Account Manager, End User

Rockwell Automation; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Rockwell Automation is seeking an Industry Account Manager to develop and implement sales strategies and plans for named accounts in the North America region. You will build executive-level relationships, understand customer drivers, and drive value through Rockwell's products, services, and partner capabilities.

Reporting to the Regional Sales Manager, Industry Accounts, you will operate based in Knoxville / Eastern Tennessee, focusing on Chemical, Food & Beverage, and Paper segments, and will

Qualifications

• Bachelor's degree or equivalent experience.
• Authorized to work in the US without sponsorship.

Responsibilities

• Develop & owns the account strategy within assigned accounts.
• Establish executive level relationships with customers and understand processes and drivers.
• Follow disciplined, outcome-based sales processes to grow funnel and close opportunities.
• Qualify opportunities and coordinate solution design with domain experts.
• Collaborate with North America Regional Industry ecosystem and channel partners.
• Maintain accurate data in Salesforce and support contract terms and negotiations.

Skills

Account management

Sales strategy

Executive relationships

CRM (Salesforce)

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Job description

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility - our people are energized problem solvers that take pride in how the work we do changes the world for the better.

We welcome all makers, forward thinkers, and problem solvers who are looking for a place to do their best work. And if that's you we would love to have you join us!

Job Description

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive and sustainable. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers are amazing companies that help feed the world, provide life-saving medicine on a global scale, and focus on clean water and green mobility. Our people are energized problem solvers that take pride in how the work we do changes the world for the better.

We welcome all makers, forward thinkers, who are looking for a place to make an impact. And if that's you we would love to have you join us!

As an Industry Account Manager, you will develop and implement sales strategies and plans. These plans are designed to meet or exceed annual sales goals and grow our market share with existing named accounts. You will achieve this by engaging your customers' key influencers and executive-level decision makers.

You will become the expert your customers need by investing in understanding their industry. This includes understanding applications, standards and regulations, drivers, and trends. Additionally, you need to understand their unique business drivers and what they hope to accomplish as an organization. You will help them achieve their desired outcomes and return on investment through our suite of products, services, solutions, and extended partner capabilities.

You will report to the Regional Sales Manager, Industry (End-User) Accounts and be based in Knoxville / Chattanooga / Eastern Tennessee. Your industry focus will be in Chemical, Food & Beverage, and Paper.

Responsibilities:

• Develop & owns the account strategy within assigned accounts and communicates to extended teams on an account‑by‑account basis.
• Establish executive level relationships within the customer base and understand customer processes, business drivers and organizational model.
• Establish a trusted advisor relationship with customers, understand customer processes, business drivers and organizational model while providing guidance on customer's strategic initiatives and desired outcomes.
• Follow the Rockwell Automation disciplined & outcome‑based sales process, know assigned accounts, plans for growth,maintains a healthy funnel, drive opportunities to closure and evaluates performance to goal.
• Understands the Consumer‑Packaged Goods (Food & Beverage/Household & Personal Care) industry (applications, standards/regulations, drivers and trends), your customer's organization and their desired business outcomes, and Rockwell Automation's offerings, delivery mechanisms, and partner capabilities relevant to assigned accounts.
• Provide application knowledge and industry expertise. Manage sales activities according to Rockwell Automation's outcome‑based selling methodology.
• Proactively collaborate the North America Regional Industry ecosystem and leaders, and our robust network of capable channel partners.
• Qualify customer opportunities, engage the appropriate resources, and and coordinate the solution design to impact the customer's decision process and presents solutions to the customer (value proposition).
• Bring the right resources to the table to impact the customer's decision process and present solutions to the customer.
• Coordinate Rockwell Automation account team, senior management and a technical engagement team (domain experts) to plan for and win identified opportunities.
• Maintain accurate assessment of target and opportunity funnel within the Salesforce Customer Relationship Management system.
• Teams with our Business Units, Revenue Management Team & Contracts and Negotiations Team to come to terms with customers around contract terms and conditions (T&C), pricing, discounts, concessions, and allowances.
• Obtain agreements and prices to support the proposal effort.
• Support customer/internal account reviews.
• Set and help manage internal/external partner expectations.
• Ensure familiarity with company policies and procedures. Appropriately applies policies and procedures in compliance with government laws.

Basic Qualifications:

• Bachelor's degree or equivalent experience.
• Legal authorization to work in the US is required. We will not sponsor individuals for employment visas, now or in the future, for this