Robots National Sales Manager

Epson is a global technology leader whose philosophy of efficient, compact and precise innovation enriches lives and helps create a better world. Our advanced robotics and automation solutions help companies improve productivity, performance and efficiency across a wide range of applications.

Epson is seeking a Sales Manager to join our Robotics team. In this role, you will develop and execute growth strategies across North America, lead sales activity for the group and build strong relationships with end users, channel partners and senior customer stakeholders. You will also manage, coach and develop a team of Business Development Managers, helping them deliver new business growth and an exceptional customer experience.

This is an opportunity for a technically grounded sales leader who combines strategic thinking with hands-on execution. You will shape sales plans, strengthen channel performance, improve forecasting and sales processes and partner across Sales, Marketing, Product Management and Operations to expand Epson's presence in the automation market.

This is a remote position with travel up to 50%.

What You Will Be Doing:
 

Builds Sales

• Develops and implements a comprehensive North American sales plan, to achieve designated group sales objectives consistent with the overall company short-term and long-term objectives for revenue, product volumes and mix
• Collaborates with Business Development Managers in the partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Establishes a strong Epson presence within account base with partner senior management
• Develops business with selected End User accounts
• Works closely with the Business Development Managers to determine key strategies that will build sales and minimize channel conflicts
• Oversees all sales activity for the group, including identification of customer needs, presentation of appropriate solutions and programs, and successful implementation of sales and marketing strategies
• Ensures significant customer issues are resolved or escalated
• Provides direction in the design and creation of marketing programs to achieve sales quotas and objectives
• Oversees marketing programs for consistency with market development funds (MDF) guidelines to drive the achievement of short term and long term goals (e.g., resolution of inventory imbalances, gain market share)
• Provides critical feedback to corporate product management regarding activity, trends and requirements in the marketplace
• Ensures information on pricing, programs, technical, service and other competitive issues impacting sales efforts is communicated to appropriate management

Effective Department Management

• Manages the team’s leads and opportunity pipeline through Epson’s CRM.
• Oversees management of designated group’s MDF budgets, timely reporting, adherence to guidelines and efficient usage to maximize ROI
• Ensures forecasting accuracy for designated group
• Ensures that all administrative responsibilities are completed in a timely manner and that corporate policy and procedures are adhered to
• Develops and provides periodic reports as defined by upper management
• Operates within budgetary constraints, participates in the development of annual budget forecasts; participates in updating and reconciling operating and budget plans as required
• Develops and maintains written departmental standards and procedures
• Directly contributes to development of tactical and annual operating plans, defining goals and objectives for the group
   

Relationship Management

• Responsible for hiring, motivating, evaluating, developing group/department personnel
• Provides coaching and mentoring to team members
• Advises management and provides recommendations on personnel and problem issues (that require escalation)
• Builds strong relationships with peers and Senior Managers to best meet company goals and objectives
• Manages and leverages relationships with vendors for a specific product/service (best price, best product, etc)
• Maintains professional relationships with peers in other corporations and outside organizations

 
What You Will Bring

• 8+ years of sales leadership experience (automation experience preferred)
• Completion of an undergraduate program or equivalent experience (B.A. or B.S.)
• Proven track record of meeting/exceeding sales targets with a focus on new business development
• Understanding of CRM software and Microsoft Office Suite
• Ability to travel up to 50%.
• Technical background with the ability to understand complex automation solutions and translate product capabilities into clear customer value
• Sales experience in robotics, industrial automation, process automation, test and measurement, manufacturing or a related technical industry
• Experience managing, coaching and developing sales professionals, with the ability to establish clear goals and drive accountability
• Demonstrated channel management experience, including partner planning, performance management and the ability to minimize channel conflict
• B2B end-user sales experience with complex solutions, strategic accounts and multi-stakeholder buying processes
• Experience managing disciplined sales processes, including opportunity management, pipeline development, forecasting and reporting, preferably using Salesforce