Business Lead, Solutions (Rockwell Product Line)

McNaughton-McKay Electric Company
Information Solutions Business Lead

The Information Solutions Business Lead develops and implements the regional strategy for Information Solutions software sales and associated Network services and solutions. Will create business sales strategies and execute plans across the defined regional territories to meet or exceed established revenue and margin goals.

In this role, you will: 

• Design and implement sales strategies that ensure we meet our revenue objectives by growing sales at new and existing accounts.
• Prospect new opportunities through networking, cold calling, and other lead generation techniques.
• Manage the sales cycle, perform lead qualification, arrange, and provide demonstrations, quote and proposal development activities, as well as lead any negotiation or closing.
• Be customer-oriented with the ability to start, maintain, and grow new business relationships.
• Work collaboratively with customers to develop relevant solutions that address their KPI's.
• Be able to articulate customer scope and timing requirements to the project manager and assure deliverables are met on time.
• Be a systematic thinker that can understand complex business systems, processes, and can take a logical approach to securing business.
• Collaborate with internal partners (McMc business units), as well as develops and maintains relationships with external partners (manufacturers, customers, etc.) to create strategic approaches, develop required technology solutions, and conceive implementation plans.
• Apply a learner mindset and inquiry to understand the customers business. Then applies consultative selling techniques to provide unique knowledge and perspectives regarding the customer's industry and business.
• Coach customer stakeholders and build consensus for Information Solutions products and services within their organization.
• Negotiate mutually favorable outcomes in complex negotiations with multiple parties.
• Be an effective communicator, able to assist customers in presenting technical solutions, while listening, defining, and interpreting customer requirements for our project team.
• Have excellent communication skills and able to adapt quickly to alter the delivery style, content, and messaging for all levels of an organization.
• Follow established and documented CRM disciplined sales and communication processes.
• Report account activity, opportunity status and other details.
• Develop an annual regional business plan with defined revenue and margin goals.
• Stay abreast of industry trends and strategies to support our investment in people and resources.

To be successful in this role, you will have/be:

• Five plus years of success selling complex software solutions (SaaS strongly preferred). Experience selling Enterprise software applications, including ERP, MES, Supply Chain or PLM solutions to process manufacturers, a plus.
• A passion for manufacturing and a sound understanding of manufacturing processes and functions.
• Ability to systematically solve problems and hypothesize possible customer pain points, expectations, and needs.
• Experience using rational and emotional drivers to comfortably drive negotiations with customers, and ability to effectively set and deliver realistic expectations to customers.
• Ability to identify the right customer stakeholders and build connections quickly to drive consensus for deals; work cooperatively with a wide range of internal stakeholders for deal success.
• Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes initiative with minimal direction or supervision; Demonstrated ability to lead and manage multiple opportunities concurrently.
• Ability to travel up to 50% with overnight stays.
• Bachelor's degree in business or a technical field required.; 7-10 years of relevant experience will be considered in lieu of required education.
• Direct experience and extensive knowledge of renewable technologies related technologies and systems.

This position reports directly to the Regional Services & Solutions (SaS) Manager.

Travel Requirements
Some regional and local travel required. Some overnight travel required.