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This position is responsible for influencing and growing Rockwell Automation’s specification position and business with A&E and EPC (Engineering, Procurement and Construction) firms resulting in sustainable year over year growth.
The initial focus for this position will be on projects in North America and will require extensive collaboration with the NA sales districts within his/her assigned vertical industry or territory. Global collaboration and project coordination will be needed as required.
This Business Development Manager (BDM) will also be responsible for strategy and execution to increase market share through solution integrators and end users to meet /exceed sales goals. This position will focus on Power, Mining and Heavy Industries.
A strong background in EPC’s, consulting firms and the power industry is required and the ability to execute a disciplined selling process with multiple sales teams.
Manage a defined process to analyze accounts and develop plans to influence specification position.
Develop senior level relationships with the targeted A&E and EPC firms.
Manage activities to educate on technology, products and solutions.
Represent 100% of Rockwell Automation offerings.
Coordinate with local geographical domain resources to provide appropriate technical
Coordinate with Rockwell Automation distributors on account strategy as necessary.
Develop and manage a partner strategy to increase market share.
Identify and establish solution integration partners aligned with industry or geography.
Coordinate relations between partners and local sales districts.
Execute a disciplined selling process to identify and pursue opportunities.
Develop and manage an end user strategy to increase market share.
Identify and establish a strategy to engage the key end users in the assigned industry or geography.
Achieve sales targets for vertical industry or geography.
Develop and maintain a sales funnel to support growth objectives by identifying, creating and qualifying opportunities with EPC’s, partners and end users.
Track and regularly report on opportunities and conversion progress.
Facilitate engagement and communication for opportunities that span geographies.
Call on accounts to represent Rockwell Automation capabilities, maintain established business and close new.
Educate the local sales districts and support with industry domain expertise.
Support customer/internal program reviews. Understand relevant industry standards and customer applications.
Identify customer technical / commercial challenges and engage appropriate resources to bring issues to resolution.
Understand important industry trends and communicate needs to Rockwell Automation Business Units.
Coordinate with marketing groups to assist with industry messaging and collateral.
Participate in professional organizations and support industry events.
This position requires a 4-year degree, or equivalent, preferably a BS in engineering, or BS/BA, or equivalent, in business or marketing with technical experience in the factory automation field.
The position requires a broad skill set, at least 10 years of field sales and marketing experience in the automation field and at least 10 years in the EPC field with significant experience in Power, Energy and/or other heavy industries.
This position requires strong verbal and written communication skills and the ability to communicate and work with a variety of people not under direct control in a fast-paced team environment.