| Job Description Business Development Lead - Services Rockwell Automation, the world's largest company dedicated to industrial automation, makes its customers more productive and the world more sustainable. Throughout the world, our flagship Allen-Bradley(r) and Rockwell Software(r) product brands are recognised for innovation and excellence. When you choose Rockwell Automation, you join countless talented employees who have helped us establish our leadership position in the automation industry over the past century.
The Services Business Development Lead (BDL) is responsible for driving sales growth in North America for the Services business suite of offerings within their assigned geographic territory/domain speciality. Provides sales leadership and consultation within assigned territory as well as assuming direct involvement in major sales opportunities. Provides domain expertise of industries, applications, and technologies relevant to Rockwell Automation Services. Responsible for establishing and maintaining business relationships at key accounts, leveraging existing North America Sales and Distribution relationships with the customer. Also responsible for identifying customer technical /commercial challenges and engaging appropriate resources to bring issues to resolution. Performance of these duties requires a substantial amount of independent interface with Rockwell Automation customers, our authorised distributors, strategic alliance partners, and business unit personnel. Key Responsibilities - Responsible for leading Service Sales Pursuits working in collaboration with the sales team to qualify and close service contract opportunities. Responsible for creating and executing strategies for selling contracts. Focus will be on large, impactful opportunities that align with the regional and territory Services business development plan.
- Responsible for collaborating with North America sales, distributors, business unit personnel to align new service contract offerings with customers' needs within the region.
- Leadership to drive accelerated growth results including the development of collateral and participation to assist the sales force following the Disciplines Sales Process in identifying and meeting requirements.
- Individual must exhibit appropriate domain expertise of the services portfolio, focus industries, and applications within assigned geography. Provides domain expertise for service contracts and can provide consultation & business expertise to customers, North America Sales and distribution to create data driven solutions.
- Individual engages at key accounts and opportunities within assigned geography by providing presentations, demonstrations, and other activities. Responsible for identifying ways for customers to reduce risks and costs by aligning client needs with our capabilities. Has strong business and financial acumen and comfortable operating at executive level within a client account.
- Understands and supports business processes and serves as a liaison between customers and North America sales by collaborating with business unit resources to meet customer needs.
- Provides feedback to the business unit on local market data such as trends, competitive information, and conditions. Provide feedback to the business unit on its "Ease of Doing Business" initiatives. Assist in developing strategy to improve. Communicates with the business unit in matters of technical and commercial requirements, new services, promotions, and any additional aid required by the assigned geographic area to ensure customer satisfaction.
- Ensures thorough familiarity with policies and procedures relating to standards of business conduct.
- Conducts tasks in accordance with the applicable health, safety, quality, and environmental regulations (state/federal laws) as well as Rockwell Automation policies and procedures.
- Performs other duties as assigned.
EOE, M/F/Disable, Vet
#LI-MM1 Minimum Qualifications - Bachelor's Degree
- Must be able and willing to travel 50% plus of the time to assigned territories.
- Legal authorisation to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
Preferred Qualifications - Bachelor of Science degree in an Engineering discipline. Additional business-related degree/experience preferred.
- Software Industry Experience
- 8 years prior solid consultative sales experience with proven success in landing complex contract business OR experience with manufacturing/operations
- Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.
- Excellent interpersonal, written, and oral communication skills translating analysis into key messages and outcomes for customers.
- Proven experience working in complex environments; and managing conflicting demands and expectations.
- Proven experience in developing account penetration and development strategies with customer relationships.
- Proven ability to work in a collaborative, team-based environment.
- Ability to identify sales opportunities and translate client requirements to business requirements.
- Work independently with minimal guidance as well as in teams.
- Experience with Service Offerings as a service
This is a summary of the position's responsibilities and does not reflect the entire scope of work expectations. 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. |
