Sales Director - Industrial, Power Infrastructure & PCI

Summary

Celestica is dedicated to delivering end-to-end product lifecycle solutions to drive our customers’ success. Our growing Advanced Technology Solutions (ATS) organization focuses on applying Celestica's advanced capabilities, knowledgeable people and innovative tools to enable companies in the industrial, IoT and Power Infrastructure markets with highly complex, mission critical applications to improve their competitive advantage. 

We are currently expanding our Advanced Technology Solutions (ATS) Sales organization and are seeking an experienced sales leader to help drive the growth and shape the future of a collaborative, high performance, growth oriented business unit. 

At Celestica, our people make the difference…..

We are looking for a Sales Representative, Manager or Director level, who is passionate and results-oriented to be part of our global ATS organization. If you are a highly motivated individual who can align unique insights to key customer priorities and can engage customers by deliberately linking their business priorities to our value propositions, then we want you on our team. 

Detailed Description

As the Sales Manager/Director, you will be responsible for targeting new customer engagements across our various Industrial, IoT and Power Infrastructure markets (Industrial Automation, Test and Measurement, Smart Buildings, Transportation Controls, Energy Generation, Energy Storage, Data Center Infrastructure, Drives, Metering and Robotics).

The incumbent is accountable to:

• Develop strong and long-lasting insight based relationships with our customers and identify mobilizers.  The incumbent will act as the primary sales interface for several accounts on a regional basis.  More specifically:

• Investigates potential new opportunities within the account 

• Hunts for new accounts or regions

• Gains competitive intelligence and always ties insights back to our unique strengths in the market 

• Creates opportunities to provide a unique and contrarian perspective during commercial conversations and is able to reframe the way customers view their business 

• Have deep knowledge of customer’s business current macro and microeconomic trends, industry trends and potential new business opportunities 

• Engages the customer by deliberately tying their business priorities to our value proposition 

• Manages the overall customer relationship process while supporting business development in the planning and execution of the account strategies, tactics and selling propositions.

• Acts as the Customer advocate to ensure that the organization remains customer-focused. 

• Acts as the main focal point to understand customers needs and requests, manages them and delivers business proposals and RFQ responses to customers.

• Maintains a minimum revenue accountability (a personal sales quota) equivalent to at least US$5M in value-add. 

• Establishes value before ROI/financial terms.  Is able to qualify and quantify the impact of maintaining the status quo or pursuing competitor’s solutions.

Knowledge/Skills/Competencies

• Experience in the Challenger Sales methodology is highly preferred 

• Strong communication, interpersonal, relationship management and professional sales skills 

• Have the ability to work on, and close, multiple prospects simultaneously 

• Experience in high complex service selling within a global network

• Understanding of technical and manufacturing process fundamentals related to electronics and electromechanical products

• Proven track record of developing business with new clients / developing new markets led by a technical background (either in manufacturing or engineering) 

• Fostering and building relationships with existing clients as required 

• Strong strategic planning and execution skills 

• Ability to understand Profit and Loss modeling and sales impacts to improving customer financials 

• Value based solution selling, business judgment, negotiation and decision-making skills. 

• Experience working and selling with senior level executives. 

• Extremely strong team management skills 

• Exceptional ability to work with others as part of a cross-functional team 

• Experience working with vast remote cross-functional teams in large matrix organizations 

• Demonstrated ability to have successfully carried a sales, revenue or operational quota gains 

• Minimum of 5 years of experience in business development and client relations within a manufacturing and/or engineering service organisation

• Creative In setting up sales campaigns and strategies in order to attract customer interests   

• Languages: Fluent English; German of advantage

• Business Travel is required 30-50%

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.