04-Jul-2018

Services Strategic Account Manager

Austria, Belgium, Denmark, France, Germany, Ireland, Italy, Sweden, Switzerland, United Kingdom

Position Summary

Short Role description
You will be responsible for developing a partnership with the Rockwell Automation Strategic Account Managers to build services strategies for selected Strategic Accounts. In the position you should possess the ability to execute on these strategies with the local Rockwell Automation Sales/support offices in the region. You will represent Rockwell Automation and support local Sales to deliver Services offerings to a number of Strategic Account Customers. You will be expected to be ablearticulate Rockwell Automation’s Services value propositions at an executive customer level. A part of the job includes actively workingwith Rockwell Automation local sales offices to gather orders day-by-day and increase the scope of our services penetration in local plants. You will be facilitating communication and relationship building between the Strategic Account and the Rockwell Automation Services business unit. You will be responsible and accountable to deliver profitable growth in the selected Strategic Accounts.
 
This position requires regular travel within the assigned Central Europe and occasionally within greater Europe, Middle East & Africa.
 
Reporting structure
Reporting to Commercial Director Services EMEA

Principal duties and responsibilities
 
    Functional (Sales)
 

• Call on The Strategic Account to represent Rockwell Automation capabilities and close orders. 


• Coordinate and manage all Rockwell Automation services activities with The Strategic Account in geography to assure consistency of our deliverables to Strategic Account plants in support of objectives and annual plans


• Communicate information to The Strategic Account regarding Rockwell Automation capabilities, new products, and future products as one element contributing to a sustainable competitive leadership position for the Strategic Account


• Utilize GAP process for services fit to input pre-qualified/quantified product needs to the appropriate sub business units and validate revenue opportunities, reduce development costs, and decrease time-to-market.


•  
            Business
   
  
  
  
  • Build effective business relationship with the Accounts through understanding their organization, developing a business relation with senior management, identifying key decision-makers and understanding their business, strategy and directions
  
  
  • Provide the annual plan for the Strategic Account in coordination and cooperation with the Strategic Account Manager, local Rockwell Automation Sales/Support offices in the geography, and communicate this plan within Rockwell Automation and the Lead Strategic Account Managers across EMEA, including regular progress updates throughout the year
  
  
  • Focuses on opportunities that support Rockwell Automation’s market strategy
  
  
  • Understands business models and how they can exploited, including the interpretation of financial statements.
  
  

Basic Qualifications

Experience required for Professional Level
 

• Prior sales experience (preferably as Account Manager) in a technology-based organization.


• A minimum of 8 years’ experience in selling services


• Prior sales experience in working with Strategic Accounts


• 
  
  
  
  • Proven ability in appropriate competencies
  
  
  • Proven ability to achieve sales targets
  
  
  • Ability to acquire new business within existing customer
  
  
  • Ability to co-ordinate across EMEA and with in-country teams
  
  
   
  Core Competencies - according to RA competency model
   
  
  
  
  • Contributes professional & technical expertise
  
  
  • Adds value for customers & partners
  
  
  • Demonstrates business & financial acumen
  
  
  • Drives productivity
  
  
  • Drives growth
  
  
  • Attains results
  
  
  • Communicates effectively
  
  
  • Collaborates & teams effectively
  
  
  • Leads change
  
  
  • Acts courageously
  
  
  Leadership
   
  
  
  
  • Participate in the Strategic Account's manufacturing, planning, and implementation teams to provide input at an early stage, and via this participation, recommend strategies/tactics to Rockwell Automation, which will benefit the Strategic Account.
  
  
  • Ability to set and achieve challenging targets.
  
  
  • Takes initiative in response to changing circumstances within the organization or markets
  
  
  • Report any information relative to competition or market trends and new competitive product developments to the appropriate resources through standard required reporting formats.
  
  
  • Ensure the right level of business information exchanged within the organization.
  
  
  • Ability to set priorities that maximize revenue and profitability
  
  
  • Coaches others to improve performance
  
  
  • Keeps skills and knowledge in all areas (technical and commercial) up to date.
  
  
   
            Interpersonal
   
  
  
  
  • Ensure that The Strategic Account team has access to all Rockwell Automation resources by establishing excellent working relationships with the product groups/divisions, Sales and Support Group management, International, and senior management, and via communication of annual plans and progress reporting on a regular basis.
  
  
  • Provides timely information to support effective management of the business to all levels
  
  
  • Excellent communication to foster an open environment
  
  
  • Identifies key issues from information gathered
  
  
  • Demonstrates behavior in accordance with Rockwell Automation values
  
  
  • Acts with highest integrity in all areas
  
  
  • Ability to motivate others and him/herself.
  
  

Requisition Number

75220BR

Business Group

Control Products and Solutions

Job Category

Sales, Services, and Solutions

Relocation Eligible

No

Position Type

Full Time

No. of Positions

1

Work State/City

Europe - Location Flexible

Company Overview

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® and Rockwell Software® product brands are recognized for innovation and excellence.

When you choose Rockwell Automation, you join a diverse, inclusive and global community with a passion for innovation, which have helped us establish our leadership position in the automation industry over the past century. A place where you can partner with great minds and inspiring people as well as a corporation backed by the financial strength that drives growth and career opportunities.

As much as we focus on our customers, we know our employees are key to our success and future. Helping you develop a rewarding career is a top priority. Because when you succeed, we succeed.