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Director, LPS Sales

FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services.

The LPS Sales Director is a high visibility position that ensures the sales team is setting the standard that every interaction is unique, and the well-being of the customer is priority number One. This leadership role will oversee a sales team creating and fostering high-level relationships within our customer base which focuses on understanding the customer’s perspective and values. As the Sales Director, you will have the responsibility to help create and drive a strategy that encompasses the needs of our customers and propelling FORTNA forward.

The role oversees driving sales to existing and new accounts, through detailed account planning and a deep understanding of our portfolio of aftermarket products and services. Additionally, the role will be responsible for developing, coaching, and driving business of automated systems for new customers and greenfield sites. The Director will manage a team responsible to consult with our customers to offer a complete line of solutions development services, complete system integration and execution, software services, technical assessments, maintenance and repairs options, replacement components, modifications and upgrades, technical support, and educational training. By building solid relationships with customers, your expertise will position you to support developing solutions, negotiate and close opportunities, and maintain an exceptional customer experience. Overall, this position ensures customers are able to deploy automated solutions, keep their system operating at optimal performance and at the lowest total cost of ownership.

Responsibilities entail overseeing a team performing the following:

Create and execute strategic business plans to exceed annual sales and gross margin goals.
Develop and boost business within existing services agreements.
Develop and create opportunities through new accounts.
Ensure client service and support is above expectations.
Establish and maintain key/critical customer relationships through a proactive consulting approach.
Maintain a high degree of visibility throughout the customer base through site visits and customer meetings.
Ensure issues are addressed and the right solution is deployed to address root cause.
Serve as primary customer contact and enhance customer knowledge of FORTNA products and services.
Proactively identify opportunities and evolve client relationships through the sales cycle.
Organize and coordinate the involvement of other FORTNA resources, including project, service, and management assets, in order to meet performance objectives and customers’ expectations.
Formulate and deliver demand input and forecast information for business planning.
Attend trade shows and industry events.
Maintain accurate account and opportunity information and status using FORTNA CRM tool.
Partner with aftermarket team to develop innovative solutions for our customers.
Lead handoff meetings to engage operations teams for project, software, and service implementation.
Remain engaged and informed on status of ongoing work and assist with client interface as required.

Qualifications:

Bachelor’s Degree (engineering or business a plus)
Minimum 5 years’ experience in a Technical Sales role, preferably in a leadership capacity
Experience in automated solutions sales in the distribution and fulfillment market
Experience in aftermarket / post-implementation support services preferably in the automated material handling industry or other industrial businesses
Ability to travel when required (up to 60%).

Successful candidate will be highly proficient in:

Leading, managing, coaching, and mentoring team members
Selling automated solutions, software, and services in an industrial environment
Taking initiative and working with limited direction
Understanding the competitive landscape
Strategic selling
Business plan development and execution
Presentation skills
Clear and concise verbal and written communication
Office technology (Excel, Powerpoint, Salesforce.com)
Lifecycle/Aftermarket and Post-Implementation Support services

This job description describes the general nature and level of work expected of a person assigned to this position. All job requirements listed indicate the minimum level of knowledge, skills and/or ability deemed necessary to perform the job proficiently. Employees may be required to perform any other job-related duties as requested by their supervisor.

The base salary range for this role is 112,500 - 168,800. This base salary range represents the low and high end of the base salary range for this position. Actual base salary offered will vary based on various factors including but not limited to location, level, job-related knowledge, skills, experience, and performance.

It is the policy of FORTNA and its affiliated companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, pregnancy or pregnancy-related condition, status with regard to public assistance, veteran status, citizenship status (if authorized to work in the U.S.), or any other characteristic protected by federal, state or local law. In addition, FORTNA will provide reasonable accommodations for qualified individuals with disabilities.

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