Summary:

This position will be responsible for driving profitable growth in the Industrial segment's Smart Devices solutions offering which includes the following products: Industrial Control, Sensors/Safety/Connectivity, Machine Vision, Bar Code, RFID, Pneumatics, Small Controllers, and Distributed I/O. The Smart Devices Technical Specialist will be the technical liaison between product manufacturers and the distributor, provide marketing and commercial leadership for sales growth, be responsible for supporting the Commercial plan for these businesses and take a lead role in developing a competency plan to ensure that support functions (inside/outside sales) are adequately prepared to maximize share gain for these businesses in their authorized territories. Additionally, the expectation of the Smart Devices Technical Specialist is to commercially support the Services business as part of its day-to-day activities.

Key Responsibilities & Essential Functions:

This position will be responsible for ensuring that the following activities occur for the Smart Devices business within the authorized territory:

• Ensure a consistent level of support for customers within the authorized territory
• Be a single point of contact for each business unit
• Document and execute a competency plan for the authorized territory
• Lead commercial activities around driving conversions and migrations at key accounts
• Identify and pursue competitive target accounts for each planning segment
• Maintain a funnel that is adequate for planning segments within the Smart Devices planning segments to meet growth goals
• Focus on revenue performance for the Smart Devices business to meet annual plan goals
• Create, own, and execute a business plan for each planning segment

Requirements

Critical Success Factors:

1) Technical Competency

• Effectively and accurately handles most technical questions and objections for assigned products
• Understands the complementary product lines with the Smart Devices business
• Demonstrates the ability to describe the fundamentals of motor control, logic and power products, presence sensing, safety products, Pneumatics, Machine Vision, Bar Code, RFID, Small PLC controllers, and Distributed I/O products
• Assists customer in understanding of common applications including certifications and safety directives
• Understands trends with developing standards surrounding safety and certification regulations
• Basic understanding of networks - able to articulate the value of EtherNet versus other field device networks
• Communicate commercial and technical product issues to our supplier domain experts and business units
• Develop competency programs for Distributor sales, specialists, and self

2) Marketing Competency

• Act as the point person for the Smart Devices business strategy for the authorized territory they support
• Support the development and implementation of the distributor business plan for the Smart Devices business
• Analyze and document market conditions, competitive offerings and identify opportunities for growth in the Authorized territory they support
• Be able to articulate the value proposition of the products supported both commercially and technically
• Administer and implement marketing, promotion programs, and product launches for Smart Devices offerings

3) Sales Leadership Competency

• Effectively collaborate with and gain trust of Account Managers
• Exceed growth targets in business revenue and management objectives
• Ensure sufficient funnel in the Smart Devices business space to achieve revenue plan
• Coordinate sales teaming efforts required to identify and close account conversions and project sales opportunities
• Accurately document value added benefits that are provided by the offered solutions

Job Requirements/Specifications:

• Bachelor degree in engineering or Technology diploma in related technical field, or equivalent experience is required
• Demonstrated knowledge & understanding of motor control, presence sensing, safety, Machine Vision, Bar Code, RFID, Small PLC Controllers, and Distributed O/O solutions
• Ability to learn design practices surrounding certifications, system coordination and system safety
• Strong interpersonal communications, analytical and problem solving, organizational and written/verbal communication skills required
• Ability to influence and guide team members when require
• Ability to gain trust and influence customers towards desired outcomes

Several factors are considered in making compensation decisions at Van Meter; including but not limited to education, skill sets, work experience and training, and other business and organizational needs. Please note that compensation may be below the lower end of the range when the minimum requirements of the role are not met and the higher end is reserved for candidates with extensive experience and qualifications that exceed the requirements of the role.

Van Meter offers a comprehensive benefits package, including medical, dental, and vision insurance, pet insurance, company paid life and disability insurance, paid time off including holidays, 401(k) with company match and an Employee Stock Ownership Plan.

Salary Description

$97,300 - $131,700