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This position is part of Novanta's ATI Industrial Automation business unit. ATI is the world's leading developer of robotic end of arm technologies. ATI end-effectors enhance productivity and flexibility of robotic and automated solutions across a wide spectrum of industries through capabilities such as automatic tool changing, force-torque sensing, material removal, and more. Since 1989, their commitment to engineering excellence, superior quality, and customer-focused support drives them to innovate and continuously improve the most reliable automated solutions available.

Summary

The Force Torque Sensor Key Accounts Manager is responsible for maximizing ATI's market share and revenue within the surgical robotics, warehouse automation and tech markets by identifying and capturing high-potential opportunities within our current customer base and through the acquisition of new customers. The Force Torque Sensor Key Accounts Manager maintains and takes ownership of the customer relationship while collaborating with all stakeholders, both internal and external, using ATI's long-standing "Voice of the Customer" philosophy as a guideline. As the Force Torque Sensor Key Account Manager, you will ensure the adoption and the timely and successful deployment of ATI's engineered product solutions to our Surgical Robotics, Tech Solutions and Warehouse Automation and Logistics customers.

Primary Responsibilities

• Contact and visit FT Key Accounts to review and identify strategic direction, improvement areas, and opportunities to promote high quality solutions using ATI's products and services.
• Cultivates and maintains customer relationships with key decision makers and influencers that effectuate the design, procurement, usage, of ATI's products and services.
• Identifies and grows opportunities within the FT Key Accounts and collaborates with the sales teams to facilitate the use of ATI's products and services ensuring sales growth.
• Establish and maintain a Sales Project Lists / Project Pipelines of the OEMs in these markets.
• Reviews sales analytics, develops and implements plans / programs to ensure the realization of corporate goals and prepares and implements corrective measures as required.
• Takes a leadership role in customer meetings and conference calls, publishes minutes, and drives action item closure
• Stays updated and informed on relevant customer and market activities and direction
• Reviews, maintains, and assures effective implementation and execution of customer contracts.
• Forecasts sales for existing and new accounts, including tracking defined key account metrics.
• Assists with high priority requests or customer issues that require leadership escalations.
• Maintains close communication with customer and ATI's Sales, Engineering and Operations Teams to assure a uniform understanding and management of the customer's expectations relative to operational solutions, timeline, costs and results.
• Communicates frequently and clearly the progress of client engagements and program initiatives to both internal and external stakeholders and documents via CRM logged entries, sales call reports, and customer meeting notes, etc.
• Performs other job related tasks and duties as required

Knowledge, Skills and Abilities Rrequired

• Demonstrated progression of success and advancement in sales, account management, and/or business development roles.
• Proven ability to develop and maintain strong customer relationships at multiple levels within the customer's organizations
• Demonstrated ability to provide technical product sales and applications support and advice to help define customer solutions
• Experienced in delivering company solutions that align with explicit customer needs
• Effective listening, problem solving, negotiation and meeting facilitation skills
• Excellent verbal, presentation, and written communications skills
• Demonstrated ability to effectively communicate and influence at all levels employers' and customers' organizations
• Proven ability to work independently with high organizational and time management skills
• Proven ability to prioritize multiple projects with high attention to detail
• Effective prospecting skills from cold calling to lead management and follow-up
• Preferably resides in California / West Coast.

Required Experience, Education, Skills, Training and Competencies

• Minimum of 7 years in technical product sales and business development roles selling to the Medical OEM's, Warehouse Automation and Logistics Companies and their Systems Integrators.
• Proven track record as a results driven Key Account Manager with multiple years of proven year over year sales growth within a multimillion dollar territory
• Possess a highly proficient knowledge of the Surgical Robotics, Medical Equipment / Device and / or the Warehouse Automation and Logistics Industry and comes with an established personal network of well-placed industry contacts.
• Robotic applications experience is preferred.
• Project Management experience is preferred.
• BA/BS degree, preferably in a technical field; or with relevant experience in electro-mechanical technical sales and support roles.
• Proficient with personal computers and programs (CRM, MS Word, Excel and PowerPoint).
• Preferably resides in California / West Coast.
  

Travel Requirements

• Frequent domestic travel (30% - 50%) with limited possibility of international travel

Compensation and Benefits

• The base pay for this position ranges from $115,000 to $140,000 per year depending on the geographic market
• This position provides quarterly sales compensation based on achievement of the revenue plan.
• Novanta supports all aspects of your life. This position provides a full range of benefits including paid parental and family leave.

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.