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Pursuit Desk Manager

Company: Rockwell Automation
Location: Paris
Posted on: June 12, 2021

Job Description:

Job Description

Role Purpose

The EMEA Pursuit Desk Manager is instrumental in standing up and running a new selling organization within our Global Sales and Marketing (GSM) organization.

The Pursuit Desk is responsible for managing key sales opportunities considered strategic to Rockwell Automation and sets the strategic objectives and winning strategy for pursuits working in conjunction with the account team and Business Unit and Industry teams within the sub-region and global as applicable.

The Pursuit Desk Manager will allocate Pursuit Leaders to either lead Opportunities, work with Account teams on opportunities or coach Account teams on Pursuits Best Practices to drive sales growth through the Pursuit Leaders' strong customer relationships or through those of the Account Opportunity Owner. The Pursuit Desk through the Pursuit Leaders will execute on their Opportunity Pursuit plan in collaboration with EMEA Sales leadership including the EMEA Strategic Accounts Vice President, geographic sales Regional Vice Presidents and their teams. The Pursuit desk Manager will also lead Pursuits directly as capacity allows.

The EMEA Pursuit Desk Manager is a leader with a proven track record of leading Pursuits and building new teams of results driven individuals that can engage on the EMEA region's most critical or strategically important Pursuits - strategic due to complexity, geographic reach and/or large revenue impact to the region.

Key Stakeholder Relationships

Rockwell Customers Regional Vice Presidents Strategic Accounts Vice President Account Managers

Reports To: EMEA Commercial Operations Director

Key Responsibilities

As functional & people manager

Builds the pursuit desk and defines processes of interaction with the sales organization.
Leads a team of Pursuit Leaders to engage and win Rockwell Automations largest revenue impacting Opportunity Pursuits.
Develops a Pursuits Centre of Excellence that documents Best Practice Pursuits tools and processes. This Best Practice is shared and used via Pursuit Leaders on Accounts.
Interacts with "C" level Executives and senior management predominantly internal to RA but also occasionally with major clients.
Confirms strategic pursuits and defines the relevant pursuit desk engagement strategy.

As Pursuit Lead

Establishes and maintains relationships at an executive level with target accounts and engaging with Rockwell business unit leadership, field sales and RA distributors to ensure effective pursuit strategy and execution.
Partners and collaborates with the sales force on key opportunities to drive the full portfolio of Rockwell Automation products, services, solutions including, network & security, safety, life cycle management, remote monitoring, and support.
Responsible for the development and execution of sales strategies and plans to exceed RA growth and performance objectives.
Identifies competitive and new business opportunities.
Analyzes accounts and develops an account strategy and penetration plan with Rockwell field sales and distributor to increase Rockwell share position at assigned accounts.
Establishes executive level relationships within the customer base and understands customer applications, processes, and business model.
Assembles the right resources to impact the customer's decision process and presents solutions to the customer (value proposition). This includes Rockwell Automation resources in addition to partners.
Defines the value proposition for opportunity, also the "influence plan", at the End-user, Feed EPC, EPC's levels to ensure a winning proposal is submitted.
Customizes multi-product, multi-vendor solutions from the Rockwell portfolio and our partner network to deliver economic value add to assigned/target accounts.
Provides project target and opportunity goals to regional account sales to manage funnel for the Customer Relationship Management system.
Leads development of the bidding and pricing strategy, including the solution and delivery model.
Supports the negotiations and facilitates obtaining management approvals for bid investments, bid approvals, contacts terms and conditions (T&Cs) and pricing.
Coordinate the appropriate resources to identify opportunities and integrates competitive data and strategy into proposals.

Skills, Knowledge, Experience and Education

Bachelor's Degree, or in-lieu of a degree, a minimum of 4 years of experience preferably in Engineering, Business or Marketing with technical experience in the factory automation field.
8+ years of field sales and marketing experience in the automation field.
5+ years of people management experience Proven ability to lead fast- paced sales pursuits involving complex and multi-tiered technology services and solutions.
Strong influence, executive presence, verbal, and written communication skills required.
Ability to communicate and work with a variety of people not under direct control in a fast-paced team environment Strong Industry application expertise and business knowledge.
Successful sales experience within world-class sales organizations in the automation business Demonstrated ability to forge relationships, build and inspire trust with C-level executives.
Capable of indirectly managing global business development resources.
Must be capable of matrix leadership and have credibility and confidence of sales leadership in each of the regions.
Strong peer leadership.

Temperament

Proactive Agile worker both independently and collaboratively Innovative and creative problem solver Change agile Team Player

Information Processing Capability (Factors of Complexity)

Ability to analyze Rockwell Automation Customer expected Business Outcomes (using our Outcome Based Selling methodology) for a single or multiple set of transactions that a customer would place in the market directly or indirectly through OEM/SI/Distribution.
Develop Win strategies to meet expected customer business outcomes combined with executable Pursuit Plans to manage a matrix set of resources from Rockwell Automation's Sales, Business Units, and Functional team resources Lead and oversee the production of best-in-class proposal and pitch materials to engage customers directly to win new business for Rockwell Automation

Accepts Role Requirements

Travel up to 30%-50% of the time.
Working in a multicultural environment Occasional working outside of normal office hours

Key Performance Metrics

Win Rate >50% for all Opportunities that the Pursuit Desk is engaged on.
Top 20 Rockwell Automation Opportunities reviewed and analysed on a rolling basis CRM completeness for all Pursuit Desk led opportunities

Direct Reports

3 Pursuit Leaders (team expansion based on annual successful opportunity closures that drive revenue growth of the EMEA region)

#LI-KM1

Keywords: Rockwell Automation, Allen , Pursuit Desk Manager, Other , Paris, Texas

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