Account Manager, End User

About the role

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 with the North America Regional Industry ecosystem and leaders, and our robust network of capable channel partners.
• Qualify customer opportunities, engage the appropriate resources, 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&Cs), 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 job opening.
• A valid drivers license.
• The ability to travel up to 50% of the time

Preferred Qualifications

• Bachelor of Science degree in an Engineering discipline or Operations Management. Additional business-related degree/experience.
• 3+ years experience in technical sales, industrial automation distribution, manufacturing operations or engineering, systems integration, or an engineering firm.
• 3+ years of experience working with all levels of an industrial automation plant (customer) including C-Suite, VPs, Plant Engineers and End-users
• Software Sales Experience

What We Offer

• Health Insurance including Medical, Dental and Vision
• 401k
• Paid Time off
• Parental and Caregiver Leave
• Flexible Work Schedule where you will work with your manager to set a schedule flexible with your personal life.

This position is part of a job family. Experience will be the determining factor for position level and compensation.

At Rockwell Automation we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right person for this or other roles.

• #LI-LH2 #LI-remote
• We are an Equal Opportunity Employer including disability and veterans.