The Initiative Account Manager is responsible for the development and implementation of sales strategies and plans to acquire new business for assigned solutions and services to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining relationships at assigned accounts and engaging with distributors to ensure effective and efficient utilization of resources.
Owns the account strategy within assigned accounts and communicates to internal Rockwell teams on an account by account basis as appropriate.
Main focus will be developing sales at EPC Firms, and Metals Industry customers
Represents Rockwell Automation capabilities and establishing new accounts and revenue as well as analyzing existing accounts and developing account penetration plans to increase customer share in assigned initiatives.
Establishes executive level relationships with the customer base and understands customer processes, business drivers and organizational model.
Coordinates and communicates with the services, solutions and territory sales management and the distributor organizations.
Proactively collaborates with the North America Industry team Industry Managers and OEM team Segment Leaders.
Provides application knowledge and industry expertise and manages sales activities according to Rockwell Automation's Insight Selling methodology.
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.
Organizes and manages a technical engagement team for identified opportunities and integrates competitive data and strategy into proposals.
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.
Engages the Rockwell Automation account team and the senior management, as required, to plan for and win opportunities.
Obtains agreements and prices to support the proposal effort.
Supports customer/internal program reviews and also the development of territory level Market Focus Plan.
Sets and helps manage internal/external partner expectations.
Ensures through 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).
Internal Number: 2618653
About Rockwell Automation
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.
You join a diverse, inclusive and global community with a passion for innovation. A place where you can partner with great minds and inspiring people. And 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.