Account Manager, Industry

Rockwell Automation • Minneapolis, MN

4d • Remote

About The Position

The Industry Account Manager is responsible for the development and implementation of sales strategies and plans to meet or exceed annual sales goals and grow market share. This individual is responsible for establishing and maintaining executive-level relationships at assigned accounts and growing customer spend with Rockwell Automation by clearly defining business value and aligning our capabilities to the customer's desired outcomes. You will report to the Industry Sales Manager and work remote out of Minneapolis, Minnesota or Iowa.

Requirements

• Bachelors degree or equivalent years of experience
• Legal authorization to work in the U.S. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
• The ability to travel 50% of the time.
• A valid drivers license.

Nice To Haves

• 5 years' experience in outcome-based selling techniques
• 5 years of account management experience selling into focus industries such as F&B, CPG, Life Sciences, or heavy industry
• IIOT, Digital Transformation, and Industry Experience
• Prior experience in technical sales, industrial distribution, manufacturing operations, systems integration or an engineering firm, or graduate of the Rockwell Automation Sales Training Program
• Experience working with all levels of an industrial automation plant (customer) including VPs, plant engineers and OEM machine builders.

Responsibilities

• Owns the account strategy within assigned accounts and communicates to extended teams on an account-by-account basis.
• Establishes executive level relationships within the customer base and understands customer processes, business drivers and organizational model.
• Establishes a trusted advisor relationship with customers, understands customer processes, business drivers and organization model while providing guidance on customer's strategic initiatives.
• Follows the Rockwell Automation sales process: knows assigned accounts, plans for growth, maintains a healthy funnel, drives opportunities to closure and evaluates performance to goal.
• Understands the industry (applications, standards/regulations, drivers and trends), the customer's organization and desired business outcomes and Rockwell Automation offerings and delivery mechanisms as well as partner capabilities relevant to assigned accounts.
• Provides application knowledge and industry expertise.
• Manages sales activities according to Rockwell Automation's outcome-based selling methodology.
• Proactively collaborates with the North America Regional Industry Managers.
• 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.
• Coordinates Rockwell Automation account team, senior management, and a technical engagement team (domain experts) to plan for and win identified opportunities.
• Maintains accurate assessment of target and opportunity funnel within the Salesforce 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.
• Supports customer/internal account reviews.
• Sets and helps manage internal/external partner expectations.

Benefits

• 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 enjoy a work schedule that can be flexible with your personal life.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees