Rockwell Automation is a global technology leader focused on helping the world’s manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.
We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that’s you we would love to have you join us!
Job Description
ACCOUNT MANAGER – OEM
Short Role description:
To promote the sales of Rockwell Automation solutions, products and services to prospective and existing customers from within a defined selected account list, establishing solid and long term business relationships with the customers and creating profitable business growth. Responsible for overall account coordination, including account plan and target setting.
Reporting structure:
Reporting to Sales Team Leader OEM
Experience required for Professional Level:
- Prior minimum 3-5 years similar sales experience
- Excellent knowledge about production processes within certain industries(Manufacturing & Assembly, Packaging, Material Handling, Converting - Print & Web Handling, Process, Heavy industry)
- Ability to acquire new business within existing and new customers
Required education:
Bachelor or Master degree in an engineering/technical related field or equivalent,
Additional education in business administration or marketing is preferred
Local language skills, plus active English language skills (verbal and written)
Principal duties and responsibilities:
Functional (Sales)
- Responsible for achieving and exceeding the annual sales target through the maximization of business opportunities at the specified accounts.
- Responsible for developing and implementing effective account plans for all accounts assigned
- Lead and coordinate the efforts of Rockwell Automation resources in order to provide Rockwell Automation solutions, products and services to the customers
- Coordination, where necessary, of region and In-Country sales initiatives and activities as defined by Sales Management.
- Responsible of executing, directly or in collaboration with other resources the Rockwell Automation sales process necessary to obtain the orders (i.e. Identify sales and business opportunities, present quotes and proposals, negotiate and close the orders).
- Responsible for the preparation and presentation of quotes, sales proposals, and contracts to the customer in compliance with Company Policies and Standards, obtaining the appropriated approvals.
- Handles objections effectively and manages a pipeline of opportunities, negotiates profitable deals.
- Consult with other functions on issues like pricing, product specification, warranties and product adaptation to ensure that we provide the appropriated business and technical solution to the customer need.
- Collaborate with all sales teams to increase market penetration, assure sales coverage and provide appropriated order fulfilment
- Develops, uses and share success of concepts and ideas to present Rockwell Automation’s capabilities.
Business
- Build effective business relationship with the Accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions.
- Develop and implement a customer focused sales strategy based on the Rockwell Automation strategy and all relevant customer information to optimize business opportunities.
- Focuses on opportunities that support Rockwell Automation’s market strategy
- Understands business models and how they can exploited, including the interpretation of financial statements
Interpersonal
- Collaborate with other Account Managers to define targets for MPS, MES, Components and Stand Alone business opportunities in his/her accounts
- Responsible to engage other Account Manager and/or Commercial Engineers in the specific selling approach for certain areas
- Provides timely information to support effective management of the business to all levels
- Excellent communication to foster an open environment
- Identifies key issues from information gathered
- Demonstrates behavior in accordance with Rockwell Automation values
- Acts with highest integrity in all areas
- Ability to motivate others and him/herself.
#LI-GA1
Read Full Description