Sells company's products and/or services to existing named accounts within a geographic territory. Maintains relationships with existing named accounts. May have their own accounts or work on a team.
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 Chemical, Oil and Gas 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. 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).
Bachelor's degree or equivalent experience
Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
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
Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and end users
Software Sales Experience
Valid driver's license.
Ability to travel locally greater than 50% of time.
EOE, M/F/Disabled, Vet
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) 404-7427.
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.