Strategic Account Manager

Jobtailor

Hamilton

On-site

NZD 150,000 - 230,000

Full time

7 days ago

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Job summary

Jobtailor is seeking a high-impact Enterprise Sales leader to own the dairy sector relationship and drive multi-site strategic outcomes for a major client. You will develop a multi-year account plan, establish executive engagement, and coordinate cross-functional teams to identify, qualify and progress high-impact opportunities.

This role demands strong commercial leadership, value-based selling and the ability to translate client needs into Rockwell Automation solutions that boost measurable

Qualifications

10+ years in industrial automation, manufacturing tech, software, or enterprise sales.
Experience leading strategic or enterprise accounts in multi-site dairy/food/manufacturing sectors.
Ability to engage senior stakeholders including C-suite and technology leaders.
Commercial leadership with account planning, value selling, pipeline management and governance.
Knowledge of dairy manufacturing, food safety, regulated production and capital projects.
Bachelor's degree preferred; equivalent experience considered.

Responsibilities

Lead the enterprise relationship with a significant dairy client.
Develop, maintain and execute a multi-year strategic account plan.
Establish and maintain an executive engagement model with governance cadence and stakeholder plans.
Identify, qualify, prioritise and progress high-impact strategic and commercial opportunities.
Expand share of wallet across the client's sites, functions and regions.
Build value-based business cases connecting Rockwell Automation capabilities to client objectives.

Skills

Strategic Account Management

Commercial Leadership

Value-Based Business Case Development

Industrial Automation Expertise

Cross-Functional Collaboration

Education

Bachelor's degree in Engineering, Automation, Business, IT, Manufacturing or related discipline

Job description

Lead the enterprise relationship with a significant dairy client
Develop, maintain and execute a multi-year strategic account plan
Establish and maintain an executive engagement model with relationship mapping, governance cadence and stakeholder plans
Identify, qualify, prioritise and progress high-impact strategic and commercial opportunities
Expand share of wallet across the client's sites, functions and regions
Build value-based business cases connecting solutions to measurable client outcomes
Provide commercial leadership through opportunity governance, pipeline management, forecast accuracy, account reviews and risk management
Coordinate cross-functional sales, services, software, consulting, lifecycle, engineering, partner, commercial, support and executive resources
Engage in strategic planning, manufacturing, engineering, digital and capital investment cycles
Advise on innovation and global food and beverage manufacturing best practices
Strengthen collaboration across product groups, business units, regional teams, global account resources and executive leadership
Model executive presence, strategic thinking, ethical conduct, enterprise collaboration, client focus and leadership without direct authority

Requirements

Minimum 10 years' experience in industrial automation, manufacturing technology, software, lifecycle services, consulting, engineering, digital transformation, or enterprise sales environments
Experience leading strategic or enterprise-level accounts within complex, multi-site organisations in food, beverage, dairy, manufacturing, process, or infrastructure sectors
Demonstrated ability to understand and validate client challenges, build relationships with senior stakeholders, and operate credibly with C-suite, operational, engineering, digital, procurement and technology leaders
Commercial leadership capability, including account planning, value selling, opportunity qualification, pipeline management, forecast discipline, negotiation, and governance of complex opportunities
Ability to develop value-based business cases, quantify measurable outcomes, and link Rockwell Automation capabilities to client objectives, investment priorities and key performance indicators
Experience leading strategic or enterprise account relationships with complex, multi-site manufacturers
Experience working with a major dairy client or other multinational food and beverage, dairy, process or manufacturing clients
Demonstrated exposure to industrial automation, operational technology, industrial software, MES/MOM, cybersecurity, lifecycle services, consulting or digital transformation programmes
Knowledge of dairy manufacturing, food safety, regulated production environments, supply chain operations, sustainability programmes and capital project investment cycles
Experience influencing outcomes across cross-functional, regional and global teams within a complex matrixed organisation
Bachelor's degree in Engineering, Automation, Business, Information Technology, Manufacturing or a related discipline is preferred; equivalent experience may also be considered

Core Competencies

Demonstrates expertise in leading strategic account relationships within complex, multi-site organizations, particularly in the dairy and food manufacturing sectors. Proficient in developing value-based business cases, managing pipelines, and executing strategic account plans to achieve measurable client outcomes.

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