Director Of Sales, Process Automation

The Director will collaborate closely with the Director of Operations, Branch Managers across North America, a team of direct reports (Business Development Managers), and the Vice President of Sales. Together, they will drive the growth of Process Automation sales within targeted accounts. Our primary focus will be on specific industries, including Oil & Gas, Chemical, Agriculture, and other continuous processes. The Director will effectively coordinate marketing, sales, solution development, and account management efforts with JMP Business Units dedicated to serving these industries.

What Would a Typical Day Look Like?

General Management and Planning Group Participation

• Planning Group participation – Be a key participant in the development and execution of the Divisional Sales operating plan for the current and upcoming fiscal years. This includes JMP’s Strategic Planning Management Process (SPM) where we define and set our annual and three-year objectives and goals.
• Develop business relationships with targeted customers and influencers in the process control space.
• Collaborate with other managers to develop business plans for different verticals and service areas as well as support cross sell across the Convergix platform.
• Work with strategic partners to assist in annual joint account planning initiatives.
• As part of Sales Leadership Team – provide advice, guidance, and feedback to the Vice President of Sales, as well as to the Executive Team as needed.
• Achieve business targets on a regular and consistent basis (referred to as the sales operating plan).

Business Development and Account Management

• Participate in marketing activities such as trade shows, seminars, and content development for web materials, white papers, and specific target account collaterals.
• Assist in developing the annual sales target plan for specified Business Units. Therefore, meet and exceed sales targets on a quarterly basis, including pipeline development targets and metrics.
• Provide input to other Business Development Managers to develop solution marketing concepts and plan.
• Assist Marketing in the development of the “Buyers Journey” to aide in growing an efficient pipeline.
• Lead the growth of new Process Automation opportunities from existing and target accounts across North America.
• In conjunction with the Vice President of Sales, develop an account based bookings plan to approach new and current contacts regarding JMP capabilities and offerings (drive and build upon the JMP Sales Process).

Solution Development

• Provide input and/or leadership to develop vertical solution concepts.
• Provide input and/or develop specific customer-based solutions and the preparation of related recommendations and proposals.
• Work with service delivery managers to create quotations.

Career Development

• Provide mentoring and detailed assistance to Process Automation project managers and Process Automation System centric Business Development team members.
• Help determine technology training and education opportunities for key Process Automation Business Development resources.
• Develop competencies to maximize impact and personal capabilities.
• Develop and document Process Automation account management practices for adoption by JMP customer service/account management staff.

Coordination

• Lead cross selling communication with other Sales Directors.
• Communicate line of business needs to the Regional Managers.
• Obtain appropriate input from vertical business lines and business support to coordinate activities and resources to meet the business plan.

What Qualifies You for this Opportunity?

• Strong business acumen and ability to determine long-term value
• Reliable transportation and an ability to travel within the US and Canada
• Manage vendors and channels
• 3+ years of experience leading and managing growth-oriented sales teams.
• Experience driving individual accounts success
• Background in consulting or practice lead
• 10+ years of experience in driving services and engineering centric sales.
• An established network of business contacts and customers within the Process Automation industry.
• Experience in developing and implementing strategic direction with Fortune 100 customers backed by company senior management for desired ECE outcome
• Ability to create and foster strong relationships
• Outstanding communications skills, including written skills and verbal skills
• Motivated and passionate about working with people and overcoming challenges through collaboration and a win-win paradigm
• Experience in developing, negotiating, and implementing complex sales opportunities that result in large corporate initiatives based on a trusted advisor relationship
• A deep work history in Process Automation & Controls in the Chemical and/or Oil & Gas and/or Metals vertical markets.
• Demonstrated leadership and influence characteristics
• Experience in leading and driving program management sales
• Proven track record in driving Sales

What does JMP Offer You?

Here at JMP, we offer a very generous compensation and benefits package including:

• 401K Matching
• Dental coverage
• RRSP Matching
• And more!
• Health

JMP Solutions (a Convergix Company)

Founded in 1987, JMP is an automation systems integrator offering solutions to diverse industrial and consumer end markets. It designs, engineers, and integrates hardware and software to automate its customers’ manufacturing and production facilities. Headquartered in London, Ontario, with an established North American footprint consisting of 17 office locations across the U.S. and Canada, the Company’s multi-geographic branch model provides it with a strategic advantage over smaller, sub-regional competitors, allowing it to provide targeted, local support while also growing with its blue-chip customer base across geographies and applications. We are certified as a “Great Place to Work” in both Canada and US. We have also been awarded one of the “Top 50 Best Workplaces Canada” nine (9) times, including Best Workplaces for Inclusion, for Women and Professional Services 2021 and 2022

What does success look like at JMP?

At JMP, our employees bring more to the table than simply their technical skills. Essential to success at JMP, employees are constantly flexing the following soft skill behaviors to compliment the technical aspects of their roles.

• Tenacity: purpose, determination, drive, perseverance
• Personal Effectiveness: strong communication, adaptability, self-awareness, negotiation, problem-solving
• Sense of urgency: responsiveness, energy, engagement, loyalty
• Accountable: takes ownership, responsible, go-to person, decisiveness
• Smarts: comprehension, learning aptitude, skillfulness, brain power

What does JMP value?

Our values are our foundational concepts on which we build JMP; we adhere to these no matter what mountain we climb.

• Leadership: We value people who lead by example, take pride in what they do and inspire others
• Respect: We promotes a caring environment of mutual respect for employees, customers, partners, and communities
• Relationships: We identify professional working relationships and create opportunities to develop those relationships
• Integrity: We do what we say we will do, every time, all the time.
• Excellence: We set high standards of performance for ourselves and our team
• Collaboration: We team together to achieve far more than we could on our own

Why join the JMP team?

As a growing company in the industrial technology industry and rooted with strong corporate values, JMP Solutions can offer a unique value proposition to employees. Our employee promise is a rewarding employee experience delivered through a focus on three key areas:

• Development and Career Growth
• Flexibility and Collaboration
• Impact and Recognition

ABOUT CONVERGIX AUTOMATION SOLUTIONS

Convergix Automation Solutions is a Global Systems Integrator specializing in custom automated manufacturing systems including, robotics, controls, material handling, information and software systems, process automation in a variety of manufacturing industries. With over 900 employees, 25+ Locations worldwide and $300M in Sales, Convergix is growing organically as well through acquisition to become a leading $1B Automation Integration global partner. We are a single source automation solutions provider that leverages the geography, technology, industry expertise and capacity of the entire Convergix portfolio across the entire value chain for our customers in a diverse set of industries.

Learn more about us: https://convergixautomation.com/

We thank all candidates for their interest, however only those considered for an interview will be contacted.

JMP Solutions has an accommodation program in place that provides reasonable accommodations for employees with disabilities. If you require a specific accommodation because of a disability or a medical need, please contact Human Resources.