Dematic Sr. Enterprise Solution Consultant in Grand Rapids, Michigan
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 around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
Headquartered in Atlanta, Georgia, 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.
Essential Role and Responsibilities:
Dematic Corp. has an immediate need for Sr. Enterprise Solution Consultant to support the startup business focused on Enterprise Solutions for North American. This person will be part of our expanding Sales team focused on initiating and growing enterprise solution type business targeting large, complex opportunities that require integrated solutions with multiple technologies and a high software content. This key position will support our regional solution teams in the design and support of advanced automation solutions to capture a significant share of the growing market. As the senior consultant this person will also be responsible for collaborating with Solution Development and Sales professionals to leverage individual skills and team processes to develop insight-driven, end-to-end supply chain solutions that improve customer operations, enhance productivity, protect profit and reduce risk.
Leverage knowledge of targeted vertical markets and appropriate Dematic solutions to assist business development and marketing efforts to build focused pipeline.
Work in conjunction with other Dematic functions to provide the best solution to the customer (ES & Regional Sales, Solution Development, Project Management, Engineering, Finance, etc.)
Assist Sales in qualifying new opportunities and those in the existing sales funnel by leveraging market and solution expertise to determine appropriate response and utilization of resources.
Guide and educate customers in the required operational metrics and solution sets to build trusted advisor level relationships.
Perform customer presentations, articulating the value proposition of product/solution/service offerings and highly complex ROI.
Develop KPI’s that evaluate the success and failure of new programs and initiatives.
Knowledge, Skills & Abilities:
Excellent analytical skills
Strong customer service focus with the ability to build and maintain positive and constructive relationships with both internal and external organizations
Excellent communicator with customers at the executive level.
Ability to work well with people from many different disciplines with varying degrees of technical and business expertise
Strong problem solver; self-starter; detail oriented; excellent time-management/schedule skills; ability to meet deadlines; desire to learn
Deep experience in developing MHE solutions
Education and Experience:
BS in Industrial Engineering, Mechanical Engineering, or Electrical Engineering (or related field).
At least 5 years' experience in a consulting or industrial engineering position.
Experience in Material Handling systems is a must.
Experience in a customer-facing position by providing clear recommendations to the customer
Typically, 8-10 years of successful experience in complex, highly technical solutions for distribution, manufacturing or logistics companies.
Expertise with retail business and distribution operations
Demonstrated experience in a customer-facing position
Positive history of analyzing the customer’s business information and transforming it into useful design information
Experience generating and promoting logistics/material handling ideas with merit to meet or exceed customer business challenges
Experience creating and working with financial analysis needed to build a business case
Willingness for business travel, up to 30%
Essential Role and Responsibilities:
Collaborate, foster, and leverage relationships with Sales, Solution Development and other critical partner groups to optimize the presale process and improve overall deliverable.
Able to understand customers’ business information and relate this information to solutions that meet or exceed customers’ requirements.
Accurately, clearly and concisely articulates customers’ design requirements and business functionality.
Determines strategy for collecting, analyzing and summarizing data critical to design.
Uses written descriptions, spreadsheets, charts, and material flow diagrams skillfully.
Knowledge of a wide range of technology (including software), solutions and operating strategies that are used to achieve logistics success- a range of concepts from manual to fully automated.
Able to use drawings or sketches to effectively communicate an idea or solution.
Able to create impactful Sales presentations and collateral.
Capable of evaluating and recommending ideas and solutions for best fit. Skilled in using evaluation techniques ranging from simple "pro and con" comparisons to more sophisticated financial calculations.
Educate and strengthen sales’ operational understanding of customer and industry solutions.
Able to communicate complex ideas in a way they can be understand.
Able to quickly identify business needs and provide solution via best practices.
Work comfortably in collaboration with the appropriate organizational groups to facilitate change efforts to accommodate organizational sales goals.
Requisition ID: 2020-14600
Job Time: Full-Time
Experience Level: Senior Level
Shift Schedule Display: Standard
External Company URL: http://www.dematic.com
Street: 507 Plymouth Ave NE