Sr. Director, Software Sales and Consulting

Company Description:
Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 6,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located across the globe. Dematic has implemented more than 4,500 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
Headquartered in Grand Rapids, MI, Dematic is a member of KION Group, a global leader in industrial trucks, related services, and supply chain solutions. Across more than 100 countries worldwide, the KION Group designs, builds and supports logistics solutions that optimize material and information flow within factories, warehouses and distribution centers. The company is the largest manufacturer of industrial trucks in Europe, the second-largest producer of forklifts globally, and a leading provider of warehouse automation.

Job Description:


This role is a strategic-level position reporting to the SVP, NA Sales and Business Development. This role is a hybrid, requiring the candidate to possess both sales growth and service growth skillsets. Dematic is committed to becoming the industry's best intralogistics solution provider of software-optimized solutions. To be successful, the candidate must own the required responsibilities, demonstrate the use of the listed skills, and drive change in a matrix organization by collaborating and behaving according to our values of Integrity, Collaboration, Courage, and Excellence.

  • Develop annual sales and strategic business plans, including go-to-market plans, for software license and commensurate services to drive revenue and increase market share.
  • Achieve planned software revenues, margin, and related objectives.
  • Manage the sales process, which includes revenue management, sales training, mentorship, performance measurement, and management.
  • Build, develop, and manage inside and outside sales teams who are capable of carrying out needed software sales initiatives.
  • Maintain key customer relationships; develop and implement strategies for expanding the company's customer base.
  • Drive evaluation of potential new and existing customers needs, and lead the team in a proactive post-sales approach with a focus on solutions.
  • Leverage customer insights to identify business opportunities and strategies.
  • Lead and assist with complex sales presentations, proposals and negotiations.
  • Create and conduct proposal presentations and RFP responses.
  • Collaborate with marketing team to develop and establish marketing strategies and programs.
  • Ensure as-sold margins are maintained by collaborating with professional services.
  • Develop and continuously optimize the process by which projects transfer from sales to professional services.
  • 10+ years of experience in consultative sales
  • 5+ years of experience in sales management
  • Exceptional track record of developing and implementing sales strategies that have consistently met or exceeded planned objectives
  • Four-year degree in business, marketing or related discipline
  • Ability to travel up to 50 percent
  • Proven ability to meet and exceed sales targets is a must
  • Experience with building a successful sales team
  • Skilled negotiator and persuader
  • Proven ability to overcome objections and influence outcomes
  • Proven success affecting change in a matrix organization
Personal Attributes
  • A leader
  • Target-driven
  • Energetic and enthusiastic with a can-do attitude
  • Gritty and resilient
  • Self-motivated

General Requirements: