Account Manager – Oem
| Company | Rockwell Automation |
|---|---|
| Location | Lynchburg, VA, USA, Richmond, VA, USA, Roanoke, VA, USA |
| Salary | $95840 – $143760 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level, Senior |
Requirements
- 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.
- Valid Drivers License
- Ability to travel locally greater than 50% of time.
Responsibilities
- Own the account strategy within assigned accounts and communicates/engage extended teams on an account by account basis.
- Establish strong relationships at all organizational levels within the customer base and understands customers’ processes, business drivers/objectives and organizational models. Engage with customer’s executive team to align co-managed objectives.
- 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.
- Understands appropriate industry and/or OEM segment, customer and Rockwell Automation/partner capabilities.
- Proactively collaborates with the North America OEM team Segment Leaders and/or Regional Industry Managers.
- Manages sales activities according to Rockwell Automation’s outcome-based selling methodology.
- 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).
- Coordinates Rockwell Automation account team, senior management and technical engagement team (domain experts) to plan for and win identified opportunities.
- Maintains accurate assessment of target and opportunity funnel within the 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 through distributor.
- 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).
Preferred Qualifications
- Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience preferred.
- 3-5yrs prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm is preferred.
- Experience working with all levels of an End User or OEM (customer) including VPs, plant engineers and OEM machine builders.