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Responsible for leading the selling effort for all RA offerings, with heavy emphasis on senior customer buying influences and locations. Focus will be on North America - Tier 1 assigned accounts and assigned Tier 0 accounts where the Tier 0 account leader ( CAM or GAM ) is not resident in NA.
Consistent interaction with RA geography sales is required to drive GDSP and account strategy development and execution. The BDM is expected to be an accelerant in moving opporuntiies to closure.
Represent the company to the customer and customer to the company in all sales-oriented activities. Is knowledgeable of RA products/services. Apply knowledge of products, pricing plans, competition, marketing objectives, sales objectives and sales skills to sell RA products/services.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
1.Drive GDSP-CCS at assigned Tier 1 and Tier 0 accounts, at customer senior management levels, to close orders and accelerate RA growth at 1.5-2x AOP.
2.Lead the effort to yield detailed CAPex plans related to automation products and services.
3.Lead the effort to analyze assigned accounts and develop an account penetration strategy and execution tactics to increase customer share.
4.Drive customer business commitment throught goal shared objectives and broad adoption of RA products and services seek no equal specifications and mutually valuable, multi-year corporate agreements.
5.Work with GEO sales management to assure account coverage and assist sales resources to drive customer share.
6.Work with the global End User/OEM teams to proactively track CAPex programs and assure compliance with user specifications.
7.Update assigned accounts on new products and technology as related to customer needs.
8.Develop account relationships at a senior level, engaging RA senior management.
9.Diagnose, document, and solve customer problems with Rockwell Automation solutions. Where possible extract and validate actual solution value delivered, and pave the way for value propositions.
10.Leverage and guide GxTC’s & GEO resources to provide appropriate commercial and technical expertise to the customer.
11.Coordinate with channels on account strategy as necessary, engaging in MFP process.
12.Coordinate GSS and/or other product business unit resources as necessary to resolve problems involving pricing, product specifications, warranties and product modifications.
13.Provide technical or commercial support to the team at a branch or region level.
14.Implement new product launches within accounts.
15.Analyze trends and strategies of competitors. Report conclusions to the branch manager.
16.Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.
Bachelor degree in engineering or other related technical field.
•Minimum of 8 years Marketing, Sales, Application Engineering, and/or Project Management experience in the Industrial industry.
•Complex account management skills.
•Large customer navigation skills.
•RA geography sales GDSP and knowledge or RA channel operations