| Job Description The Industry Sales Manager Transportation and logistics is responsible for the leadership of a sales team, resulting in sustained, aggressive sales and market share growth for assigned strategic account/customers. In this regard they need to develop and implement sales strategies and plans , to achieve strategic goals and objectives. This individual is responsible for global partnership development with the Strategic Account's corporate influence points and can articulate Rockwell Automation's value propositions at an executive customer level. They are accountable for regular communications and team leadership enabling worldwide geographic Rockwell Automation sales/support to increase the scope of our product line & services penetration. Facilitates communications between the Strategic Account and the Rockwell Automation Product Groups/Business Units and Functions.
- You will lead a team of Strategic Account Managers. Execute a Disciplined Sales Process with account managers and partners to ensure sufficient opportunities exist to achieve or exceed annual sales goals. Develops strategies and plans to create new opportunities through global marketing programs, target accounts and other activities that create demand.
- Recruits, develops and effectively performance manages a competent and engaged staff capable of exceeding assigned annual sales goals within the enterprise account.
- Supports employee development by investing time and resources for both formal and informal training and executes development plans/opportunities for the team.
- Clearly articulates and teaches the Rockwell Automation Connected Enterprise message to Strategic Account Managers.
- Develops and maintains key executive relationships for long term business success.
- Represent all of Rockwell Automation's products & services well (capable breadth), and periodically must augment skills with additional competency to support customer-critical products & services (selective depth)
- Interact comfortably with the Strategic Account at senior management & executive levels and convey Rockwell Automation's products & services in a consultative outcome based approach that help customers achieving their business goals through a great experience, in line with their key performance indicators, and based upon elements of competitive advantage, strategic positioning, shared goals & risks and profitability impact.
- Effectively promote business growth through indirect management of extended teams, affording a balanced selling effort at multiple customer levels of the Strategic Account. Consistently demonstrate capabilities to team up and align by gaining consensus with Geographical Sales Management.
- Develop a trust-based, mutually beneficial relationship with principal customer sponsors of the Strategic Account.
- Must mature and formalize Strategic Account relationship expectations and address all Rockwell Automation products & services with a growth strategy for each that maximizes "customer share" across all global regions.
- Quickly qualify opportunities to efficiently deploy Rockwell Automation resources on high potential activities.
- Ensure that the Strategic Account has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/business units, geographic sales management, international and senior management.
- Participate in the Strategic Account's manufacturing, planning, and implementation teams to provide control/information input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation that will benefit the Strategic Account.
- Identify new growth opportunities in products and services for the mutual benefit of Rockwell Automation and the Strategic Account.
Qualifications : Preferred Qualifications:
- Bachelor of Science degree in an Engineering discipline. Additional business-related degree/experience preferred.
- Prior experience in technical sales, industrial distribution, systems integration, or an engineering firm.
- 5+ years of management experience
- Software Industry and Digital Transformation experience.
- 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 enterprise - CxO, operations leadership, technical leadership, plant leadership and OEM machine builders
- 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
- Ability to travel domestically and internationally 50% of time.
- The ideal candidate should be based in EMEA and have sold cross European experience and can be located in any major European hub.
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations. |
