success, everyone has the benefits of ownership! Flow Control Group has a broad-based employee ownership program extended to every employee within our portfolio companies.

Competitive Benefits: Enjoy an attractive benefits package that includes Medical, Dental and Vision insurance (among other plans), competitive 401(k) matching program, career growth opportunities, employee referral program, paid time off and holidays, as well as parental leave. Training: FCG University learning and training platform available to all employees offering over 80k courses.

Career Growth Opportunities: At Flow Control Group, we are committed to your professional development. With a vast network of over 100 brands across North America, we provide unparalleled opportunities for growth and advancement. Whether you're just starting your career or looking to take it to the next level, we offer custom training programs, mentorship, and a supportive environment to help you achieve your goals. Join us and be part of a dynamic team where your contributions make a real impact.

Equal Opportunity Employer: Flow Control Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other legally protected characteristics.