To promote the sales of Rockwell Automation solutions, products and services to prospective and existing end user 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.
Principal duties and responsibilities :
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 Global, Pan-European and In-Country sales initiatives and activities as defined by Sales Management.
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 fulfillment
Develops, uses and share success of concepts and ideas to present Rockwell Automation’s capabilities.
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.
Focuses on opportunities that support Rockwell Automation’s market strategy
Understands business models and how they can exploited, including the interpretation of financial statements
Overall account coordination
Coordinate the account plan and target setting for all his / her accounts
Share and drive information about new potential Accounts with Sales Management for further analysis.
Ability to set and achieve challenging targets.
Takes initiative in response to changing circumstances within the organization or markets
Report any information relative to competition or market trends and new competitive product developments to the appropriate resources through standard required reporting formats.
Utilization and up-to-date maintenance of the sales and customer relationship management tools (i.e. Marketing Manager), optimizing his / her activities by using these tools intensively.
Ensure the right level of business information exchanged within the organization.
Ability to set priorities that maximize revenue and profitability
Coaches others to improve performance
Keeps skills and knowledge in all areas (technical and commercial) up to date
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.
Prior minimum 6-8 years experience in a technology-based organization
Excellent knowledge about production processes within certain industries
Proven ability in appropriate competencies
Proven ability to achieve results
Ability to acquire new business within existing and new customers