Job Details
Company Name-Wipro PARI
Vision:
To be in the world s leading warehouse automation solutions companies serving the global industrial sector.
Mission:
Provide end to end Warehouse Automation solutions (ASRS / AMRs / Conveyors / Gantry / Robotic Palletizing etc.) to manufacturing businesses enabling them to be automated, digitized, and smart.
Join Wipro - PARI, a world class automation & technology firm, and work in a team who is dedicated to making manufacturing smarter, faster, and safer. Wipro PARI is an international warehouse and material handling automation firm with a North American operation located in Rochester Hills, MI. The North American headquarters works with regional, national, and international businesses to provide a variety of unique and cutting-edge automation solutions. In the last 20 years, Wipro PARI-North America has grown exponentially and is looking to add to their vibrant, multicultural team. Wipro PARI has the vision to utilize its expertise and resources to bring the best solutions in automation and robotics to its customers. Through our global reach and technical prowess, we offer a comprehensive slew of industrial automation solutions, including turnkey physical automation projects and digital factory initiatives to serve our customers. Wipro PARI recently acquired a leading Italian warehouse automation solution provider, Ferretto which makes our product offerings and global presence much stronger.
To apply to this position please send a resume and cover letter (detailing why you are the best fit for the job no longer than one page) to Nachiket Deo (...@wipropari.com) with the subject heading, Sales Manager Logistics & Warehouse Automation.
Position: Sales Manager (Logistics & Warehouse Automation)-USA
Location: Michigan, United States
Education: University Graduate / Masters in engineer in mechanical engineering or Electrical/ Control system engineering.
Job Description:
1. Prospecting and Lead Generation:
Conduct thorough research on the target market in North America, including industry trends, competitor analysis, and customer demographics.
Analyze market data to identify potential opportunities for warehouse automation and develop strategies to penetrate the market effectively in Automotive, 3PLs, Beverages, Chemicals/Pharma, Cold Chain, Courier & Parcel, E-Commerce, Fashion / Apparels / Shoes, Food, Dairy, Retail, Storage and Distribution, Textile, Tires
Identify and prioritize target accounts and key decision-makers within those organizations.
Generate leads through past experiences & outbound prospecting activities such as cold calling, email campaigns, networking events, and referrals.
Identify and appoint new Sales Reps (freelance agents) to boost market penetration
Standard Presentation material will be provided but depending on the customer needs develop and deliver compelling sales presentations and demonstrations to prospects, highlighting the value proposition of our solutions.
Handle the processes for supplier registrations at new customers
Coordinate with cross functional teams for NDA / General Terms & Conditions etc. completion.
Engage in consultative selling to understand the unique needs and challenges of prospects and tailor solutions to meet their requirements.
2. Pipeline Management and Forecasting:
Maintain a healthy sales pipeline by consistently identifying and pursuing new opportunities.
Accurately forecast sales projections and provide regular updates to senior management on sales performance and market trends.
3. Proposal Management and Review Mechanisms:
Serve as a liaison between proposal team and customers/sub-suppliers to ensure technical and commercial effectiveness to win the bid
Coordinate with cross-functional teams in developing proposals and conducting proposal milestone meetings, which sometimes occur outside the EST 8-5 time zones
Understand cultural nuances and communication styles amongst teams
Review and analyze Request for Quote (RFQ) and communicate technicalities and specifications given by customer to the rest of the team.
Ability to track and support multiple proposal activities simultaneously while maintaining deadlines
Validating final proposal and submitting final package on customer s proposal portals
Coordinate meetings to solve technical issues if/when they arise between Proposal Team, Technical Team and customer
Understand impact of terms and conditions, payment terms & other non-price commercial elements to ensure proposals meet internal governance & profitability expectations.
Manage RFQ and purchase order portals and communicate outcomes to entire team
Review orders received and organize project handover, where required.
4. Relationship Building and Account Management:
Develop and maintain relationship with key stakeholders to stay relevant on potential RFQs and give insight to competitive bids
Build and sustain viable relationships by responding quickly to emails, answering phone calls, and doing weekly client visits in the assigned area
Scout for new business opportunities
Go above and beyond to generate customer satisfaction and delight
Collaborate with internal teams such as proposal engineering, design, projects, customer support to ensure seamless onboarding and ongoing customer satisfaction.
5. Sales Reporting and Analysis:
Track sales activities, metrics, and KPIs to measure performance against targets and identify areas for improvement.
Generate sales reports and provide insights and recommendations for optimizing sales strategies and processes.
6. Other Task as Assigned
Process improvements.
Introducing new industry specific suppliers / integrators / service providers.
A successful candidate will have:
- Winner s mentality.
- Interpersonal and intercultural communication skills.
- Innovative go-getter and problem solver.
- Ability to work with diverse, multi-cultural teams.
- Extrovert personality with natural ability to make connections and build relationships.
- Drive and passion to get the job done.
Required Skillset:
- Familiarity with warehouse automation technologies such as ASRS, AMRs, Palletizing, Conveyance, and warehouse management systems (WMS) is essential.
- Proficient in understanding the customer requirement and handling discussions with customer for layout, cycle time, understanding throughput, payloads, safety requirement, etc.
- Proficiency in Microsoft Suite
- Ability to make effective, succinct presentation.
- Superior analytical and decision-making ability.
- Works well under pressure.
- Excellent at working on multiple projects while meeting deadlines.
- Well organized.
- Willingness to go the extra mile to seal the deal.
Preferrable Application segment experience:
Conveyor and automation systems.
Robotic integration systems.
ASRS, Warehouse Automation, Intralogistics Automation
Preferred Skills:
- Basic knowledge of B2B sales
- Excellent interpersonal skills
Travel:
Conditions of Employment:
- Valid driver s license and mode of transportation
In Addition, We Offer the Following Benefits to Our Employees:
We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements.
- Medical, Dental & Vision Insurance
- 401(k) Retirement Program
- Generous Holiday & Vacation Program
This position reports to the Head (Logistics & Warehouse Automation Business) located in Rochester Hills, Michigan. This position can be working remotely or from the Michigan office based on candidate s location. In case of remote working, monthly visit to Michigan office would be expected.
If you are ready to be challenged and work hard, this is a right job for you.
Thank you.