Industry Segment Specialist - Material Handling Logistics

Remote in the Midwest U.S., with proximity to a major airport. Individual contributor role.

About the role

The Industry Segment Specialist – Material Handling & Logistics (MHL) drives growth within the MHL market by providing advanced industry knowledge and technical expertise. Working closely with Market Development Sales Engineers (MDSEs), this role supports customer engagements, influences solution specifications, and provides the technical credibility needed to identify, develop, and advance new business opportunities from the earliest stages of the sales cycle.

Responsibilities

• Industry Advocacy & Positioning
  • Build and maintain strong technical and application knowledge within core MHL segments, including warehousing, distribution, conveyor systems, parcel logistics, airport baggage handling, and automotive material handling.
  • Maintain a strong understanding of Lenze's product portfolio and how its solutions address the unique challenges and opportunities within the assigned industry segment.
  • Create and deliver industry-focused technical content, value propositions, and customer messaging that clearly communicate the benefits of Lenze solutions and support business growth.
  • Represent Lenze Americas at industry associations, trade shows, customer events, and technical forums to increase brand awareness, build relationships, and support market development initiatives.
• Specification Influence
  • Develop and maintain strong relationships with engineering and technical decision-makers at OEMs, system integrators, and end users to uncover projects early and help position Lenze solutions during the specification process.
  • Build and maintain strong relationships with engineering, operations, and purchasing contacts to better understand customer needs and business opportunities.
  • Support efforts to have Lenze products and solutions specified into new applications and projects by providing technical guidance, industry expertise, and customer-focused solutions.
  • Collaborate with Sales Engineers and Account Managers to uncover opportunities, influence specifications, and expand Lenze's presence within strategic accounts.
  • Track and share market, customer, and application insights to help identify growth opportunities and support business development initiatives.
• Sales Enablement & Strategic Account Growth
  • Provide MHL technical expertise and industry insight to Market Development Sales Engineers (MDSEs) throughout the sales process, including customer discussions, solution reviews, and early-stage opportunity qualification.
  • Partner with MHL Market Development Sales Engineers (MDSEs) to identify customer requirements, recommend appropriate Lenze solutions, and provide the technical expertise needed to move opportunities forward.
  • Track and report on key metrics related to segment growth, specification wins, and lead conversion.
• Lead Generation & Market Development
  • Help create and execute targeted campaigns to generate qualified leads and uncover new opportunities.
  • Monitor market trends, customer needs, and competitive dynamics to inform strategic initiatives.
  • Collaborate with product management and marketing teams to develop MHL-specific content and tools that support lead generation.

Requirements

• Bachelor's degree in Engineering, Industrial Technology, Automation, Business, Marketing, or a related field, or equivalent combination of education and experience (highly preferred).
• 3+ years of experience in industrial automation, motion control, machine building, manufacturing, technical sales, application engineering, product management, market development, or a related field. Experience in Material Handling & Logistics (MHL), including conveyor systems, intralogistics, warehouse automation, or other automated material flow applications, is strongly preferred.
• Experience working directly with engineering teams at OEMs, system integrators, distributors, and large end users within the assigned industry segment.
• Demonstrated ability to build relationships with engineering, operations, manufacturing, and purchasing stakeholders.
• Strong technical background in industrial automation, with the ability to understand customer applications, identify requirements, and recommend effective, value-driven solutions.
• Strong understanding of industrial automation technologies, including motion control, drives, PLCs, controls, or related industrial systems. Demonstrated ability to guide technical discussions, identify customer needs, and articulate the operational and business impact of recommended solutions.
• Confident, engaging communicator with excellent verbal, written, and presentation skills, and the ability to build credibility with both technical and business audiences.
• Proven ability to collaborate effectively across Sales, Marketing, Product Management, and Engineering teams.
• Self-motivated with strong organizational and project management skills and the ability to manage multiple priorities.
• Willingness to travel 50% of the time for customer visits, trade shows, and training sessions within North America. International travel, as needed.
• Proficiency in Microsoft Office & CRM (SAP highly preferred).

Pay

On Target Compensation: $85,000 - $135,000 (includes base salary plus incentives at 100% target achievement). Base compensation depends on skills, knowledge, education, location, and experience.

Benefits

• Blue Cross Blue Shield Medical Insurance – multiple plan options.
• Blue Cross Blue Shield Dental Insurance.
• FSA, HSA options.
• Vision Insurance.
• 401k with company match, fully vested.
• Paid Time Off.
• 10 company paid holidays.
• Company paid disability & AD&D insurance.
• 100% paid parental leave after one year of service.
• Supplemental insurance plans (Identity theft, cyber protection, additional life, etc.).
• Tuition reimbursement.
• Many positions offer flexible schedules to meet your needs.
• Relaxed business casual environment.
• Sit/Stand desks for onsite office positions.
• Frequent team building activities.
• Career development opportunities.