NCC Automated Systems 2024

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Responsibilities:

Strategic Planning: The Director of Sales and Marketing is responsible for developing and implementing strategic sales and marketing plans to achieve corporate objectives. This includes identifying and evaluating specific business opportunities and market trends.

Sales Leadership: Lead and manage the sales team to achieve sales targets. This involves setting individual sales targets, implementing sales plans, and monitoring the performance of the sales team.

Marketing Management: Oversee all marketing activities, including brand management, market research, product development, and marketing communications (such as advertising and promotions).

Customer Relationship Management: Responsible for managing relationships with key clients and stakeholders. This includes developing and maintaining strong relationships with customers, understanding customer needs and providing customer-focused solutions.

Budget Management: Prepare and manage the sales and marketing budget. This involves allocating resources effectively to achieve sales and marketing objectives.

Performance Analysis: Analyze and report on sales and marketing performance, using data to inform decision-making and strategic planning.

Team Development: Responsible for hiring, training, and developing the sales and marketing team. This includes providing coaching and feedback to improve team performance.

Collaboration: Work closely with other departments (such as product development and customer service) to ensure alignment of sales and marketing strategies with company objectives.

• Spearheaded sales and marketing efforts for a leading provider of automation solutions in food and electronic assembly industries transforming from and Private to Corp ownership.
• Led the Digital Transformation of sales division to a full CRM structure and Digital Marketing Platform with AI integration. Decreasing spend by 25% and increasing leads by 14%.
• Restructured company to optimize sales: Created a stream-lined team for CPG, ECM, Optical increasing cross functional sales revenue by 18% and internal Corp sales by 20%.
• Achieved total revenue of $41 million, with $15 million from new systems integration sales, $7 million in conveyance for assembly process systems, and $6 million in ophthalmology laboratory systems (Essilor), Hershey Corp $5 million Annual. Generated a $44M Sales Pipeline
• Managed, trained, and mentored a team of 18, including applications engineers and sales professionals, driving performance to meet ambitious revenue target of $50M. 
• Designed a completely new sales process and sales program with CRM integration, increasing sales tracking by 60%, Follow-up by 80% and close ratio of 11%
• Drive Revenue & Growth. $35M to $41M, Funnel from $16M to $29M.

Any time you take on a new challenge there will be lessons learned, these are some of them. 

Do your diligence - Ask the hard question, even if you need an NDA prior to starting, get all the information.  

• How often has the company achieved their annual goal?
• How often in the last 18 months have the monthly sales target been achieved?
• What is the process the company uses for CRM, Customer Tracking and Lead Tracking?
• Is there a process used for data collection for applications engineering?
• What is the strength of the current team, sales targets, achievement?
• What is the timetable that the company has for building a team and what are the requirements built into that schedule?

Ensure you deep dive into the dynamics of the company.  

• Does tenor override external experience?
• Is leadership a direct-action group or is leadership direction a group decision?
• What is the maturity of the leadership team? 

Lastly, do they want to innovate or stay the same.  Wanting to grow and growing through challenging times requires bold actions, true strength and a grit that few have.  Leadership is an action, not at noun.  Leadership requires emotion, passion and action.  In the absence of leadership, chaos dominates. If a company is hurting, the company needs leadership pressing forward for the new and the innovative.

NCC Automated Systems is a comprehensive automation systems integrator with over three decades of experience. Based in Souderton, Pennsylvania, the company primarily serves the food and ophthalmic lens manufacturing sectors. They specialize in both mechanical and electrical design and manufacturing in-house. NCC Automated Systems is known for providing complete turnkey solutions as well as individual equipment. They are recognized for their expertise in sanitary conveying equipment, covering everything from design to integration. For over 30 years, they have been assisting clients with their automation and material handling needs.

Glide-Line, a branch of NCC Corporation, excels in the production of flexible conveyor systems. They provide some of the most adaptable multi-strand pallet-handling and direct product handling conveyor solutions in the market. Glide-Line offers customizable roller chain conveyors designed for precise and dynamic pallet movement control. Their turnkey solutions are tailored to meet specific client requirements, backed by their established integration systems. Innovation, exceptional customer service, high-quality products, and swift delivery are the cornerstones of Glide-Line. They have optimized their assembly process through intelligent design and digital fabrication, enabling quick deployment without sacrificing quality or structural integrity.

Strengths:

• NCC Automated Systems boasts over three decades of expertise in the automation systems sector.
• They provide comprehensive in-house mechanical and electrical design and manufacturing services.
• Their offerings range from complete turnkey solutions to individual equipment.
• They specialize in sanitary conveying equipment, covering all stages from design to integration.
• Their design software toolkit is robust and advanced.
• The company has shown consistent growth, with an 8% revenue compound annual growth rate (CAGR) over the five years leading up to FY2020.

Weaknesses:

• A notable disconnect exists between the warehouse operations and office management.
• The company's performance could suffer due to rising pricing pressures and potential margin compression.

Opportunities:

• The acquisition by ATS Automation. broadens NCC's range of precision conveyance technologies, strengthens their market position in regulated sectors, and facilitates the expansion of their services and market reach.
• They are poised to capitalize on complementary technology offerings to enhance their customer value proposition.
• The presence of multiple job vacancies signals an impending growth and expansion phase.

Threats:

• Entrenched Leadership could delay the growth of profits based on historical data
• Exposure to foreign currency and exchange rate volatility.
• Changes in the regulatory and taxation landscape.
• Risks associated with delays or failures in new customer program implementations.
• Potential disruptions stemming from political, labor, or supply chain issues.
• The loss of momentum based on post COVID 19 performance and diversification of product lines could lead to a loss of market share with key accounts.