ACCOUNT MANAGER OEM

Job Description

This is an exciting opportunity to join a progressive organisation in a high performing team at one of the most exciting times in the industry!

Ideally based within the Midlands, you will be responsible for the promotion of sales for Rockwell Automation solutions, products and services to prospective and existing customers from within a defined sector, customer portfolio or geographical area in line with the UK OEM sales strategy. This includes maintaining long term C Level business relationships and the creation of profitable sustainable business growth, including the pull-through of all Rockwell Automation’s businesses. To report back to the Sales Manager on the progress of all accounts. To ensure collaboration, coordination and communication with the local distributor branches in their geographical area in terms of sales strategy, account management, operational business plan, new customer business development opportunities and vertical industrial segment knowledge.

Responsibilities will include:

• Achieve an annual sales target (Annual Operating Plan) through the development of existing business and implementation of the companies global strategies including FactoryTalk Innovation Suite / PTC and the winning of new business within the account portfolio.

• Lead the effort to identify new accounts and develop an account penetration strategy and execution tactics to increase customer share to exceed AOP.

• Establish and maintain contact through visits, phone calls and correspondence with named accounts, informing them of new Rockwell Automation products, applications and services

• Develop account relationships at “C” level senior management, department leaders, key decision makers in Sales, Engineering, Production, Purchasing etc.

• Develop an understanding of the customers’ business and organisation, monitoring developments to identify potential business for Rockwell Automation

• Develop leads from direct mail, exhibitions etc. to identify potential new business within accounts. Make sales calls to these, to establish current and future needs for industrial automation, identifying areas of potential business for RA.

• Make presentations of Rockwell Automation products and applications to the customer, co-ordinating the efforts of Commercial Engineers and support staff as necessary.

• Participate in the preparation and presentation of quotes, sales proposals, and contracts to the customer.

• Maintain CRM and provide input for monthly fiscal forecasts

• Actively seek out and participate in both formal and informal training opportunities to continuously develop technical skills.

• Apply knowledge of the products, pricing plans, competition, marketing objective and sales skills to sell Rockwell’s products and services

• Work with in-country sales teams to share industry knowledge, coordinate sales strategies and assure compliance with, or drive new, user specifications.

• Coordinate with channels on account strategy and/or product business units as necessary to resolve problems involving pricing, product specifications, warranties and product modifications and future product requirements.

• Analyse market trends and strategies of competitors, reporting conclusions to senior management

• Negotiate pricing with customers & 3rd party vendors to maintain and secure new business

• Write & present commercial proposals using appropriate tools

• Continuously review Rockwell’s strategic position within the OEM Machine Builder industry and develop & Implement strategies to maximise growth

• Implement sales/marketing category launches & attend appropriate exhibitions

• Implement new product launches within accounts