Account Manager, End User
About The Position
Rockwell Automation is hiring an account manager to develop and implement sales strategies and plans that meet or exceed annual sales goals and increase market share within assigned named accounts. The role focuses on Chemical, Food & Beverage, and Paper customers in Knoxville, Chattanooga, and Eastern Tennessee. The account manager engages customer influencers and executive decision-makers, learns customers' industries and business drivers, and helps them achieve desired outcomes and return on investment through Rockwell Automation's products, services, solutions, and partner capabilities. The position reports to the Regional Sales Manager, Industry (End-User) Accounts. It requires developing trusted customer relationships, managing account and opportunity plans, coordinating internal and partner resources, presenting solutions, and supporting commercial negotiations and account reviews. The role may involve travel up to 50% of the time.
Requirements
- Bachelor's degree or equivalent experience.
- Legal authorization to work in the United States; employment visa sponsorship is not available for this opening.
- Valid driver's license.
- Ability to travel up to 50% of the time.
Nice To Haves
- Bachelor of Science degree in an Engineering discipline or Operations Management.
- Additional business-related degree or experience.
- At least 3 years of experience in technical sales, industrial automation distribution, manufacturing operations or engineering, systems integration, or an engineering firm.
- At least 3 years of experience working with all levels of an industrial automation plant customer, including C-suite, vice presidents, plant engineers, and end users.
- Software sales experience.
Responsibilities
- Develop and own account strategies for assigned accounts and communicate them to extended teams.
- Build executive-level relationships and understand customers' processes, business drivers, and organizational models.
- Act as a trusted advisor, guiding customers on strategic initiatives and desired outcomes.
- Follow Rockwell Automation's outcome-based sales process, plan account growth, maintain a healthy opportunity funnel, drive opportunities to closure, and evaluate performance against goals.
- Understand relevant industry applications, standards, regulations, drivers, trends, customer organizations, desired outcomes, Rockwell Automation offerings, delivery mechanisms, and partner capabilities.
- Provide application knowledge and industry expertise and manage sales activities using the company's outcome-based selling methodology.
- Collaborate with the North America Regional Industry ecosystem, leaders, and channel partners.
- Qualify customer opportunities, engage appropriate resources, coordinate solution design, and present customer value propositions.
- Coordinate account teams, senior management, and technical experts to plan for and win identified opportunities.
- Maintain accurate target and opportunity funnel assessments in Salesforce CRM.
- Work with business units and revenue management, contracts, and negotiations teams on contract terms, pricing, discounts, concessions, and allowances.
- Obtain agreements and prices to support proposal efforts.
- Support customer and internal account reviews.
- Set and help manage internal and external partner expectations.
- Understand and apply company policies and procedures in compliance with government laws.
Benefits
- Health insurance, including medical, dental, and vision.
- 401(k).
- Paid time off.
- Parental and caregiver leave.
- Flexible work schedule coordinated with the manager.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
