Account Manager, OEM

By Rockwell Automation

Dead Line: October 14, 2021

• Owns the account strategy within assigned accounts and communicates to extended teams on an account by account basis.
• Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model.
• 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.
• Provides application knowledge and industry expertise. Manages sales activities according to Rockwell Automation’s outcome-based selling methodology.
• Proactively collaborates with the North America OEM Segment Leaders.
• 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).
• Brings the right resources to the table to impact the customer’s decision process and presents solutions to the customer.
• Coordinates Rockwell Automation account team, senior management and a technical engagement team (domain experts) to plan for and win identified opportunities.
• Maintains accurate assessment of target and opportunity funnel within the Dynamics 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.
• Obtains agreements and prices to support the proposal effort.
• Supports customer/internal account reviews.
• 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).

• Bachelor's degree OR 4+ years of equivalent experience in lieu of a degree
• Legal authorization to work Canada is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening
• Valid driver’s license.
• Ability to travel locally greater than 50% of time
• Fluent in French and English

• Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience preferred.
• Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program:
• 5 years of previous experience
• Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.