The expectation of the Account Manager, OEM role is responsible for the successful execution of sales strategies and plans, to achieve assigned goals and objectives for himself/herself as well as for his/her team. Incumbent for the role must embrace the Market Access - Limited Distribution Model and collaborate with our appointed Distributors for mutual Rockwell Automation and Distribution success.
Develop and grow assigned account packages under his/her responsibility as well as for his/her team, to meet/exceed overall AOP of his/her team.
Ensure healthy funnel (4x of AOP) and opportunity creation under his/her account package as well as his/her assigned team. (For OEM it is typically divide by 2)
Collaborate successfully with the BU's in achieving AOP/ grow the solutions and services market share.
Work closely with Dis (maintain relationship)
Run regular cadence with the team which involve distributors
Market expansion; not only on existing accounts but to grow new accounts aligned to BSR
Business Strategic planning (look into market, segment and see where are the growth opportunities within the countries)
Mapping of ARW- assessbility, readiness and willing of the customers.
Growth percentage forecast
Plan the activities that will achieve the BRS as well as working other functions.
Percentage Achievement for identified growth initiatives like Safety, Drives, Mid-range and X-range attachment (target vs actual)
Ratio between Revenue Realization (annuity) vs GOTC investments (not a KPI)
Marketing Linkage in opportunity Funnel to measure ROI on demand generation programs (No of customers attended vs. Planned, No of Z3/Z4 customers amongst attendees)
Set the employee's goals and assess his/her performance in accordance with the prescribed PADR process.
Provide coaching to the non-performing employee or implement the Performance Improvement Plan (PIP) in a timely manner.
Plan and develop the career progression of the direct report/s by supporting them in meeting with their 70-20-10 plans.
Ensure a healthy retention rate and mitigation plan success rate. Work with Country Manager immediately on known/ potential flight risks in timely fashion.
Issues management; pricing, technical issues
Ensure the diligent application and practice of the Global Disciplined Sales Process ( GDSP) by his/her team.
Ensure compliance with Ethics, Standards of Business Conduct, RA policies, procedures and guidelines as well as relevant government regulations within the geography of assignment.
Internal Number: 2667090
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.