To promote the sales of Rockwell Automation Services and Solutions business suite to prospective and existing customers, establishing solid and long-term business relationships with the customers and creating profitable business growth. The position holder is responsible for meeting or exceeding the Lifecycle Services business targets of the assigned geography through engaging, supporting other sales resources and providing strategic direction. Often the pursuit leader, the Sales Specialist provides sales leadership and consultation, as well as assuming direct involvement in major sales opportunities. Provides domain expertise of industries, applications, and technologies relevant to Rockwell Automation Services & Solutions.
Reporting to Sales Manager - Lifecycle Services
Experience required for Professional Level :
Typically a minimum 6 years of sales experience in consultative sales, with the ability to develop business value propositions.
Typically a minimum 6 years of Automation, engineering services or manufacturing industry experience.
Mining Metals & Cement, Oil & Gas, Automotive & Tyre industry experience
Excellent industry knowledge is required as well as experience in MRO projects.
Proven experience in developing account penetration and development strategies.
Proven ability to work in a collaborative, team-based environment.
Self-starter with strong leadership skills.
Awareness of Rockwell Automation products and services & solutions suite.
Strategic thinking with executive selling/strategic account management skills are required.
Core Competencies (according to RA competency model)
Contributes professional & technical expertise
Adds value for customers & partners
Demonstrates business & financial acumen
Drives productivity & growth
Collaborates & teams effectively
Bachelor of science degree in an engineering-, technical related field or equivalent.
Local language skills plus good English language skills (verbal and written).
Applied experience in one or more areas related to selling control/information solutions into our target industries, or supporting same, and/or production/process engineering experience, manufacturing operations experience or similar work, either from within the Rockwell Automation organization or in similar industry being particularly valued: IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience including customer success organizations.
Working with all levels of a manufacturing or industrial enterprise - CxO, operations leadership, technical leadership, plant leadership.
Ability to sell at the senior management & executive levels and convey Rockwell Automation's products & services in a manner which demonstrate tangible economic value.
Global sales experience preferred.
Valid driver's license.
Ability to travel domestically and internationally 50% of time.
French language proficiency will be an added benefit.
Principal duties and responsibilities:
Responsible for achieving and exceeding the annual sales target through the maximization of business opportunities in the assigned geography.
Responsible for leading Service Sales Pursuits working in collaboration with the sales team to qualify and close services opportunities to grow annual recurring revenue. Responsible for creating and executing strategies for selling contractual and consulting services.
Focus will be on large, impactful opportunities that align with the regional and Lifecycle Services business development plan.
Supports Account Managers and Sales Resources in customer activities and is the coordination point for all services marketing activities.
Supports skill development of direct and indirect sales force through updates, training on new technology, etc.
Supports the value transformation from technical features into commercial values, develops and implements assisting tools.
Supports the sales organization in all price related areas and manages the related processes.
Supports the company's business planning process (AOP, Forecast etc.)
Establish, develop and maintain commercial relations through visits, telephone calls and correspondence with focus/strategic customers, promoting Rockwell Automation Lifecycle Services business
Build effective business relationship with accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions.
Develop a customer focused sales strategy to optimize business opportunities.
Have a complete understanding of the Lifecycle Services portfolio to support the local marketplace. Understands and capitalizes on RA strengths, understand RA weaknesses and propose corrective actions.
Takes initiative and ensures continuous market analysis and market intelligence to identify new market opportunities or corrective actions in existing markets.
Develops, in conjunction with the sales management, appropriate focus account plans to define business opportunities for Lifecycle Services Solution offerings, and determine activities required to grow the business.
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.
Ensure the right level of business information exchanged within the organization.
Ability to set priorities that maximize revenue and profitability.
Ability to set and achieve challenging targets.
Coaches others to improve performance.
Keeps skills and knowledge in all areas (technical and commercial) up to date.
Responsible to engage Account Manager, Sales and/or Lifecycle Services Management 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.
In accordance with Rockwell Automation's Employment Equity Plan, preference will be given to suitably qualified candidates from the designated groups.
Internal Number: R21-1120
About Rockwell Automation
When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And a corporation backed by the financial strength that drives growth – and career opportunities.
As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.