The Company: A Global Leader with a Start-Up Culture

As the world leader in the fast-paced machine vision industry, Cognex is changing how companies bring their products to market. Cognex brings automation to all industries – across the world – to improve how companies bring their products to market. From electric vehicles to medical supplies to smartphones, manufacturers across the globe depend on Cognex to ensure their products are safe and defect-free. With over $800 million of cash in the bank and no debt, we are a financially strong company with a fast-paced, creative, and quirky culture. We proudly call ourselves “Cognoids” and while we work hard, we know how to play, too. We embody the company motto of “Work Hard, Play Hard, Move Fast” from ultimate frisbee tournaments to skydiving team outings to Halloween costume contests. Cognex rewards Cognoids who are willing to take risks, innovate, and push to find new and better ways to advance machine vision.

The role

This position is responsible for managing the field sales organization for Cognex’s Territory Sales Organization within a defined territory. This position requires strong collaboration and partnership with sales training, and human resources. The employee will be managing a team of 5 to 8 comprised of Associate Territory Sales Engineers (ATSEs), Territory Sales Engineers (TSEs) and Senior TSE or Team Leads. The TSL will be creating sales metrics, KPIs, SOPs, demo scripts for his TSE to execute, run Demos and other sales related activities. The employee will be responsible for achieving the quota, key sales metrics and objectives for his team for their cumulated assigned Territory

Essential Functions:

• Defining, developing, and executing against sales specific metrics, KPIs, and processes that are maximizing efficiencies, ensuring scalability in order to achieve sales quota and increased market share for a given sales territory in Tier 4 accounts.
• Manage, guide and coach, a team of Territory Sales Engineers (TSEs) utilizing data and metrics and a proven sales method and model.
• Recruiting and on-boarding program initiatives with sales training, human resources and product owners.
• Conduct weekly hands-on, in-person team meetings in order to review key initiatives, provide status reports, and strategize for the future
• Provide first line support and/or escalation for TSEs for their accounts
• Inform and communicate with Sales Training and Human Resources regarding training and developments gaps and requirements
• Maintain high connectivity with TSEs in order to assess progress and achievement of KPIs and other sales metrics
• Forecast and funnel generation responsibility for TSE assigned territory
• Set the example for Cognex demonstrations, sales processes, and communications
• Evaluate TSE performance utilizing sales metrics and Cognex culture.
• Ensure that TSEs are following the burn grass, delta sell sales process.
• Validate constantly that the proper product demonstration technique is being followed.
• Ensure that the CRM is updated daily by TSEs and that data is inputted properly
• Review playbook dashboards daily to ensure that leads are being followed up on properly and in a timely manner.
• Assist in the negotiation of pricing and terms and conditions for the TSE team
• Create a work environment that promotes the Cognex Culture.

Knowledge, Skills, and Abilities:

• Proven track record of utilizing a defined sales process to coach, guide, and manage a sales team
• Excellent ability to motivate, communicate direction and provide guidance to obtain results
• Ability to analyze and read sales data to make decisions / recommendations for individuals and groups
• Must be able to solve technical problems and learn new automation technologies
• Forecast bookings by analyzing sales metrics and other key performance indicators
• Experience selling at a high level within organizations.
• Knowledge and experience working with Customer Relationship Management software to manage business.

Minimum education and work experience required:

• Three to five years of technical sales experience
• Leadership experience in a sales environment that values and focuses on metrics to achieve results
• Ability and means to travel over 75% of the time, with 25% overnight travel
• Must be able to lift over 20lbs and demonstrate Cognex products in front of customers and for the sales team

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.