Account Manager - OEM

Rockwell Automation•United States of America Iowa (remote), IA

3d•Remote

About The Position

The Account Manager, OEM is responsible for managing a portfolio of OEM customers and prospects, developing relationships, and creating opportunities that generate profitable business. The role implements sales strategies and plans to meet annual sales goals and grow market share. It requires understanding OEM needs, market changes, and how OEMs align with end-user businesses to provide products and solutions. The position reports to the Sales Manager, OEM and is remote in the Davenport, Iowa market. The role involves developing executive-level customer relationships; managing accounts, sales funnels, and opportunities; applying industry and application knowledge; coordinating internal and partner resources to design and present solutions; negotiating commercial terms; and maintaining accurate opportunity records. Travel may be required up to 50% of the time.

Requirements

Bachelor's degree or equivalent years of relevant work experience.
Valid U.S. driver's license.
Legal authorization to work in the U.S.; employment visa sponsorship is not available for this opening.
Ability to travel up to 50% of the time.

Nice To Haves

Bachelor's degree in an engineering discipline or Operations Management; an additional business-related degree is also preferred.
Five or more years of experience in technical sales, industrial distribution, manufacturing operations, systems integration, or an engineering firm, or graduation from the Rockwell Automation Sales Training Program.
Experience working with all levels of an industrial automation plant, including vice presidents, plant engineers, and OEM machine builders.
Previous experience selling to and influencing executive-level contacts.

Responsibilities

Establish executive-level relationships within the customer base and understand customer processes, goals, and organizational models.
Follow the Rockwell Automation sales process by knowing assigned accounts, planning for growth, maintaining a healthy funnel, driving opportunities to closure, and evaluating performance against goals.
Understand industry applications, standards and regulations, drivers and trends, customer organizations and desired outcomes, Rockwell Automation offerings and delivery mechanisms, and relevant partner capabilities.
Provide application knowledge and industry expertise and manage sales activities according to Rockwell Automation's outcome-based selling methodology.
Collaborate with North America OEM Segment Leaders.
Qualify customer opportunities, engage appropriate resources, coordinate solution design, influence customer decision processes, and present value propositions and solutions.
Coordinate the Rockwell Automation account team, senior management, and technical engagement team to plan for and win identified opportunities.
Maintain accurate assessments of target and opportunity funnels in the Dynamics Customer Relationship Management system.
Partner with the corporate Contracts and Negotiations group to reach agreements with customers.
Negotiate contract terms and conditions, pricing, discounts, 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.
Ensure familiarity with company procedures and apply them in compliance with government laws, including procedures related to Standards of Business Conduct, Intellectual Property, Control Environment, Information Protection, ISO 9000 and 14000, and health, safety, quality, and environmental regulations.