The End User Account Manager is responsible for the development and implementation of sales strategies and plans to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining executive-level relationships at assigned accounts and growing customer spend with Rockwell Automation by clearly defining business value and aligning our capabilities to the customer's desired outcomes.
Owns the account strategy within assigned accounts and communicates to extended teams on an account by account basis.
Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model.
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.
Understands the industry (applications, standards/regulations, drivers and trends), the customer's organization and desired business outcomes and Rockwell Automation offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts.
Provides application knowledge and industry expertise. Manages sales activities according to Rockwell Automation's outcome-based selling methodology.
Proactively collaborates with the North America Regional Industry Managers.
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).
Brings the right resources to the table to impact the customer's decision process and presents solutions to the customer.
Coordinates Rockwell Automation account team, senior management and a technical engagement team (domain experts) to plan for and win identified opportunities.
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.
Negotiates contract terms and conditions (T&Cs), pricing, discounts and allowances.
Obtains agreements and prices to support the proposal effort.
Supports customer/internal account reviews.
Sets and helps manage internal/external partner expectations.
Ensures thorough familiarity with company policies and procedures.
Bachelor's degree or equivalent experience.
Legal authorization to work in Canada is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
Preferred Qualifications :
Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience preferred.
Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
Valid driver's license.
Ability to travel locally greater than 50% of time.
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations.
We are an Equal Opportunity Employer including disability and veterans.
If you are an individual with a disability and you need assistance or a reasonable accommodation during the application process, please contact our services team at +1 (844) 404-7247.
Rockwell Automation is the largest company in the world dedicated to industrial automation and information. Here, we connect the imaginations of people with the potential of technology to make the world more intelligent, more connected and more productive.
From improving the production of medicines that boost human health to reducing waste in an oil and gas plant, the work we do changes how we live. We truly believe we are doing things never before possible. And we need the brightest minds to help make that happen – the makers, the forward thinkers, the problem solvers.
Join a team of more than 23,000 global employees in 100+ countries as we work together to expand human possibility.