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Account Manager SI

Company: Rockwell Automation, Inc.
Location: Paris
Posted on: June 10, 2021

Job Description:

Job Description

Principal Duties and Responsibilities

Business and Sales

  • Responsible for achieving and exceeding the annual RcSI targets through the maximisation of business opportunities and application of sales and technical expertise, alongside business amplification through preference to use Rockwell Automation products and solutions in none or low specification opportunities.
  • Key liaison and conduit between the RcSIs, Rockwell Channel team (FRANCE and EMEA), Sales teams and Commercial Engineers to ensure effective and reciprocal communication and support driving opportunities and initiatives across all relevant BUs and vertical sales teams.
  • Support RcSIs to identify and improve Product /Service sales within existing and new customers.
  • Implement RcSI commercial programmes.
  • Work with RcSIs and Sales Account Managers to ensure a working funnel for Rockwell business via RcSIs.
  • Work with sales account managers and distributor to increase and maximise attachment and business value within purchasing accounts and identified opportunities
  • Ensure appropriate annual business plans are developed and actioned to achieve performance and growth requirements.
  • Be the conduit between RcSIs and Rockwell to highlight and secure the right RA support where it is required for projects
  • Provide technical and commercial support to the RcSIs, including information for RFQs.
  • Co-ordinate product business unit resources as necessary to resolve issues arising involving pricing, product, commercial terms etc.
  • Drive Rockwell initiatives and Industry focus within RcSIs.
  • Share business development opportunities and successes on a monthly basis and enable connection between the relevant Rockwell, Distributor and RcSI parties.
  • Be a point of escalation where communication requires assistance.
  • Log sales funnel and log call visits in Rockwell's CRM system sufficiently to hit plan and sustain continued future growth.
  • Invest time in building and disseminating knowledge of regional industry trends, customer issues, competition etc.
  • Share and drive information about potential accounts with sales management for analysis.
  • Report any information relative to competition or market trends and new competitive product developments as appropriate.
  • Responsible to engage other Account Managers and/or Commercial Engineers in the agreed approach for certain areas and/or projects.
  • Engage regularly with RcSIs to foster open and collaborative working relationships.
  • Develop and leverage effective working relationships across business units, the wider company and distributor branches, at all levels.
  • Effective and timely communication, keeping relevant stakeholders well informed of issues and direction.
  • Share information with Rockwell Channel and Sales Management about project and customer activity within RcSIs.
  • Build effective business relationships with RcSIs through understanding their business, markets and customers within the wider overall context of the channel partner strategy and direction.
  • Ensure the right level of business information is exchanged within Rockwell / RcSI / Distributor organisations.

Channel Marketing

  • Co-ordinate and support joint marketing activities to increase brand awareness and win new business.
  • Work with and support RcSIs on the development and implementation of local promotional initiatives and activities and ensure Rockwell's best interests, brand and products are represented appropriately.
  • Drive New Product introduction into RcSI specifications and projects.
  • Act as a catalyst in communicating and re-enforcing key messages throughout RcSIs ensuring these messages are understood and actioned.
  • Identify, co-ordinate and organise RcSI training.

Monitoring & Review

  • Development of annual business plans and targets with regular review and action planning
  • Monthly meeting with each RcSI and vertical sales team to identify and progress business opportunities and drive relevant actions
  • Administer and analyse bi-annual RcSI survey to measure engagement and identify areas of strength and areas requiring improvement
  • Facilitate scheduled meetings with the wider Rockwell and distributor teams for performance review, planning and relationship building
  • Prepare for and participate in channel sales/forecast calls/meetings as required
  • Share best practise and express any concerns to the wider community
  • Ensure adequate reporting between Rockwell and RcSIs for Rockwell internal reporting
  • Provide timely information to support effective management of the business at all levels

Personal Characteristics

  • Has drive, a highly proactive and positive attitude
  • People person, strong and broad thinker
  • Excellent communication, relationship and negotiation skills
  • Results driven with clear focus on achievement of targets
  • Ability to work and relate effectively with all operational and management levels within both customer and channel environments
  • Conscious to keep skills and knowledge in all areas (technical and commercial) up to date
  • Able to positively influence both work colleagues and channel personnel
  • Ability to work in a complex matrix organisational environment
  • Excellent communication to foster an open and collaborative environment within Rockwell and channel partners
  • Demonstrates behaviour in accordance with Rockwell Automation values, policies and procedures
  • Ability to motivate others and self
  • Can identify and extract key issues from information gathered, analyse and resolve issues in pragmatic and effective ways
  • Takes initiative in response to changing circumstances within the organisation or markets
  • Collaborates & teams effectivel
  • 'Added value' mindset
  • Demonstrates business & financial acumen

Professional Experience

  • Strong sales experience and sales process disciplines
  • Software Industry experience
  • Strong and broad integrated solutions technical skills and competence, with understanding of requirements of Systems Integrator, Rockwell and End user
  • Rockwell product, services and solutions knowledge
  • Extensive understanding and experience of the Systems Integrators community and business operations (preferred)
  • Ability and experience to drive strategic and operational business development via commercial and technical partners
  • Ability to set priorities that maximise revenue and profitability
  • Excellent understanding of Rockwell's competitive advantage in all business and product areas
  • Knowledge of channel networks in country
  • Be proficient in analysing and monitoring sales and financial results and react accordingly to drive balanced growth across multiple business units
  • High levels of proficiency in a range of IT tools
  • Understanding and insight of competitive strategies and market trends as well as their impact on Systems Integrators and Rockwell business

Educational Requirements

  • Degree in a business or engineering/technical related field or equivalent, with sound commercial acumen
  • Commitment to professional sales and technical CPD

Keywords: Rockwell Automation, Inc., Allen , Account Manager SI, Other , Paris, Texas

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