Product Sales Mgr

National Presort (NPI), a Duravant company and leading provider of parcel automation, sortation, and material handling solutions, is seeking a Product Sales Manager for Integrator Sales to drive strategic growth through system integrators, warehouse automation providers, material handling organizations, and key end users throughout North America.

This role is responsible for developing and executing sales strategies that position NPI as the preferred parcel sortation partner within the rapidly growing e-commerce, parcel, logistics, distribution, and fulfillment markets. You will need to identify, develop, and close complex capital equipment opportunities while cultivating long-term relationships with integration partners, consultants, and end-user customers.

The successful candidate will serve as a market-facing leader responsible for revenue growth, bookings, profitability, pipeline development, and strategic account expansion. This individual will work closely with executive leadership, engineering, applications, project management, operations, and service teams to deliver innovative automation solutions that create measurable value for customers and drive profitable growth for NPI.

Essential Duties and Responsibilities

Strategic Business Development

- Develop and execute strategic sales plans to drive growth of NPI's parcel automation and sortation business through system integrators, material handling providers, and strategic channel partners.

- Identify and pursue new opportunities within parcel, e-commerce, retail distribution, fulfillment, third-party logistics (3PL), courier, and warehouse automation markets.

- Establish and maintain executive-level relationships with key stakeholders within target integrator and end-user organizations.

- Identify emerging market opportunities, industry trends, customer needs, and competitive threats to support NPI's growth objectives.

- Serve as a market expert and trusted advisor to customers and partners.

- Represent NPI at industry conferences, trade shows, customer events, and networking opportunities.

Sales Leadership and Revenue Growth

- Own the complete sales cycle from prospecting and qualification through solution development, proposal preparation, contract negotiation, and order acquisition.

- Develop and maintain a robust sales pipeline capable of achieving annual bookings, revenue, and profitability objectives.

- Lead customer presentations, discovery sessions, technical reviews, and executive-level discussions.

- Develop account strategies and engagement plans for key integrator and strategic accounts.

- Utilize consultative selling techniques to identify customer challenges and align NPI solutions with business objectives.

- Provide accurate opportunity management, forecasting, and reporting through CRM systems and sales management tools.

- Negotiate commercial terms and contracts consistent with company objectives and profitability targets.

Integrator and Strategic Account Management

- Establish, strengthen, and expand partnerships with major system integrators, warehouse automation companies, and material handling firms.

- Serve as the primary commercial contact for strategic integrator relationships.

- Develop long-term account growth plans that increase market penetration, customer retention, and repeat business opportunities.

- Monitor project activity, capital spending trends, bid opportunities, and competitive market activity.

Cross-Functional Leadership

- Collaborate with applications engineering, project management, operations, service, and executive leadership teams to develop customer-focused solutions.

- Ensure successful transition of awarded projects from sales through project execution and customer acceptance.

- Provide customer and market feedback to support product development, innovation initiatives, and business planning efforts.

- Participate in annual strategic planning, budgeting, forecasting, and market development activities.

- Contribute to marketing initiatives, sales enablement programs, and industry awareness efforts.

Market Intelligence and Business Planning

- Continuously gather and communicate market intelligence, competitive information, pricing trends, and industry developments.

- Identify new market segments and growth opportunities that align with NPI's strategic objectives.

- Support business case development for new products, services, and market initiatives.

- Maintain comprehensive records of customer interactions, opportunities, forecasts, and account activities within CRM systems.

Qualifications

- Bachelor's degree in Business, Engineering, Supply Chain, Logistics, Marketing, a related field, or equivalent combination of education and industry experience.

- Five (5) or more years of successful sales experience in industrial automation, parcel automation, warehouse automation, material handling systems, logistics technology, or related capital equipment industries.

- Demonstrated success developing and closing complex, high-value sales opportunities.

- Strong understanding of distribution center operations, warehouse automation, parcel handling systems, and fulfillment processes.

- Proven ability to develop executive-level customer relationships and influence key decision makers.

- Experience managing lengthy sales cycles involving cross-functional stakeholders.

- Excellent communication, presentation, negotiation, and consultative sales skills.

- Strong business acumen and financial understanding related to capital equipment sales.

- Ability to travel throughout North America up to 50%.

Preferred

- Experience selling parcel sortation systems, conveyor systems, warehouse automation equipment, robotics, or integrated logistics solutions.

- Existing relationships with leading warehouse automation, material handling, and systems integration firms.

- Experience working with parcel carriers, large-scale distribution centers, fulfillment operations, or third-party logistics providers.

- Knowledge of system integration project delivery methodologies and capital procurement processes.

- Experience selling solutions through channel partners and strategic alliances.

Competencies

- Strategic Thinking and Planning

- Business Development and Market Expansion

- Consultative Solution Selling

- Executive Presence and Influence

- Relationship Building and Account Management

- Contract Negotiation

- Financial and Commercial Acumen

- Technical Aptitude

- Cross-Functional Leadership

- Communication and Presentation Skills

- CRM and Forecast Management

- Results Orientation

Performance Expectations

The successful candidate will be evaluated on:

- Annual bookings performance

- Revenue growth and profitability

- Pipeline development and conversion metrics

- Strategic integrator account growth

- New account acquisition

- Forecast accuracy

- Customer and partner engagement

- Market share growth within parcel automation and sortation markets

- Expansion of strategic integrator partnerships

- Recurring revenue growth opportunities