National Sales Leader- Customer Care

Overview:

At JBT, we use innovative technology, knowledge gained from years of experience, and a global support system to provide customers with the right solution across their facilities. Trusting us means leveraging the largest team of AGV experts in the world. We’re dedicated to the mobile automation industry and have been since the mid-1980s. As we’ve grown, system interoperability, IIoT, Factory 4.0, SaaS, have become foundational aspects of our business.

The North America Customer CareSales Leader plays a critical role in helping JBT and its customers achieve their operational and financial goals based on ROI, TCO, and Sustainability. They are responsible for working with the National/Industry Sales Manager(s) and Associate Salespeople to grow the Customer Care business across all assigned market vertical(s) and execute the JBT sales strategies.

This includes assisting in the development of an industry sales plan, account plans, and the associated strategies and tactics to achieve orders and profitability goals.

Responsibilities:

YOUR IMPACT AND ESSENTIAL DUTIES

• Drive commercial focus and accuracy across all Customer Care business stream (PRoCARE, software, install base services, and spare parts)
• Achieve growth goals (orders targets) across all Customer Care business streams
• Spare parts – proactively calling the install base to drive orders
• Managing via influence
• Balance inside and outside selling functions in support of Industry Sales / National Sales managers plans
• Collaborative interface between the sales team and the Customer Care segment
• Take ownership of specific initiatives as needed by the business
• Demonstrate understanding of the customer's business priorities and initiatives
• Discuss relevant trends and priorities integrating industry knowledge and solution knowledge
• Have comprehensive understanding (including basic technical acumen) of the value JBT Automated Systems solutions bring to our customer (including vehicles, software, and integration into the customer’s processes and systems)
• Responsible for pursuit plans, select initiatives, and pipeline development plans
• Coordinate activities with other JBT division sales efforts as needed
• Respond to initial inquiries and RFPs, prepare bid documentation, follow-up appropriately, negotiate and close sales
• Provide timely pursuit updates, sales forecasts, etc.
• Achieve quarterly and annual sales goals
• Accurately forecast for the current quarter and future quarters
• Accurately maintain forecast in Sales Force
• Promote streamlined communication between the customer and Customer Care support teams
• Drive life cycle support programs with development of system expansion or enhancement proposals
• Maintain frequent ongoing communication with key decision makers / influencers within the accounts
• Obtain necessary customer paperwork to finalize order entry into the JBT system
• Follow JBT sales process steps and work closely with all functional stakeholders to reach a consensus in pursuing an opportunity

Qualifications:

• Minimum 3 years of experience selling complex solutions into industrial accounts
• Multi year track record of meeting or exceeding sales goals
• Able to prospect new business in new or existing accounts
• Proficient at establishing relationships at multiple levels within customers’ organizations
• Excellent communication skills including presentations, written, oral
• Willingness to travel as required

Education and/or Experience

• Bachelor's degree (B.S.) from four-year college or university in engineering or business; or equivalent combination of education and experience.

Other Competencies

• Expert knowledge of Microsoft Office (e.g. Word, Excel, PowerPoint, Project, Visio)
• Knowledge of Salesforce, a plus.
• Strong mechanical-electrical aptitude
• Current valid driver’s license
• Process, discrete, and/or manufacturing industry knowledge / experience