Sales Engineer Material Handling

Adaptec Solutions is an industry-leading, North American integration partner, engineering diverse material handling and automation equipment with aftermarket service support.  With a strategic focus on manufacturing, distribution, and warehousing companies, Adaptec’s value resides in our adaptability to create superior, truly tailored solutions for our customers. 

LOCATION: Rochester, NY

JOB SUMMARY:  

As an integral part of our sales team, your primary responsibility will be to drive revenue growth by targeting new prospects and nurturing existing customer relationships within your designated territory. You will be expected to achieve sales targets and maintain consistent activity metrics designed to ensure high levels of customer satisfaction.

JOB DUTIES & RESPONSIBILITIES:  

• Identify and pursue new business opportunities within the Material Handling sector to expand our customer base and drive sales growth.
• Build and maintain strong relationships with existing customers, understanding their needs to provide tailored solutions and enhance customer satisfaction.
• Leverage opportunities to introduce and promote Adaptec’s automation business segment, maximizing sales potential across our product lines.
• Meet or exceed sales targets and KPIs set for your territory.
• Stay informed about market trends and competitor activities to effectively position our offerings and anticipate customer needs.
• Work closely with other team members and departments to ensure a cohesive approach to sales and customer service.
• Manage all aspects of quoting process (site visits, vendor identification, estimating, design, presentation, acceptance, implementation). For complex opportunities you will have access to an Applications Engineer to assist with vendor identification, estimating and design.
• Regularly update the lead, quote, and order activity in company’s CRM software, Salesforce.
• Regular travel to visit with customers and prospects is expected in a limited geographic region.  Overnight travel is possible, but rare.  
• Travel for manufacturer training and company sales meetings may be required.

EDUCATION and/or EXPERIENCE:  

• Mechanical/Manufacturing or Process Engineering background preferred.
• Experience working in the Material Handling industry.
• Experience in industrial technical sales.
• Strong understanding of the application of material handling and engineered products. (Racking, conveyance, lifting devices (cranes), modular offices and mezzanines.)

SKILLS AND CHARACTERISTICS NECESSARY TO PERFORM THE JOB:  

• Proven experience in sales, preferably in Material Handling or a related field.
• Strong understanding of sales techniques and customer relationship management.
• Ability to identify and capitalize on cross-selling opportunities.
• Excellent communication, negotiation, and interpersonal skills.
• Self-motivated with a results-driven approach.
• Familiarity with CRM software and sales tracking tools.

MEASUREMENTS OF SUCCESS:  

• Consistent in-person site visits committed outbound prospecting, monthly quota attainment and as sold estimate gross margin target achievement.
• Timely delivery of quotes and communication with customers & prospects.

In compliance with pay transparency requirements, the salary range for this role is $55,000 - $90,000. The salary range provided is a general guideline. When extending an offer, Adaptec Solutions considers factors including but not limited to experience and geographic location. Adaptec Solutions also offers a variety of benefits including generous paid time off (PTO), 11 paid company holidays including your birthday, health, dental and vision insurance, HSA/FSA accounts, 401(k) match, short-term/long term disability coverage and basic life/AD&D insurance and education assistance.

Adaptec Solutions provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.