Strategic Account Manager

About Rockwell Automation

Rockwell Automation is a global technology leader focused on helping the world's manufacturers be more productive, sustainable, and agile. With more than 28,000 employees who make the world better every day, we know we have something special. Behind our customers - 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, and problem solvers who are looking for a place to do their best work. And if that's you we would love to have you join us!

Position Overview

Location: Chennai / Mumbai

In this customer-facing sales role, you will liaise and build relationships with our customers executive management teams to meet or exceed allocated sales target across a broad range of industrial software, power control and process control solutions. Your competitive advantage and success will be achieved by leveraging Rockwell Automation's key areas of innovation and differentiation, our Smart Manufacturing – Industry 4.0 – technologies such as Augmented Reality, best in class IIoT platforms, Advanced Analytics, MES solutions and our Connected Enterprise integrated architecture.

You will report to National Sales Leader, End User and work onsite in Mumbai or Chennai, India.

Responsibilities

• Achievement of allocated sales target in products, services and solutions by actively negotiating and bringing opportunities to closure while working with the broader matrixed Rockwell Automation sales teams and partners
• Establish and maintain relationships at assigned accounts including but not limited to End Users, OEMs, and System Integrators, while coordinating the activity with distributors to ensure effective and efficient utilization of resources
• Drive growth in existing accounts and acquisition of competitive / new accounts
• Improve customer satisfaction for assigned account packages
• Think creatively and out of the box and enhance wallet share significantly in Strategic Accounts
• Collaborate strongly with external & internal stakeholders for enabling our customers in realizing their business outcomes
• Create synergy between their & our vision and establish RA as the pre-eminent smart manufacturing partner
• Think strategically, plan deeply and execute in an agile & proactive way
• Demonstrate strategic account management, work across for goal realization and evolve as a trusted advisor
• Handle opportunity management, large project pursuit, building affinity team for success, identifying what is critical to succeed and ensure these key aspects are well addressed as an Organization
• Spearhead the process of establishing and maintaining broad client relationships, take high accountability and push self & others for delivering results
• Develop and execute strategic account plans for assigned accounts through disciplined planning and sales execution process
• Collaborate with the relevant stakeholders, internal and partners (Distributors, System Integrators, OEMs, etc) in the execution of every tactical actions in pursuit of the strategic objectives defined in the Account Plans
• Spend at least 70% of time in customer-facing activities in support of account plans
• Adopt the company's disciplined approach to managing sales opportunities and front log using available sales tools
• Ensure customer satisfaction through regular contacts / visits and company sponsored surveys
• Facilitate resolution of customer issues
• Analyse current business levels against allocated sales target and provide monthly, quarterly and yearly sales forecasts
• Stay current on Industry trends, competitors, market drivers and RA offerings

Essential Qualifications

• Degree in Business, IT, Engineering or a related discipline
• Good knowledge in Infrastructure, Metal & Mining, Process, Hi Tech industry
• Good knowledge of customer business and should be already managing them as key account
• Experience in an industrial production & manufacturing environment, industrial automation & digital transformation
• Minimum of 20 years of strategic selling experience with business outcome driven value selling
• Extensive knowledge of the account, Rockwell product line and its applications, along with a strong understanding of the client's objectives & challenges and business outcomes that our customer want to prioritise & deliver
• Software experience will be an added advantage
• Manufacturing Execution Systems (MES), Business Intelligence, Digital Transformation, Analytics, Advanced Analytics etc.

Preferred Qualifications

• Experience developing and executing strategic account plans for assigned accounts through disciplined planning and sales execution process

What We Offer

• Comprehensive mindfulness programs with a premium membership to Calm
• Volunteer Paid Time off available after 6 months of employment for eligible employees
• Company volunteer and donation matching program – Your volunteer hours or personal cash donations to an eligible charity can be matched with a charitable donation
• Employee Assistance Program
• Personalized wellbeing programs through our On Track program
• On-demand digital course library for professional development
• Other local benefits

Our Commitment to Diversity

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.