Summary:
This role plays a crucial part in supporting our purpose of creating lasting value for those we serve by collaborating with selling team members and working with customers to identify their top business challenges and aligning solutions that deliver the customer a return on their investment.
This role is responsible for leading Van Meter’s sales efforts in complex opportunities by providing business expertise in Smart Manufacturing for our Industrial End Users. This role acts as the business expert for the sales organization by delivering outcome-based messaging to customers at executive and management levels. A solid understanding of Van Meter’s capabilities, industry trends, and common manufacturing challenges and operational models is required.
Key Responsibilities & Essential Functions:
Understand Van Meter’s solutions & capabilities.
Expertise in manufacturing challenges, trends & business models.
Proactively set goals, plans and activity targets.
Experience working with or selling to leaders in operations, engineering and IT.
Identify new opportunities within existing and new accounts.
Participate in account planning and sales strategy focusing on new customer acquisition and existing customer expansion.
In-depth understanding of Van Meter’s sales process and the ability to lead and execute it effectively.
Ability to position complex solutions to a customer challenge or objective.
Ability to determine return on investment for a customer based on their challenge and solution.
Ability to present & communicate complex concepts clearly in the customer’s terms.
Competitive Intelligence - be able to analyze competitive solutions & strategy and position our solution and value proposition accordingly.
Actively seek out and participate in both formal and informal training opportunities to continuously develop skills.
Advise team members on solution development, proposal generation and validation.
Proactively provide Sales Enablement on industry trends, how our solutions align and how they deliver desired customer outcomes.
Keeping sales activity, sales process milestones and customer relationship management data up to date in CRM.
Identify gaps in Van Meter’s offerings and provide feedback to Product & Business Managers.
Critical Success Factors:
Positive attitude
Competitive
Resilient
Confident
Collaborative
Driven to mastery
Creative
Seeks feedback
Prioritizes highest value activities
Ability to process information quickly and pivot as needed
Ability to build rapport with diverse personality types
Ability to ask thoughtful questions
Knows and follows a disciplined sales process
Strong written, verbal and presentation skills
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