Under general supervision, the Solution Sales Consultant – General Industries is responsible for identifying, developing, and leading strategic solution sales opportunities with End Users, OEMs, System Integrators, and corporate accounts within Food & Beverage (F&B), Consumer Packaged Goods (CPG), Electronics Manufacturing Services (EMS), and other priority industrial markets.
This role represents MEUS-IAD’s commitment to helping customers solve complex business, production, engineering, maintenance, and operational challenges by leveraging the full portfolio of hardware, software, robotics, control, motion, digitalization, services, engineering, system integration, and partner capabilities.
The position combines Solution Selling, Key Account Management, and corporate account development skills. The incumbent leads the commercial process from prospecting, discovery, needs analysis, and value creation through proposal, specification, negotiation, and customer purchase commitment, coordinating internal and external resources to deliver the right business outcome for each account.
POSITION DUTIES AND RESPONSIBILITIES
- Identify and qualify strategic target accounts, projects, and opportunities with End Users, OEMs, System Integrators, and corporate accounts aligned with General Industries growth priorities and the ideal customer profile.
- Develop new opportunities through direct prospecting, microsegment analysis, referrals, marketing leads, distributor activities, industry events, networking, plant visits, corporate meetings, and documented CRM activity.
- Lead commercial and technical discovery meetings to understand the customer’s business drivers, operational challenges, production processes, technical environment, decision process, budget expectations, success criteria, and risks.
- Develop discovery agreements, automation assessments, account plans, stakeholder maps, opportunity strategies, and value propositions that connect customer needs to Mitsubishi Electric Automation solutions.
- Manage strategic accounts with a Key Account Manager mindset, including account mapping, identification of related sites, multi-level relationships, executive reviews, growth plans, retention strategies, account expansion, and corporate development.
- Build trusted relationships with plant, regional, and corporate stakeholders, including technicians, maintenance, engineering, production, purchasing, managers, directors, executive sponsors, and financial and operational decision makers.
- Lead the sales process from initial customer engagement through proposal, specification, negotiation, opportunity close, and customer purchase commitment.
- Determine the appropriate path to market early in the sales process, including direct engagement, channel involvement, System Integrators, OEMs, Solution Partners, or internal resources, aligned with territory strategy and management approval as required.
- Collaborate with Field Application Engineers, Solution Development, Product Management, GIS, Services, Customer Care, Sales Operations, authorized distributors, qualified integrators, and technology partners to build complete customer solutions.
- Position the full MEUS-IAD portfolio, including PLC, HMI, motion, servo, drives, controls, industrial networks, robotics, CNC, software, SCADA, data acquisition, digital engineering, services, digital solutions, and low voltage products as part of a broader integrated solution.
- Facilitate demonstrations, technical workshops, commercial presentations, business reviews, executive proposals, and customer alignment sessions to support decision making.
- Develop and maintain territory, account, and opportunity plans that define target accounts, commercial priorities, strategic pursuits, forecasted revenue, risks, next steps, competitors, and required internal support.
- Accurately document sales activity, discovery findings, contact maps, opportunity stage, win/loss reasons, next steps, leading indicators, and forecast information in Salesforce CRM or another company-defined platform.
- Maintain a strong working knowledge of industrial automation, customer applications, F&B, CPG and EMS trends, competitive alternatives, manufacturing standards, productivity challenges, and MEUS-IAD solution capabilities.
- Develop relevant industry contacts through associations, trade shows, key plants, corporate groups, integrators, and automation ecosystems to strengthen opportunity generation and brand positioning.
- Transition transactional or lower-potential opportunities to the appropriate commercial resource, distributor, or partner when aligned with territory and account strategy.
- Complete monthly and annual forecasts, pipeline reviews, account plans, sales activity commitments, and business reports as required by management.
- Perform other job functions as assigned.
Supervisory / Managerial Responsibilities
- None as a direct people management responsibility. This role may lead internal resources, partners, integrators, and cross-functional teams in a matrixed manner to develop strategic opportunities.
Travel Requirements
- 40%-60% travel based on customer demand, within assigned region.
ESSENTIAL EDUCATION, SKILLS AND EXPERIENCE
- Minimum 5 years of industrial automation, technical sales, business development, or consultative commercial experience in B2B industrial environments.
- Bachelor’s degree in Electrical Engineering, Mechanical Engineering, or equivalent related experience.
- Proven experience developing strategic accounts, corporate accounts, or key customers in industries such as F&B, CPG, EMS, packaging, discrete manufacturing, industrial processes, or related segments.
- Experience working with End Users, OEMs, System Integrators, distributors, and technology partners to identify needs, develop opportunities, and advocate automation solutions.
- Product and application knowledge in PLC, HMI, VFD, servo/motion, industrial networks, robots, SCADA, data acquisition, industrial software, digitalization, services, and integrated solutions.
- Ability to lead commercial discoveries, ask effective questions, document customer needs, quantify business impact, and translate operational and business challenges into value propositions.
- Strong Key Account Management capabilities, including account planning, account mapping, multi-level selling, executive selling, stakeholder management, account growth, and corporate relationship management.
- Experience managing complex opportunities, long sales cycles, multi-functional decision processes, technical/commercial negotiations, and internal resource coordination.
- CRM discipline, preferably Salesforce, for documenting activity, pipeline management, forecasting, opportunity follow-up, account plans, and commercial metrics.
- Excellent written and verbal communication skills in English and Spanish as required by customer, corporate, and internal interactions.
- Ability to communicate with plant users, technicians, engineering, maintenance, purchasing, managers, directors, and corporate executives while adapting the message to the audience level.
- Computer proficiency with Microsoft Office components: Outlook, Word, Excel, PowerPoint, and digital collaboration tools.
- Strong organizational and time management skills to manage schedule, travel, priorities, customer follow-up, and business reporting independently.
BENEFICIAL EDUCATION, SKILLS AND EXPERIENCE
- Sales process training such as Wilson CSP, Challenger Sales, Value Selling, Solution Selling, strategic negotiation, Neuroselling, or equivalent consultative selling methodology.
- Experience positioning bundled or integrated solutions that include hardware, software, services, digital engineering, system integration, robotics, support, and partner capabilities.
- Advanced Salesforce CRM, Power BI, pipeline analytics, forecasting, and commercial reporting experience.
- Experience developing strategic account plans, territory or account SWOT analyses, target account lists, sales cadences, and measurable pipeline creation goals.
- Established network of contacts in F&B, CPG, EMS, System Integrators, OEMs, manufacturing plants, industry associations, or corporate groups.
- Knowledge of production processes such as packaging, bottling, food processing, consumer goods, electronics, assembly, material handling, traceability, quality control, and productivity improvement.
- Experience with digital transformation, Industry 4.0, IIoT, data analytics, operational efficiency, OEE, traceability, predictive maintenance, or smart manufacturing solutions.
- Ability to prepare executive proposals, business cases, ROI presentations, value analyses, and quarterly business reviews.
