Initiative Account Manager

Position Summary

The Initiative Account Manager is responsible for establishing executive level relationships at assigned accounts and engaging in market making opportunities through the development and implementation of business outcome-focused sales strategies and plans. This individual will acquire new business to meet or exceed annual sales goals and grow market share.

• Owns the account strategy and new, incremental growth within assigned accounts and communicates to extended teams on an account by account basis.
• Identifies, builds and leverages relationships with executives within assigned accounts through direct sales and business development activities
• Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives
• Follows the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal.
• Creates customer business outcomes by translating application knowledge, industry expertise/best practices and development of high-level strategies
• Represents Rockwell Automation capabilities and establishes new accounts and revenue and develops account penetration plans to increase customer share in assigned initiatives.
• Persists in the face of obstacles through collaboration with multiple cross-functional internal and external teams to design and deliver effective, customer-focused solutions.
• Proactively collaborates with the North America Regional Industry Managers and OEM Segment Leaders.
• Qualifies customer opportunities, engages the appropriate resources and coordinates the solution design to impact the customer's decision process and presents solutions to the customer (value proposition).
• Maintains accurate assessment of target and opportunity funnel within the Dynamics Customer Relationship Management system.
• Teams with corporate Contracts and Negotiations group to come to terms with customers. Obtains agreements and prices to support the proposal effort. Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
• Sets and helps manage internal/external partner expectations.
• Ensures thorough familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws. Policies and procedures include, but not limited to: Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 & 14000, government regulations (e.g. health, safety, quality and environmental).