Account Executive, Outside Sales - Manufacturing

At Advantive, we make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers’ businesses, Advantive’s software solutions add value along the full manufacturing and distribution lifecycle.

Our customers, who include corrugated and packaging manufacturers, equipment and supply wholesale distributors, and automotive and other specialty manufacturers, benefit from our solutions that have been honed over decades in the marketplace. We know our customers’ businesses intimately and deliver software to address their needs.

Summary

The Account Executive, Outside Sales - Manufacturing reports to the RVP, Outside Sales, and is responsible for selling our products and services, in an assigned geographic territory within the medium and large enterprise market. In this role you will be focusing on our product Proplanner. It is at the forefront of digital manufacturing technology for process engineering and execution at complex assembly plants in diverse industries including automotive, defense and aerospace.

This is a highly technical product, with that we are looking for individuals that have an educational background in industrial, manufacturing, or mechanical engineering. Giving the ability to address the in-depth technical aspects of the product and relate to our engineering customer stakeholders, building rapport right away.

You will be responsible for understanding our product offerings, competitive landscape and identifying new business opportunities by creating and implementing territory sales campaigns.

We acknowledge that your strong suit likely revolves around engineering and not necessarily in sales. This is a muscle that we will be developing and coaching you on. You will learn how to cultivate and nurture sales opportunities and be taught how to achieve quarterly sales objectives. Qualifying and pursuing marketing generated and BDR (Business Development Representative) qualified leads will also be added to your skillset.

This is a unique opportunity for someone to use their engineering background to pivot in a new career path melding their technical expertise with sales.

Key Responsibilities

• Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas
• Research prospects, identify key decision makers, and generate interest for our products and services
• Build and maintain a territory business plan
• Generate new sales opportunities through inbound lead-follow up, industry networking, and outbound calls, emails, and social connections
• Partner closely with the Business Development team (BDRs) to align on messaging and run campaigns to prospects within your territory aimed at driving pipeline growth and bookings
• Conduct engaging product demonstrations and presentations to illustrate the value proposition of our portfolio to prospective customers
• Participate in marketing events including conferences, social networking, and webinars
• Identify business opportunities and map appropriate solutions to client requirements
• Record all sales activity in CRM (Salesforce)
• Build relationships and maintain communication and ongoing contact with prospects in territory
  
  

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

• Prospecting - Excellent ability to identify and engage potential new customers
• Communication - Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with potential customers at all levels of their business
• Adaptability - Agile in adjusting strategies and approaches in a dynamic sales environment
• Analytical - Skilled at using data to inform decisions and improve sales performance
• Team Collaboration - Ability to work collaboratively with other sales team members, marketing, product teams, customer success, and account management to ensure a cohesive customer experience
• Sales Execution - Proven capability to navigate the sales process from start to finish with a high conversion rate
• Mental Agility - Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems
  
  

Qualifications

• Bachelor’s degree in industrial, manufacturing, or mechanical engineering
• Experience in the manufacturing industry, particularly with assembly line setups.
• Experience in manufacturing / production operations, ideally process engineering in discrete assembly
• Knowledge of PLM, ERP, and MES systems, ideally with experience in Bill of Material management, CAD, work instructions, predetermined time and motion studies, line balancing, and industrial automation.
• Basic knowledge of manufacturing systems, including PDM, CAD, ERP, and MES
• Proficiency in industrial and manufacturing concepts, such as process planning, time studies, mixed model line balancing, and shop floor automation.
• Excellent written and oral/presentation skills
• Ability to engage and demonstrate value at all levels from mid-manager to C level
• Ability to problem solve and use consultative approach
• Autonomous self-starter
• Ability to travel up to 50%